A recent Gartner survey highlights the importance of applying digital technologies to Sales Enablement
Posted: Mon Jan 20, 2025 10:09 am
Customer preferences for B2B purchases have evolved. Face-to-face interactions with salespeople are becoming less popular, while the preference for using digital channels is growing.
A recent Gartner survey has shown that buyers are increasingly moving to these new purchasing channels.
The data:
Gartner’s 2021 Digital Buying Survey found that 59% of annual B2B purchases will be made through websites and other online channels by the end of 2023.
According to the same survey, 43% of B2B customers prefer a representative-free experience, i.e., through digital resources. This figure increases the younger the customers are, with digital platforms being the preference of 54% of millennials, 43% of Generation X and 29% of baby boomers.
Simply put, statistics indicate that buyers will increasingly engage with digital channels to support their purchases and face-to-face sales will decline.
Sales Enablement in the digital future
In this scenario where sales processes are being france whatsapp data transformed, Sales Enablement is essential. However, we must ask ourselves:
• Is our Sales Enablement team adopting the right roles?
Doug Bushée, Senior Analyst Director at Gartner, says that Sales Enablement, while, as its name suggests, focused on sales training, too often focuses solely on training salespeople.
Considering that sales will become increasingly popular without a physical salesperson, this perspective must change, and evolve towards a Sales Enablement that not only focuses on the improvement of individual salespeople, but supports and solidifies all those activities that can maximize revenue. That is what we call: Revenue Enablement.
To begin this shift, Gartner recommends sales leaders focus on sales enablement technology, talent development and content.
Sales Enablement Technology
The Gartner survey therefore highlights the importance of promoting Sales Enablement in constant evolution. With the transformation of the market, sales teams must broaden their vision and enhance not only the skills of their salespeople, but also digital channels and platforms that accompany the customer.
In this direction and to continue advancing in this digital environment, at Catalog Player we have started the growth project of our Smart Content Sales Enablement Platform , which aims to improve the integration of Artificial Intelligence into the sales process.
A recent Gartner survey has shown that buyers are increasingly moving to these new purchasing channels.
The data:
Gartner’s 2021 Digital Buying Survey found that 59% of annual B2B purchases will be made through websites and other online channels by the end of 2023.
According to the same survey, 43% of B2B customers prefer a representative-free experience, i.e., through digital resources. This figure increases the younger the customers are, with digital platforms being the preference of 54% of millennials, 43% of Generation X and 29% of baby boomers.
Simply put, statistics indicate that buyers will increasingly engage with digital channels to support their purchases and face-to-face sales will decline.
Sales Enablement in the digital future
In this scenario where sales processes are being france whatsapp data transformed, Sales Enablement is essential. However, we must ask ourselves:
• Is our Sales Enablement team adopting the right roles?
Doug Bushée, Senior Analyst Director at Gartner, says that Sales Enablement, while, as its name suggests, focused on sales training, too often focuses solely on training salespeople.
Considering that sales will become increasingly popular without a physical salesperson, this perspective must change, and evolve towards a Sales Enablement that not only focuses on the improvement of individual salespeople, but supports and solidifies all those activities that can maximize revenue. That is what we call: Revenue Enablement.
To begin this shift, Gartner recommends sales leaders focus on sales enablement technology, talent development and content.
Sales Enablement Technology
The Gartner survey therefore highlights the importance of promoting Sales Enablement in constant evolution. With the transformation of the market, sales teams must broaden their vision and enhance not only the skills of their salespeople, but also digital channels and platforms that accompany the customer.
In this direction and to continue advancing in this digital environment, at Catalog Player we have started the growth project of our Smart Content Sales Enablement Platform , which aims to improve the integration of Artificial Intelligence into the sales process.