What is Buyer Enablement?

By now you’ve probably read several of our blogs on the emergence of personalization as a key success driver for buyer journeys. The critical nature is being driven by the bargaining power of buyers. They are dictating to us, by their purchases and brand engagement, how they want to be nurtured through their buying journey. We’ve learned and heard for years to “always listen to your client”. Is this the time we are going to ignore that sage advice? Not a chance.

So what do we do? Enter sales enablement for the modern buyer (a.k.a. buyer enablement) ProteusEngage. So what is that and why does it matter? According to multiple sources we’ve noted in previous blog posts, the top priority of most marketers and organizations is to connect at a deeper level with their customer. Not for only client growth or cross-selling, but to build relationships. This leads to more sales and staying in the game, especially in the midst of the gigantic shift in the b2b sales world. Buyer enablement is paramount.

While there are multiple tools, resources, and strategies to create top of funnel lead flow, once leads are converted from suspects to prospects the game is on. This is the space ProteusEngage thrives, in taking prospects from qualified to closed faster, through multiple decision makers, in complex and long sales cycles, and at deeper purchase levels. Engaging prospects is not a one size fits all approach. Each organization has different archetypes of prospects, whose journeys are different, who require different engagement types, collaboration tools, and personal selling.

Flying blind on establishing a buyer sales enablement approach in your organization, would be an utter waste of time, energy, and resources. A platform to handle this task must provide real-time analytics to react to signals customers make so collateral can be deployed and measured for effectiveness. Utilizing this information needs to be deployed at scale with little effort or risk of fragmented or contradictory messaging. Said another way, get the right stuff to the right customers at the right times.

There is a reason why 90% of organizations say this type of personalization and buyer sales enablement is a top priority but only 15% are good at it according to McKinsey or take a look at more stats on our infographic. ProteusEngage is a resource to assist you, contact us at sales@proteus.co or select a time to chat by hitting the button below.