Why Customer’s Path Alignment Is Essential to Sales Enablement Success

I’m sure you’ve heard me say this many times: Customer’s path alignment matters a lot if you want to be successful with sales enablement. What does the term “customer’s path alignment” mean? There are two components to it.
There are two aspects of customer’s path alignment: process alignment and the alignment of enablement services. (Click to tweet)
Let me quickly explain the first one, as it’s a prerequisite for the second one. The first one is about process alignment, which means how well your internal selling process is aligned to the customer’s path or the variety of relevant customer’s paths. In detail, it indicates how well you have reflected the buyers’ steps and gates they have to go through to make a buying decision in your processes. Having these steps and gates reflected in your selling processes helps you avoid buyer/seller misalignment and ensures sales managers are always reminded to include specific