Published: 19 February 2024
Sellers struggle to find ways to provide valuable experiences to buyers who prefer little to no rep engagement. Sales enablement leaders must partner with the marketing team to influence buyers through primarily digital, indirect engagement.
Seventy-five percent of B2B buyers say they prefer a rep-free sales experience, and 40% of B2B purchases are completed without the help of a sales rep.
Forty-three percent of buyers report high purchase regret when using self-service digital commerce as their purchasing completion method, compared to only 26% for traditional rep-led purchases.
Buyer enablement, which helps buyers complete critical buying tasks, can allow suppliers to improve the quality of digital buying decisions even when a seller isn’t present.
To improve buyers’ ability to make sound purchase decisions with or without the aid of a seller:
Develop a buyer enablement strategy based
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Analysts:
Sales Research Team
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