Despite your best sales efforts, buying is still difficult for customers.
Buyers are often overwhelmed with information – much of it coming at the wrong time or in the wrong quantities. None when they need it. Too much when they don’t. And a lot of it can be confusing.
It makes customers want to put off a buying decision instead of making one.
That’s why sales teams adopt buyer enablement – a spin-off or addition to their sales enablement programs.
Sales pros perform better when they’re backed with enablement tools, researchers find. It only makes sense that buyers will have positive buying experiences and make better decisions when they have enablement tools to use.
“It’s about you being the customers buying Sherpa,” says Brent Adamson, Gartner VP and author of The Challenger Sale. “This simply helps them understand and help them buy.”