dynamic between buyer and seller continues to change, with buyers conducting
more research prior to engaging sales.
This requires more business justification
when making decisions, and having increased expectations of value-added
insight. At the same time, many companies are pointing to big gaps in having an
in-depth understanding of their customer’s needs and expectations, having sales
content that is aligned to the specific needs and requirements of customers and
prospects, and having strong internal alignment between the company’s sales and
recent report found that companies with a formal sales enablement strategy
achieved 12% higher win rates, 35% more quota attainment, 15% less turnover,
and twice the amount of formal collaboration.
practical workshop will strengthen participants’ abilities to:
Recruit resilient relationship building top talent and on-board them
Develop, organise, customise, and deploy customer-facing content to match the
buyer’s journey; and
Select and use sales technologies to improve field advocacy and communication.
in the High-Performance Sales Enablement workshop will examine recent examples
of effective sales management, as well as use the frameworks most appropriate
to achieve this.