Sales enablement Visionaries see better business outcomes
Some businesses reap greater rewards from their sales enablement efforts, with tangible and significant business outcomes. We wanted to know what they do differently and how they do it. So, Seismic conducted a global survey of more than 1,000 B2B business leaders with ownership of or strong influence over sales enablement related decisions.
The results in Seismic’s Annual Sales Enablement Benchmark Report: Decoding the Best Practices of Visionaries reveal that the visionary leaders consider sales enablement a strategic business enabler and implement, invest in, and manage it with that mentality. Read this global study to see how leaders differed from laggards in their approach to sales enablement, including:
- How they position sales enablement in their tech stack
- What customer-facing teams and what parts of the customer lifecycle are supported by sales enablement
- How leaders expect sales enablement technology to evolve
- How leaders differ from others in their use of sales enablement data
Here's a sneak peak:
Face-to-face, transactional experiences have been replaced with remote selling, and B2B buyers now expect a B2C style experience that is engaging, timely, and personalized. But simply replicating the B2C approach won’t work. Compared to their B2C counterparts, B2B buyers have longer consideration cycles and require much more research before a purchase decision. That makes the B2B buying experience significantly more complex, with a variety of stakeholders, each with different priorities and needs. As a result, B2B organizations are increasingly turning to sales enablement to help them optimize sales processes and strategically deliver the buyer experiences that drive revenue.
But where exactly should you direct your attention and investment? Which sales enablement processes are most effective? Read on to decode the sales enablement practices of high-performing companies. You’ll learn the five dimensions of sales enablement maturity and how you can use them to improve both customer satisfaction and sales performance at your organization.
If you're interested in reading the in depth report, you can access the details here.