Updated: May 23, 2022
Buyer and sales enablement are hot buzzwords, especially in B2B sales, where ultimately the buyer journey has gone digital and vendors are constantly struggling with high customer acquisition costs and inconsistent sales performance.
This is where smart platforms and tools like the one from Pitcher, a global leader in sales enablement for effective customer engagement and sales efficiency, can help. It's all about reducing sales process complexity and increasing ROI.
According to a recent McKinsey study, 70–80% of B2B decision-makers now prefer digital self-service or remote human interactions to in-person communications, and 67% of B2B buyers report they prefer not to interact with a salesperson as their primary source of research during the purchase process.
In this ever-changing environment, digital sales enablement is key to providing your rep with the right content to engage buyers and customers with meaningful conversations and offer value during their buying journey. And, of course, being able to monitor your rep’s activities, track insights and close the feedback loop is essential to your commercial efforts.
B2B buyers regularly research products and services online before they decide to buy them. Not only do they do their own research, most would prefer not to talk to a sales rep at all.
To be successful, you should start by structuring your digital sales enablement strategy to scale your sales organization.
Align your revenue teams to improve productivity: Gartner predicts that by 2025, 75% of the world’s highest growth companies will deploy a RevOps model that supports revenue enablement activities across all customer-facing roles.
Work on a customer journey to gain an understanding of them, and give your sales team the right tool to address the customers’ needs at the right stage, on the right channel.
Improve each touch point to meet your customers’ expectations: work on your content and the information your reps share, and create high-quality content to deliver value at any time. Personalize as much content as you can. In this way, content automation can be very useful in helping you scale content assets.
Use guided selling to provide meaningful, relevant and timely content and information to sales reps during the sales process to keep buyers moving toward a purchase decision.
Train and coach your team, teaching them how to use the resources you provide them. The most effective digital sales enablement efforts incorporate traditional training programs with virtual collaboration tools. To improve long-term knowledge retention, you should make sales training (micro-learning and just-in-time) a continuous effort instead of providing just one annual event. An effective sales enablement strategy takes the latest findings into account.
Analyze interactions and sentiment, and close the feedback loop to improve your efforts and digital sales enablement strategy. It’s essential to have robust reporting functionalities all in one place that enable sales management to get real-time data-driven insights and monitor the performance of sales teams.
A recent Gartner report found that buyers want a seller-free experience and to steer their own unique buying journeys. Better customer experience means that buyers should be able to choose if, when and how much they interact with sellers. Sellers need to be able to understand and track buyer engagement throughout the process.
Pitcher's products are used in 140 countries and many Fortune 500 companies across a wide range of sectors and industries. Pitcher is headquartered in Zurich, Switzerland, and has offices in the U.S., Singapore and the U.K. and China, among other countries.
An innovative digital sales enablement strategy (including a consistent messaging - check out my blog on thought leadership) and an intuitive and easy-to-use sales enablement tech solution like Pitcher can give your reps the tools they need to successfully engage with the buyer throughout the sales process and provide a better experience for both seller and buyer.
Thank you for reading and best regards,
PS. If you are looking to accelerate customer engagements and omni-channel conversations contact Pitcher directly and request a free demo. Just click the button below.