Podcast appearances and mentions of garin hess

In the latest episode of the Practical Leadership Podcast I had the pleasure of interviewing Garin Hess, the founder and CEO of Consensus. Garin shared some profound insights during our conversation. One of the standout moments was when he quoted, "Too many men tiptoe through life trying to make it safely to death. I do not want to do that. I am grateful, regardless of how it turned out, that I was willing to take those risks." It's a good approach to life and leadership, a bit of risk-taking and pushing boundaries. Garin also reflected on his early leadership experiences, saying, "I used to be very self-conscious and afraid of leadership, and yet I was constantly being put in leadership positions. I eventually learned that for me, at least, what made the most sense was to stop thinking about and trying to improve on the deficiencies and just focus on my strengths." It's a powerful reminder for all leaders to focus on their strengths and those of your team rather than obsessing over their weaknesses. Finally, Garin shared a thought-provoking perspective on the role of a leader. He said, "You have to be willing to be looked at as a jerk, even though you're not trying to be. You don't want to act like one. But some people will think you are just because you're asking them to do hard things they don't want to do. And that's not being a jerk. That's being a leader." It's sometimes challenging but necessary in the role of a leader in pushing your team towards growth and success.   -----------  *Self-awareness and focusing on strengths [00:01:21]* Garin Hess discusses his journey of self-awareness and the importance of focusing on strengths rather than obsessing over deficiencies. *Toxic deficiencies and the impact on leadership [00:03:26]* The conversation explores the concept of toxic deficiencies in leaders and how they can both hinder and contribute to success. *The difference between being nice and being good [00:05:29]* The discussion delves into the idea that being nice is not necessarily synonymous with being a good leader, and the potential drawbacks of prioritizing likability over achieving the mission. *The importance of joy in work [00:10:09]* Discussion on the difference between fun and joy in the workplace, and the quest for growth and challenges. *The consequences of not letting go [00:12:09]* The speaker shares a personal experience of waiting too long to let go of an underperforming employee and the negative impact it had on the team. *Maximizing strengths over weaknesses [00:15:03]* The importance of focusing on strengths and maximizing them, rather than trying to improve weaknesses, using the example of Michael Jordan's basketball skills. *The importance of taking risks [00:21:03]* Garin reflects on the quote that inspired him to take risks in life and how it changed the course of his career. *Regret minimization framework [00:21:43]* The concept of minimizing regrets by looking back from a future perspective and making choices to live our best lives. *Imagining our death to reduce regret [00:23:14]* Garin discusses the idea of imagining our death as a way to appreciate and safeguard the things we have in life, preventing future regrets.

In der Rubrik “Investments & Exits” begrüßen wir heute Daniel Wild, Gründer und Aufsichtsrat von Mountain Alliance. Daniel bespricht die Runde von Consensus und SOCi Die SaaS-Demo-Automatisierungsplattform Consensus hat in einer Finanzierungsrunde unter der Führung von Sumeru Equity Partners 110 Millionen US-Dollar erhalten, womit sich das Gesamtkapital des Unternehmens aus Utah auf über 139 Millionen US-Dollar erhöht hat. Die Plattform des Gründers Garin Hess ermöglicht es Entwicklungsteams eine Bibliothek mit wiederverwendbaren, interaktiven Videodemos zu erstellen, die Vertriebsteams bei Bedarf versenden können. Während des gesamten Prozesses verfolgt Consensus das Engagement und findet automatisch neue Interessenten nach Rolle und Priorität.SOCi, ein Anbieter von digitaler Marketingsoftware, hat in seiner jüngsten Finanzierungsrunde 120 Millionen US-Dollar eingesammelt. Die Runde wurde von JMI Equity geleitet, mit Beteiligung von Vertical Venture Partners, Blossom Street Ventures und dem strategischen Investor Renew Group Private. Das von Afif Khoury gegründete Unternehmen plant, seine Finanzierung zu nutzen, um seine KI-Investitionen zu verdoppeln und in neue Märkte zu expandieren. Die Plattform bietet Datenanalysen im Auftrag von Marken und liefert Empfehlungen und Marketing-Automatisierung, damit sich die Kunden auf andere Bereiche ihres Geschäfts konzentrieren können.

Garin Hess, a tech entrepreneur based in Utah, experienced what he calls the “demo bottleneck” at a previous software-as-a-service (SaaS) startup while pitching to potential customers.

Garin Hess is the Founder and CEO at Consensus and John Cook is the Director of Demand Gen also at Consensus. They discuss the recently published 3rd Annual Sales Engineering Compensation and Workload Report on where presales and sales engineering stand today. In particular, Garin and John highlight that buyers prefer interactions with sales engineers and that they spend less time engaging with vendors. They also go into detail on the role similarities and differences between SEs and sellers in buyer enablement, SE engagement with stakeholders, and SE compensation.   HIGHLIGHTS The 3rd Annual Sales Engineering Compensation and Workload Report Buyers prefer dealing with sales engineers vs their sales counterparts Profile differences between SEs and sellers The attributes of a top SE: Industry fluency, acumen, and selling skills Measure the probability of success based on the buyer's journey QUOTES A greater focus on sellers becoming coaches to buyers- John: "It's not just the roles of the SE getting stretched and more in demand, it's that the role of the seller is actually changing from this hunter, as we often think of them, to a coach."   "Because the buyer journey, the real pain, the friction in B2B sales, and especially anytime you're buying software for a team, the friction is actually on the buyer side and in the buyer's org."  "And that friction is going to be very painful for them, and the seller is the one who has been through this process, knows where that friction is going to come up because they've been through this process." A deep understanding of the buyer journey makes sales more predictable Garin: "What do the buyers have to do, what actions do they have to take to actually get the deal done? And the more you can measure that and the more predictable your sales are going to be." Find out more about John and Garin in the links below: LinkedIn (Garin) https://www.linkedin.com/in/garin-hess-0017a0/ LinkedIn (John): https://www.linkedin.com/in/john-cook-9049a630/ Website: https://goconsensus.com/ More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World's leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

On the PreSales Podcast, James Kaikis and Garin Hess connect on "How a Buyer Enablement Approach to Deal Review Improves Forecasting." Garin, Author of Selling Is Hard. Buying Is Harder: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle and CEO/Founder of Consensus, discuses how sales teams need to make buying easier by equipping champions to sell within their organization. Garin also provides stories and very tactical advice to deal review that will better forecasting within an organization. 

Research shows that what buyers want most from vendors are product demos. But what type of demo should we deliver at each stage of the buyer journey? ‍Many PreSales professionals categorize demos into two types: the standard demo and the technical demo. ‍In reality, there are six critical types of demos that most stakeholders in the buying group must go through to reach a decision. Knowing what the buyer is thinking and the problems they are trying to solve at each stage of the buying process is key to understanding what type of demo to deliver. In this webinar, we discuss the six essential types of demos, their recommended content, recommended length, and who should be leading them. We'll also discuss the role demo automation can play--where it is useful and where you should avoid it. J Hear from Garin Hess, author of "Selling is Hard. Buying is Harder." and Founder of Consensus on leveraging each of the demo types to make your PreSales team more effective. Sign up or sign in at www.presalescollective.com

** Early Release ** This week the PreSales Podcast is utilizing VIDEO! ​Research shows that what buyers want most from vendors are product demos. But what type of demo should we deliver at each stage of the buyer journey?​ ‍Many PreSales professionals categorize demos into two types: the standard demo and the technical demo. ‍In reality, there are six critical types of demos that most stakeholders in the buying group must go through to reach a decision. Knowing what the buyer is thinking and the problems they are trying to solve at each stage of the buying process is key to understanding what type of demo to deliver. ​In this webinar, we discuss the six essential types of demos, their recommended content, recommended length, and who should be leading them. We'll also discuss the role demo automation can play--where it is useful and where you should avoid it.​ J Hear from Garin Hess, author of "Selling is Hard. Buying is Harder." and Founder of Consensus on leveraging each of the demo types to make your PreSales team more effective. Sign up or sign in at www.presalescollective.com

This week we're on the road with our first ever in-person, live recording of Two Presales in a Pod coming from the very new and shiny Customer Experience Centre at The Access Group. Don, Mark and Adam are today joined by Garin Hess, CEO and Founder of Consensus and Rob Dean, newly joined Head of Presales at Access Group. We presented in person to over 150 people, but for some it'd been quite a while - so did we love it? Did we miss sitting behind a webcam? Join us in this 'micro-pod' shorter edition for some fantastic tips on how you can make hybrid meetings a success as we all get back to presenting in person. As always, do connect with us on LinkedIn, you'll find us easily in the search: Don Carmichael Winning Skills Adam Freeman Access Group Rob Dean Access Group Garin Hess Consensus Mark Green Consensus #buyerenablement --- Send in a voice message: https://anchor.fm/presalesinapod/message

In our 32nd episode, Jason Widup, VP of Marketing at Metadata, talks category creation with two B2B leaders from the digital presales and B2B revenue attribution categories. Panelists for this episode include Garin Hess, CEO and Founder of Consensus and leader behind the digital presales category, and Lars Grønnegaard, Co-founder and CEO of Dreamdata and leader behind the B2B revenue attribution category. You'll walk away from this episode with an understanding of how to build analyst relationships, position your brand, and create a go-to-market strategy. BONUS! Garin explains why you should introduce your customers to analysts.

Garin Hess is the Founder and CEO of Consensus, and author of “Selling is Hard. Buying is Harder”, a research-based book that discusses how enabling buyers accelerates technical sales.

Garin Hess is the Founder and CEO of Consensus, and author of “Selling is Hard. Buying is Harder”, a research-based book that discusses how enabling buyers accelerates technical sales.

Buying Is Harder: Looking at the Other Side of the Sales Coin with Garin Hess Welcome to Sales Tech Podcast, the show that talks about sales technology, what's working, what's not, and where the industry is going. In this episode, Thom sits down with author and serial entrepreneur, Garin Hess. Garin is the founder and CEO of Consensus, an intelligent demo automation software company that helps sales professionals be more successful. Garin has spent his entire career in enterprise software and is passionate about combining technology and methodology to make B2B buying easier. Today, Thom and Garin talk about the buying aspect of sales and why Garin believes it can actually be harder than selling. Garin speaks to challenges that sales engineering professionals are facing today and provides best practices for buyer enablement. Finally, Garin speculates on the future of sales technology and what it means for B2B buying.  What We Covered: 00:38 – Thom introduces today's guest, Garin Hess, who joins the show to share his background in buyer enablement and B2B buying 04:56 – Garin speaks to why there seems to be a lack of sales technology to support Sales Engineering 09:11 – Challenges that sales engineering professionals are facing today 13:01 – Garin provides best practices for overcoming issues of qualification 14:49 – What makes it so hard to buy in the B2B environment 18:26 – Trends Garin has observed in the world of sales technology 20:11 – How to get sales professionals to utilize the sales tech available to them 22:07 – Garin provides one final piece of advice to sales professionals and sales leaders 23:44 – Thom thanks Garin for joining the show and lets listeners know where to connect with him Tweetable Quotes: “Our focus is on demo automation because the demo and engaging sales engineers is one of those things that's inherently difficult to scale and make really efficient. And so that's why we focus there.” (03:21) “Sales engineering has traditionally been looked at as a necessary evil rather than a strategic function. Marketing and sales are always looked at as strategic functions.” (06:20) “This issue of qualification is such a problem because it steals time away from their most important deals.” (11:06) “The premise of buyer enablement is you, as the seller, should be in charge of the buying process.” (17:37) “One of the main things I would emphasize in sales, in general, is we focus a lot on financial ROI, which is great. I'd like to emphasize that we should be focusing on emotional ROI as well.” (22:13) Links Mentioned: Garin Hess on LinkedIn Consensus Website  Selling Is Hard. Buying Is Harder 

"You need to build trust by making strong recommendations" - Garin Hess in today's Tip 931 How to coach effectively? Join the conversation at DailySales.Tips/931 and learn more about Garis! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

Garin Hess, CEO of Consensus joins Mark, Tom and Don to discuss DQLs (Demo Qualified Leads) and how understanding them is revolutionising presales impact to buyers, and to sales cycles. Last time we chatted in Episode 16 buyer enablement was hotting up and the presales industry was booming. Well now it's accelerated fast than ever so stopping unqualified, wasted demos is more important than ever. We cover what a Demo Qualified Lead actually is, how to introduce it into your sales operations and what value it brings to your presales teams, ever stretched to do more. Thanks Garin for coming on - it's always fun chatting with you! As always, share with your friends and colleagues, follow the LinkedIn page, and give us a review on your favourite podcast platform. We really do appreciate your support. Show links: LinkedIn https://www.linkedin.com/in/garin-hess-0017a0/ Website - https://www.goconsensus.com/ --- Send in a voice message: https://anchor.fm/presalesinapod/message

In this episode we unpack the concept of "Buyer Enablement" with the brilliant Garin Hess. Garin is the founder of Consensus (www.goconsensus.com) Consensus helps Scale PreSales with software that automates product demonstrations using interactive video demos. Garin is also the author of the book "Selling is Hard, Buying is Harder" which embraces the concept of buyer enablement and re-frames the topic to allow PreSales and Sales professionals to discover, equip, engage and personalise with the buying "coach". The concepts covered in this episode are particularly relevant to the digital sales world we all have found ourselves embracing over the past year. Episode links; Garin Hess LinkedIn - https://www.linkedin.com/in/garin-hess-0017a0/ Book - Selling is Hard, Buying is Harder available on all good online retailers depending on geography. Buyer enablement content hub - www.buyerenablement.io As always, please reach out with feedback, leave us a podcast review or step out of your comfort zone and join us to record an episode. See you next episode and thanks for listening! --- Send in a voice message: https://anchor.fm/presalesinapod/message

Garin Hess is a serial entrepreneur whose entire career has been in enterprise software and is passionate about combining technology and methodology to make B2B buying easier. He has been directly involved in building several B2B sales teams and has held roles as acting Head of Sales and sales engineer. Garin has founded two software companies, two industry conferences, and a non-profit organization. He is currently the founder and CEO of Consensus (goconsensus.com).

In part one of my conversation with Garin Hess, the founder and CEO of Consensus, he talked about his product that dynamically assembles sales demos based on the needs and interest of the prospective client. In this second part of our conversation, Garin tells us about one lecture in college that inspired him to become an entrepreneur, forever altering the course of his life. He also tells the story of his early failures—and how they led to his current success.

For sales engineering teams, assembling demos can be exhausting and time consuming. Each demo must be tailored to meet the needs of prospective clients, and that can take hours out of your day, if not days out of your week. Garin Hess learned this firsthand when leading a tech startup earlier in his career. After one long dispiriting day of putting together these demos, he resolved to find a better way. And that's how his current startup, Consensus began. On this edition of UpTech Report, Garin explains how his product dynamically assembles sales demos based on the needs and interests of the client and why he believes this style of personalization is key.

Garin Hess, founder and CEO of Consensus, is author of the book, Selling is Easy. Buying is Hard: How Buyer Enablement Drives Digital Sales Transformation and Shortens Sales Cycles. In this episode we get into why the lack of alignment between sellers and buyers is one of the biggest impediments to improving sales performance today. Plus we discuss the change of perspective sellers need for success, namely that they don’t close deals, buyers do. Learn more about your ad choices. Visit megaphone.fm/adchoices

On the PreSales Podcast, James Kaikis and Garin Hess connect on the topic "Scaling PreSales". Garin, Co-Founder and CEO of Consensus, talks about how to increase PreSales productivity, understanding gap analysis, and how demo automation can help scale our profession.

Garin talks about what to do when you don't know if the business is worth pursuing or not. When things get hard and your business isn't growing when does it become insanity or grit and persistance? Garin also gives advice to those young entrepreneurs that want to do what he has done. He breaks down the processes and checkpoints of his business as well.

In this episode we talk to Garin Hess, Founder and CEO at Consensus. Thanks to a partnership with Outreach and Sales Hacker our friend Scott Ingram is making the live stream of his Sales Success Summit available for free. This event on October 14th and 15th features 13 presentations and 5 panels ALL presented by top performing B2B sales practitioners. Check it out and register at top1.fm/live

Garin Hess is a serial entrepreneur who has founded multiple software companies, industry conferences, and a non-profit organization. He is currently the founder and CEO of Consensus, a B2B demo automation platform. He enjoys reading history, mountain biking, choir conducting, and spending time with his wife and three children.

Hey everyone! In today's episode, I share the mic with founder and CEO of Consensus, Garin Hess. Consensus automates product demos, so you can spend more time closing sales and less time demoing. Tune in to hear what the inspiration was for Consensus, how Garin helped companies get higher close rates and reduced sales cycles, and what he thinks you should do when approaching high-level leaders!  Click here for show notes and transcript Leave Some Feedback: What should I talk about next? Who should I interview? Please let me know on Twitter or in the comments below. Did you enjoy this episode? If so, leave a short review here. Subscribe to Growth Everywhere on iTunes. Get the non-iTunes RSS feed Connect with Eric Siu: Growth Everywhere Single Grain Twitter @EricSiu

Garin Hess, serial SaaS entrepreneur and CEO of Consensus, shares insights on how to prevent group buying dysfunction from killing 50% or more of your sales. Learn how to think about the key players in your buying group that influence the purchase decision, and develop a strategy to dramatically increase your close rates and shorten your sales cycle.

As your buying group grows to more and more people, the likelihood of purchase drops as much as 50%. There is clearly a huge opportunity to increase likelihood of purchase and close rates, if we can just break the buying dysfunction. Only 28% of account executives who sell B2B know how to effectively drive agreement in buying groups. Marketers generally think of their role as being responsible for delivering individual qualified leads over to the account executives or sales team, but if this is all you’re doing, you’re not doing your job. What if you could discover and engage other parties in the buying group before handing it over to the sales team? In this episode, Garin Hess, VP of sales at  Consensus, talks about how to solve group-buying disfunction.

Another guest (#30), another person from the state of Utah (#3). I was introduced to today's Shawn Sadowski, from another friend from Salt Lake City, Kathy Dalton. Shawn's passion is similar to past guest Garin Hess ... with a twist. Shawn is passionate about helping entrepreneurs find their career path. In case you missed any of the previous episodes, you can catch them here by visiting the Living Your Passion landing page. Are you ready to learn more about how Shawn is living his passion of helping entrepreneurs find their career path? During this episode ... Shawn and I chatted about our mutual Salt Lake City friend, Kathy Dalton. We discuss this "movement" of ... well ... doing your own thing (aka starting your own company). Shawn shared his belief that companies have no loyalty to their employees (I kinda agree). We both agreed that their is a false sense of security when working at an organization. We referenced a great movie, Field of Dreams. We talked about fear, risk, and doing something AWESOME. We took a tip from my wife - Kristina - and I asked Shawn to explain a bit more about how he uncovered his passion ... and boy did he #SetTheBarHigh I teased Shawn about editing (Hint: I RARELY edit the show!). I rapped Ice Ice Baby (a bit) ... again! More About Shawn Experienced entrepreneur and executive with a demonstrated track record of leadership in a variety of challenging business environments, ranging from new venture development and profit maximization to market entry and growth. Learn more about Shawn on LinkedIn. Links Discussed In This Episode Shawn on LinkedIn Shawn's business The TOUR! Enjoyed this episode? Please consider subscribing (if you haven't already). Also, what would be really awesome? If you could rate and review the show ... and use those fancy social sharing icons below to tell the world! Alternatively, you can subscribe to the RSS feed or subscribe via email (scroll to the bottom). Finally, if you know someone who bleeds passion (or maybe it’s you), please email me at djwaldow at gmail dot com. Oh, and if you have a connection to LeBron James, please let me know. I think he’d be a great person to talk to about his passion for basketball. #DeadSerious

Garin Hess, (today's guest - #25) hails from the lovely state of Utah. As it turns out, Garin is the 3rd guest on Living Your Passion (Nate Bagley and Cara Heuser being the other two). Utah FTW! Garin and I connected when he sent me a "let's talk" email through LinkedIn. Love it. Garin's passion: The POSITIVE BENEFITS THAT COME FROM ENTREPRENEURSHIP. In case you missed any of the previous episodes, you can catch them here by visiting the Living Your Passion landing page. Are you ready to learn more about the positive benefits that come from entrepreneurship? During this episode ... Garin talked about Karl Marx. Didn't see that coming. Ha! I said "journey." OOPS. I just don't love that word ... story, process ... but not journey. Ha! Garin answered the question, "What happens if you are passionate about something but are no good at it (or don't have the capital to do it or other "insurmountable barriers")? Garin shared how to you can do some research to determine whether or not your passion can turn into a valid business (note: it takes work, but it's doable). Garin told us how he may someday soon TEACH entrepreneurship in developing companies. We talked about JUMPING - taking the first step. Garin shared how he uncovered his passion for entrepreneurship - though he has always been interested in it ... from early on. More About Garin Husband, father, startup enthusiast, entrepreneur, founder & CEO @DemoChimp. Learn more about Garin on Twitter. Links Discussed In This Episode Nail It then Scale It: The Entrepreneur's Guide to Creating and Managing Breakthrough Innovation - the book Garin mentioned The Lean Startup - the other book Garin mentioned Witness Music - Garin's non-profit Garin on LinkedIn DemoChimp - Garin's latest and greatest startup Enjoyed this episode? Please consider subscribing (if you haven't already). Also, what would be really awesome? If you could rate and review the show ... and use those fancy social sharing icons below to tell the world! Alternatively, you can subscribe to the RSS feed or subscribe via email (scroll to the bottom). Finally, if you know someone who bleeds passion (or maybe it’s you), please email me at djwaldow at gmail dot com. Oh, and if you have a connection to LeBron James, please let me know. I think he’d be a great person to talk to about his passion for basketball. #DeadSerious