Buyers don’t want to talk to you.
Sorry, we know it’s harsh, but it’s true. According to Gartner, 83%+ of the software purchase happens without sellers present. That means your buyers are making every possible effort not to talk to you.
Instead of sticking your head in the sand and hoping your customers will go back to buying the way they have in the past, meet them where they are with a buyer enablement approach.
Buyer enablement starts by accepting that your buyer’s ability to sell is more influential than any seller’s ability to sell. Because they do sell your solution internally to their team.
You can’t expect buyers to wait around for you anymore. It’s time to switch to a buyer enablement approach.
Top Tips From a Buyer Enablement Director
Buyer enablement is as simple and as complicated as switching from a sales enablement perspective to one that focuses on, well, your buyers!
It’s an understanding that however great your sales motion is, if buyers aren’t guided through their journey, you’ll always be pushing uphill. Switch it up and make the buyer’s path smooth, pleasant, and fast.
But while taking a customer centric approach will make things easier in the long run, like any change, it requires careful planning and tracking.
Start by taking a look at the current process you go through with your customers and list out what things you would change if you could. You’ll be surprised what kind of ripple effect it’ll have.
Reps will have more time to focus on high-impact activities, and customers will get what they need before they know they need it. Creating learning experiences tailored to individual stakeholders in a self-service and deeply tracked way makes the biggest difference.
At Consensus, we practice what we preach and not just because our found wrote the book on buyer enablement (Selling is Hard. Buying is Harder. by Garin Hess)
“If there’s anyone who’s seen the successes of buyer enablement the most, it’s Consensus. We’ve helped thousands of professionals switch into this modern era of business, so whilst our software covers the entire buyer journey, our software PLUS experience will help you achieve it. That’s why we’re no.1, as voted by our customers.”
– Mark Green Director of Buyer Enablement and Presales at Consensus
Come see how easy buying can be.
Buyer Enablement Basics
We know this is a lot to take in. If you need to build a foundational understanding of buyer enablement before you get started with implementing it, we have several resources that will walk you through the basics.
Buyer Enablement Study Materials:
- What is Buyer Enablement? A great intro for beginners, this blog series gives a first look at the concept of buyer enablement.
- The 5 Buyer Enablement Levels. Is your company already incorporating buyer enablement? Compare your current strategies against the five buyer enablement levels and see where you end up.
- The 5-Step Guide to Buyer Enablement. This guide will help you get started with buyer enablement by applying the DEEP-C framework.
- Selling is Hard. Buying is Harder. The definitive guide to all things buyer enablement.
If you’re already familiar with the basics of buyer enablement, congrats! You’re a step ahead. Move on to the next installment of buyer enablement implementation.
