It’s a Buyer-Led era:
The “Avg. Sales Experience” is failing

16-step sequences

Outbound is broken. -71% drop in SDR effectiveness [Source: The Bridge Group]

Pushing the seller’s process

Buying is more complex than ever; Buyers need an expert guide to support their journey

Scripted demos

For a long time, junior AEs were hired to run generic demos; Now it can all be automated

The email-content-ping-pong

With increased scrutiny and stakeholders, buyers need more “sense making”, not info

The endless chase

Buyers don’t want to request a demo, only to find themselves forever being chased

Generic resource nightmare

65% of buyers feel overwhelmed from resources shared with them [Gartner]

Seller-centric orgs can no longer get away with it

What used to work during the ‘Growth at all Cost Era‘ is now breaking; 2024 Pavilion Report:

of AEs miss their quota

0 %

reduction in win rates

- 0 %

increase in sales cycles

+ 0 %

reduction in deal values

- 0 %

of deals lost to no-decision

0 %

of AEs generate 81% of ARR

0 %

Your customers don’t want or have to talk to this guy anymore

Forrester: 66% of buyers say sellers DON’T add value

Selling takes place when you’re not in the room

Time to stop “selling”

“Average”

Selling to buyers

Focus on pitching, pushing, spraying & praying

“Top 1%”

Enabling buyers

Support buyers in their internal journey and help champions sell internally

Level up your game

Get all your team to execute the perfect sales process like the top 1% buyer enablers

What is buyer enablement?

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.