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Garin Hess is the CEO of Consensus and an expert in the complex B2B sale. On this episode of the show Garin is explaining how we can uncover the true decision makers within an account and then how we should be engaging them.
What you will learn in this episode:
Garin shares –
- Why being able to track when, where and how frequently your emails are being opened is a huge competitive advantage
- How to focus on the individuals needs (I might get promoted, I might get a bonus etc) when engaging decision makers
- The importance of uncovering what is truly important to your prospects
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Resources mentioned:
- GoConsensus.com – Drive B2B buying groups to agreement
- Garin on Linkedin
- @garin_hess
Transcript:
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