In this, the age of the customer, the value of simplifying the customer’s journey seems abundantly clear. But what is sometimes left in its shadow – especially as B2B marketers work to better align sales and marketing efforts – is how to simplify the seller’s journey.
For the new report, “Simplifying the Seller’s Journey,” I spoke with sales enablement practitioners at various companies, with from ten to thousands of sellers, to investigate how they are simplifying the seller journey – including using various sales enablement automation solutions.
Their experiences point to some key points to consider when planning on how to implement seller-focused projects for content management, training, engagement tracking and more:
- Know your sellers: The more you understand a day in their life and where you can remove obstacles the better.
- Understand how sellers – not just prospects – engage with content: This will help not only marketers to better target content, but sales managers will be able to better coaching their teams.
- Improved efficiency opens the door to effectiveness: B2B marketers can then measure how effective content and related sales actions can produce faster and larger sales.
That’s just the beginning – implementing solutions that are flexible and transparent so that they easily integrate with e-mail and your CRM helps ensure rapid adoption as well as rapid response to changes in your environment.
Continuously curious –