Customer buying committee or a jury!

Customer buying committee or a jury!

Which means that sellers need to up their game. The growth of the Buying Committee, Decision Making Unit or whatever you choose to call them has led to selling becoming far more about people strategy and management. The objective for sales teams is to convince a wider...
Don’t send buyers your sales crap

Don’t send buyers your sales crap

Be more customer focused they say. Help your customers on their buying journey they say. Provide content to guide them through the decision process they say. All great advice. What an opportunity for sales teams to stand out from the crowd. And what happens? Sales...
5 Ways to Cut Through the Noise With Buyer Enablement

5 Ways to Cut Through the Noise With Buyer Enablement

So, you think selling is tough, do you? Well, I’ve got news for you. Buying is even tougher. The question is, what are you doing to help? Probably not a lot. And why should you? Your job is just to sell, right? This sort of mentality is part of the reason sales...
What is Buyer Enablement?

What is Buyer Enablement?

Before we look into buyer enablement lets firstly consider sales enablement. This is one of the most commonly used terms in B2B sales today as companies focus on what training, methodologies, processes, metrics, tools, information and content can be utilised to...