Shifting Sales Environment Creating New Role For Enablement Solutions
This article is part 2 in a two-part series focused on sales enablement strategies. Click here to read part 1.
As BtoB organizations shift gears from cost cutting to revenue growth, industry research points to a greater need for efficient sales enablement solutions. The inability to get sales enablement optimized can cost organizations a significant amount of money. Moreover, buyers continue to dominate the selling process, as nearly 70% indicate that sales is not adding enough value to their engagements, according to Forrester Research.
This new world of selling — where the savvy buyer holds the cards — has made it critical for organizations to ensure that all prospect and customer conversations are centered on value, problem solving and knowledge sharing.
“Today many firms are transforming the way they sell to address the needs of a very savvy customer,” said Craig Nelson, VP Sales Enablement, iCentera, a Callidus Software Company. “Many times before the first sales call, the buyer knows your product, your company, your competition, pricing and possibly the social buzz about you and your market.”
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It wasn’t quite Donald Trump’s boardroom, but four industry experts were put on the firing line this week as part of the MarketingSherpa B2B Summit 2011 in Boston, Massachusetts, September 26-28. During the panel titled Lead Gen Apprentice – Quick Hit Tactics to Boost Your Lead Gen, the panelist gave three-minute pitches on their lead gen solution to “the CEO.” 