Buyer Enablement in 2024 and beyond will significantly impact your revenue and retention more than sales enablement.
But it requires a complete shift in how you approach sales.
Shifting your organization to a buyer-centric way of selling is difficult. That’s why we put this guide together.
We’ve seen customers change their approach to be more buyer-focused, and the results are astounding. By putting the buyer first, we had customers reduce their buying cycle length by 76% and decrease unqualified demos by 30%.
This series covers how to make that leap from sales-focused strategies to buyer enablement. For an in-depth look at what buyer enablement is, check out this series.
Brief Intro to Buyer Enablement
According to Gartner, 83%+ of the software purchase happens without sellers present. So, don’t think buyers are waiting around for you to help them make a decision. This is why you need to shift to meet the customer where they are.
Buyer enablement starts by accepting that your buyer’s ability to sell to their peers is more influential than even your top seller’s ability to sell. 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.
For a quick refresher on what buyer enablement is all about, read this blog.
Forging a Path
Implementing a buyer enablement program might seem daunting, but don’t worry! Like tackling any colossal project, achieving buyer enablement is all about taking bite-sized steps.
Remember, Rome wasn’t built in a day, and neither will your buyer-centric strategy. We’ve crafted a quick start guide to help you lay the foundation of a rock-solid buyer enablement program, brick by personalized brick. Start with small, actionable steps, iterate as you learn, and watch your program flourish. Remember, the journey of a thousand deals starts with a single click!
Measuring Buyer Enablement
Forget relying solely on sales activity to gauge your revenue success. Sales reps are in charge of bringing revenue into the organization, but measuring their progress only sometimes translates to understanding how those efforts impact actual customers.
Instead, let’s shift the focus. We propose a fresh set of customer-centric data points. These metrics won’t just assess the effectiveness of your program but also serve as early warning sirens if things veer off track.
Come see how easy buying can be.
Understanding Demo Automation
Time crunch got you down? We get it. That’s why we champion automated demos. Not only do they save sales hours, but they help qualify leads, weed out early drop-offs, and let buyers fall in love with your product at their own pace.
It’s a win-win situation – happy customers and happier sales teams.
But, automated demos work best when they provide the right information at the right time. Read on to learn the pros and cons of demo automation, the six demo types, how to sell between meetings, and demo creation best practices.
How It All Works Together
Today’s B2B buyers crave streamlined, informative journeys that mirror B2C experiences. They want to do their own research and make confident decisions on their terms.
That doesn’t mean there’s no place for sales reps in the future of B2B; it just means their involvement looks different than in the past. Your expertise remains an invaluable treasure map in this new landscape. You know the hidden crevices of complex purchases, the resources needed to navigate them, and the sunlit clearing at the end of the path.
This final installment shows you demo automation in action for a buyer enablement strategy and how to let go of pushy sales to guide customers through a rewarding buyer journey.
