Summary
Just as with sales, buyer enablement is about the transfer of knowledge. Sales must use different strategies with inbound vs. outbound prospects. Sales reps must know what a buyer already knows to get traction with their first interaction.
In the world of B2B sales and marketing, the term “enablement” is usually associated with providing reps with the knowledge, information, and content they need to improve the value of customer and prospect interactions. In this report, we will define buyer enablement, look at the ways buyers source knowledge from your organization and examine how sales can leverage this knowledge.
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