What’s the truth about modern B2B Buyer πŸ’‘ ? 70% of them do their research PRIOR to talking to Sales ⚑️ And 59% do NOT want to talk to Sales at all πŸ”₯

Now, that’s an interesting stat. By and large, it’s true of modern B2B Buyers.

Those Buyers who do want to talk to Sales, want to hear the messages that are consistent with what they have learnt so far (through their research, mostly online) πŸ‘Ό

Often, Sales executives are NOT prepared to handle such Buyers, which may derail the deal ⚠️

How does a Tech/Software Vendor structure and position themselves in this environment ❓

🌈 1. Build a “Sales Enablement” team.

🌈 2. Bring both Marketing & Sales teams to work together!

🌈 3. Be the best source that your prospective B2B Buyers come to research and learn about what they would like to buy.

What is Sales Enablement ❓

πŸ“„ It is a set of processes, content, technology that empowers sales team to sell efficiently and at a high velocity.

Key Elements of Sales Enablement?

βœ… 1. A clear Goal.

βœ… 2. Target Buyers.

βœ… 3. Content Strategy.

Next topic, I will talk about why and how Marketing & Sales teams can work together πŸ‘

I am curious to know if your organization has Sales Enablement function πŸ€” ?

#B2B #B2BJourney #B2BCx #B2BResearch #B2BSales



You can expect to receive your opportunities – Buyers interested in engaging and buying from your business.

A Dashboard view helps you monitor the progress across the channels/modules you opted. Further, you can use β€œRefine Criteria” capability to sharpen your ICPs/Buyers focus to enhance the results.

Your CSM will work with our Campaign Team to handle the account setup and provide comprehensive DATA containing key decision-makers, along with custom messaging based on your unique offering and best practices from thousands of experiments.

Our Campaign Team will implement strategy, analyze performance, and provide data-driven experiment recommendations (A/B Testing, Analytics) ensuring optimum results for you.

When you sign-up, you will be guided through the on-boarding process to help us understand your Ideal Customer Profile (ICP) and Buyers across roles, industries, company size and locations. We include Sales/Account Intelligence to gain deeper insights to prioritize outreach.

You will be assigned a dedicated Customer Success Manager (CSM) for a detailed walk-thru of the on-boarding process, deep-dive into platform and strategies to optimize results.

On-boarding to Activation – 1 week or less.