Insights and Innovations: Your Resource for Industry Knowledge

Sales is a collaborative effort. Your old tactics no longer work. It’s too easy for prospective buyers to do a google search, download content, and make a purchase without ever speaking to a sales rep. To get your reps into the conversation, they need to show that they offer more than what’s readily available. Buyers don’t know what they don’t know, and it’s the sales rep’s job to show them exactly what it is they’re missing. The problem is, your buyers are more knowledgeable than ever. So, how do you adapt your sales team into an invaluable asset that meets the modern market needs? You implement a sales enablement strategy.

The B2B sales landscape has experienced drastic changes over the last decade; an increase in readily-available content, a migration to mobile-friendly interactions, and the elevated expectations of buyers have all contributed to new challenges for sales professionals. It’s not enough to simply know what you’re selling, you need to be an expert in the field with a documented strategy for acquiring customers and closing sales. Currently, 61% of executives believe they don’t have sales managers who have been adequately trained in sales enablement strategies and techniques. They know that as a result, they’re losing out on sales, time, and profits.