In our 2018 Buyer Preferences Study, “insights and perspective” was one of the four buyer preferences when engaging with salespeople. Sales enablement plays a key role in equipping the sales team with the skills, expertise, fluency and content to do this effectively, and sales operations can also contribute to this. How? By repurposing the data sales operations already works with and arming the sales team with valuable insights to use when engaging with customers.
Today’s buyers are changing faster and to a greater degree than sales organizations. (Click to tweet)
In a previous blog, we touched on the fact that nearly three-quarters (70.2%) of buyers make initial decisions in their buying process before engaging sellers. This is not a surprise, considering so much information is already available to the buyer even before they engage with a salesperson. In addition, most buyers (57.7%) saw little difference among sellers, and some (10.4%) found no
