Advancing Sales Enablement to Meet new Digital Selling and Buyer Needs
B2B selling was already in flux when Covid-19 hit and dramatically accelerated changes around purchase decisions. Forrester’s 2021 B2B Buying Study revealed the buying behaviors that shifted over the past year and a half, and highlighted significant decision friction and the resultant lengthening of deal cycles. Forrester found the number of buying groups in their study with more than four people increased nearly 20% since 2017, and the number of buying interactions with solution providers jumped over 60% since the start of the pandemic.
This means selling is indeed more difficult now and revenue teams need more help than ever before — their current sales strategies, tools and content may not be enough. Commercial teams that want to stand out more, engage buyers better and more often, and win bigger in this new business environment must move beyond traditional sales enablement.
So what exactly does this mean, and how can you evolve your traditional sales enablement to meet these changing digital selling and buyer requirements?
Checkout the article here for specific actionable advice:
#salesenablement #digitalselling #evolvedselling
Comments are closed.