With the explosion of account-based sales, you as a seller are selling to a committee, aka a buying group. But you as a salesperson can only carry the ball so far. We all know that the stakeholder you leave out is inevitably the one that nukes the deal. And very often, the real selling is done after the call is over -- , by your newly minted champion within the black box of executive interactions. Is that PDF or slide deck really the best we can do to empower this poor soul to be a change-maker? (Spoiler: 8/10 times, they’ll butcher it.)
To truly ensure a closed deal, you need that all-important internal champion to take the deal all the way across the line. Buyer enablement is the practice of empowering your internal champion to close the deal when you’re not in the room.
Buyer Enablement: Equipping Your
Internal Champion to Sell Like, Well, You
ON DEMAND REPLAY
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What You'll Learn