Summary
More knowledgeable buyers mandate the need for more knowledgeable salespeople. Sales enablement efforts must clearly identify the knowledge required of reps to be successful. Look for ways to deliver knowledge to sales reps using a just-in-time format.
The challenge for sales enablement leaders is how to help reps outpace their buyer’s ability to self-educate, arming them with a deep knowledge of industries, companies and buyer needs. In this report, we break down the necessary knowledge by major categories, identify key data points reps should leverage in the buying process, and discuss how sales enablement leaders can help deliver this knowledge more effectively.
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