Latest Breaking News On - கார்ட்னர் விற்பனை - Page 1 : comparemela.com
May 21, 2021
B2B sales organisations must deliver a seller-assisted digital buying experience to customers in order to succeed in today’s digital-first environment, according to Gartner.
This is because, while 43% of B2B customers prefer to not interact with a sales rep at all, purchase regret for those customers preferring a rep-free experience is 23% higher than for customers who interact with a sales representative.
“The single biggest driver of purchase likelihood in a B2B sale is the degree to which customers feel confident about their own decisions,” says Brent Adamson, distinguished vice-president analyst in the Gartner Sales practice. “However, B2B customers in an all-digital world are unwittingly pursuing buying behavior deeply contrary to confidence creation. In other words, digital-only buying actually harms customer confidence.”
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May 18, 2021
By 2025, 75% of the highest growth companies in the world will deploy a revenue operations (RevOps) model, according to Gartner.
A move from sales enablement to revenue enablement is needed in today’s rapidly shifting buying and selling dynamic to support this RevOps imperative.
Doug Bushée, senior director analyst in the Gartner Sales practice, says the sales enablement function, even though set up to enable sales, has almost exclusively focused on seller enablement.
However, changes in today’s customers’ buying realities mean that sales enablement leaders must evolve the function’s capabilities from solely enabling individual sellers to supporting revenue enablement activities across all customer-facing roles.
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