Outbound is broken. -71% drop in SDR effectiveness [Source: The Bridge Group]
Buying is more complex than ever; Buyers need an expert guide to support their journey
For a long time, junior AEs were hired to run generic demos; Now it can all be automated
With increased scrutiny and stakeholders, buyers need more “sense making”, not info
Buyers don’t want to request a demo, only to find themselves forever being chased
65% of buyers feel overwhelmed from resources shared with them [Gartner]
What used to work during the ‘Growth at all Cost Era‘ is now breaking; 2024 Pavilion Report:
Forrester: 66% of buyers say sellers DON’T add value
Focus on pitching, pushing, spraying & praying
Support buyers in their internal journey and help champions sell internally
Get all your team to execute the perfect sales process like the top 1% buyer enablers
To solve the failing sales experience we must focus more on the buyer as a GTM strategy. That means focusing on: Tools, Content and Processes that help buyers buy vs. sellers sell. We must shift as an industry to solve for what buyers need, or we risk having an unsustainable model of salespeople. That is a Buyer Enablement strategy.
Effective top-1% of sellers sell between meetings and focus on making buying easy.
Gartner “Only 20% of content vendors use enables buyers”
Time to ditch the decades old broken buyer-seller workflow and tools (Email, PDFs, Sheets, etc.)
Deel
Practical Prospecting
Sales Advisor
Women in Sales
Certificial
Apollo.io
Sell Better
MongoDB
Demandbase
WillAitken.com
revenue•x
Platform at a glance
Centralized buyer workspace
Manage customer outcomes
Faster customer activation
AI aligned to revenue
Shared deal milestones
Revenue insights and signals
Connect your tools
Product insights and updates
How customers succeed with us
Templates to get started faster
Practical guides and best practices
Sign up with Google
Sign up with Microsoft