Shift in B2B sales towards buyer enablement
Selligence
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In today's rapidly evolving business landscape, the realm of B2B sales is experiencing a significant transformation.
Rory Sadler, Co-Founder and CEO at Trumpet, explained this shift towards buyer enablement, which has become increasingly crucial in navigating the long and complex buyer journey.
As digitisation continues to reshape the way businesses operate, it’s imperative for companies to adapt and empower buyers to self-serve and make informed decisions.
Surprisingly, the amount of time spent by buyers with a sales representative has dwindled significantly. A mere 5% of a vendor's time is now allocated to engaging with sales reps, a sharp decline from the previous 15%.
This limited window of opportunity underscores the importance of making every interaction count. Sales teams must recognise the shifting dynamics and leverage these scarce moments to provide exceptional value and insights.
Buyers are no longer dependent solely on sales representatives for information. They now have access to a vast array of content and data online, ranging from competitive comparisons and reviews to blogs and pricing information.
This wealth of resources has empowered buyers to conduct their own research, equipping them with the knowledge they need to evaluate potential solutions. In this landscape, sales teams must redefine their role and embrace the concept of buyer enablement.
Fresh graduate
1 年Great read! Buyers don't want to waste their time with sales reps anymore. They want to educate themselves because they can! Flowla ??