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BUYER ENABLEMENT

Selling is hard. Buying is harder.

There are no complex sales…only complex purchases. Only buyers can close deals. So make buying easier, and you’ll close faster and more often.

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What is buyer enablement?

Buyer enablement is the methodology and mentality of making it simple for buyers to buy from you. It focuses on providing customized education, product information, interactive tools, and tailored guidance to make the buyer’s path smooth, pleasant, and fast.

Buying behaviors have changed.

Buyers spend only 17% of the entire buying process in direct contact with vendors. They spend the rest of their time in research and in building the case with other stakeholders to spread the risk.

You have to change your focus.

Make it easier for your champions to self-educate and to promote you internally so they can move forward with confidence and credibility.

You have to change your focus.

Make it easier for your champions to self-educate and to promote you internally so they can move forward with confidence and credibility.

Stop selling.
Be a buyer coach.

Coaches don’t force their processes—they guide buyers through theirs. Get familiar with their complex tasks, the obstacles and the resources they need. That builds trust, speeds up decisions and brings them back for more.

Come see how easy buying can be.

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Buyer enablement through demo automation

Consensus’ buyer enablement software simplifies complex buying processes with interactive demo experiences that make buying easier and faster.

demos, pre sales, customers engagement, demo, user engagement, client engagement, consumer engagement, increase customer engagement, demo website for automation testing | goconsensus

Get the Book on Buyer Enablement!

Selling Is Hard. Buying Is Harder: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle

What drives B2B sales most effectively—focusing on what you do as a salesperson or on what your champion and the buying group does behind the scenes? Focus on making buying easier and your prospects will buy from you faster and more often.
Garin Hess
Founder | Consensus
Buy it on Amazon

Learn how buyer enablement with Consensus lifts your revenue strategy.

Send an automated demo between appointments to qualify prospects and shorten sales cycles.
The Demo Qualified Lead (DQL) watches a demo before engaging a preslaes resource.

Appendix

Buyer Enablement Training for Presales and Sales Teams

Social Proof by Role, Segment, Use Case and Industry

Social Proof by Role Segment Use Case and Industry | good examples of customer engagement, user engagement strategy, technical pre sales, customer engagement management, pre sales consultant, user engagement, Demo Fest | goconsensus

Social Proof by Stakeholder Role, Segment, Use Case

Risks to Consider and Mitigation Strategies | pre sales, demos, customers engagement, b2b buyers, digital demo, customer outreach, buyer enablement, demo automation, customer outreach, buyer enablement | goconsensus

Risks to Consider and Mitigation Strategies

Information Needed at Buying Stages | b2b buyer, engagement marketing examples, demos, customer engagement, demo, consumer brand engagement, client engagement strategy, pre sales manager, automation demo site | goconsensus

Needed Info at Buying Stages

b2b buyer, engagement marketing examples, demos, customer engagement, demo, consumer brand engagement, client engagement strategy, pre sales manager, automation demo site | goconsensus

Implementation Guide

demos, user engagement, client engagement, consumer engagement, pre sales consultant, pre sales meaning, customer engagement strategy, automation demo site | goconsensus

Buying Group Map

Learn more about how Consensus lifts your revenue strategy.

Presales and Sales

Automate your demos and give your buyers the content they want, when they want it.

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Marketing

Demo first. Talk later. The secret to PLG success.

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Customer Success

Demos for the entire customer lifecycle that keep buyers buying.

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Channel

Get the most out of your sellers by helping them sell you better.

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Ready to take your demo-building to the next level?

Connect with our sales team today to discover how the Consensus buyer enablement platform can empower your team with personalized, interactive demos, driving higher conversions, shorter sales cycles, and increased revenue.

See it in action.

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Buyer enablement FAQ

Why does buyer enablement matter?

Buying has changed. Buyers only spend about 17% of the sales experience interacting with sellers—which is why the job of the seller has to change. Instead of focusing on only direct buyer interactions, sellers provide the resources and tools, and buyers sell themselves on your product. Sounds pretty nice, right? 

By the time your seller interacts with your buyer, you’ll already have a product-qualified lead–who is far more likely to convert than someone who has not yet explored your product. The result of? Shorter sales cycles, higher conversion rates, bigger deals, and happier customers.

The different stages of the B2B buying process include: 

    1. Awareness: When the buyer initially hears about your product.
    2. Research: Your buyer starts their own research. This is when buyer enablement is crucial. Buyers need plenty of resources and materials to self-educate and determine if you have the solution to their problem.
    3. Engagement: The buyer starts using self-service buyer enablement tools, like automated demos or product tours, to engage with your product, learn how to use it, and discover how your product solves their problems. 
    4. Evaluation: During the evaluation stage, the buyer makes an informed decision about their purchase and seeks approval from key stakeholders.
    5. Purchase: After receiving a quote and potentially negotiating, the buyer officially becomes your customer.
    6. Onboarding: The buying process doesn’t end when a deal closes. Instead, the buyer receives implementation assistance and ongoing support to keep the new partnership running smoothly.

Some examples of buyer enablement tools include:

  • Product tour software: Product tour software allows users to create guided experiences of their product or application. These platforms turn your products into an interactive, guided, engaging product tour experience that lets future users dive into all its offerings. 
  • Demo automation platforms: Demo automation platforms are specialized platforms that create personalized product demonstrations on demand. Buyers can interact with your product at their own pace and learn all your product’s capabilities and revenue teams can save a ton of time. 
  • Calculator tools: Customers can use calculators to discover how your product can shorten their sales cycle, offer them a huge ROI, and help them envision quantifiable metrics.