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...
The Biggest joke in B2B sales

The Biggest joke in B2B sales

It’s Win Loss Analysis There are lots of good things in today’s B2B sales industry, but there’s also a whole bunch of bad things. And one of the worst is win/loss order analysis! The reason that this is so laughable is because of the misguided belief...
My biggest sales weakness

My biggest sales weakness

Whichever way you look at sales it’s a career full of no’s, no-decision outcomes and losses. You become accustomed to rejection and disappointments. It’s the nature of the beast. Sure, some will have more success than others and this can be contributed to...
AI in sales. When? Really?

AI in sales. When? Really?

AI in sales posts, articles and announcements are now part of my daily read, including the impact that it’s going to have on so many sales jobs. I can understand the need to make transactional sales activities automated as much as possible, it’s easy for the customer...
Salespeople and sales leaders don’t know!

Salespeople and sales leaders don’t know!

One thing that seems to show up time and time again is that salespeople don’t know what they need to know about their prospects. To make matters worse sales leaders don’t know that their salespeople don’t know. Information is the lifeblood that...
B2B buyers and sellers, who lies the most?

B2B buyers and sellers, who lies the most?

It probably won’t surprise you to hear that trust between B2B buyers and sellers is in short supply. Probably one of the reasons that buyers now engage with sellers further along the buying process than ever before. Unfortunately sellers are prone to a fair...