#B2B selling is on a new gear. #Gartner foresees that 80% of B2B sales interactions between suppliers and buyers will occur in #digital channels moving forward. What is also evident is that we are seeing a permanent shift to a buyer centric market places.
To engage with the “Everywhere Customer”, the sales organization is in a heightened need for a well-oiled approach to arm their front line soldiers to battle efficiently and win at scale.
Sales enablement is the ticket to ride the new wave of opportunities. Two building blocks that stand out are “#Content” and “#Training”.
While, the content for the customer, touches every stage in their buying journey and is owned by marketing, the content for the sales is centered around value articulation and differentiation. Most content created for sales are large texts with complex verbiage, and to water it down to a conversational tone is the key.
Training the sales force carries a lot of weightage too. Most training initiatives, cease post onboarding efforts. As markets shift and competition grows, sales need to articulate the value more clearly to address the current and future needs of the customer with regard to market dynamics and competitor moves; and continuous training for sales teams will give them the right thrust needed.
A good sales enablement strategy will help enhance the sales conversations, while unlocking a world of customer opportunities for the company.
#digital #B2b #sales #purplflute.in #Salesenablemet #strategy