How to Drastically Increase Your Sales Quota Attainment

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“Sales enablement” and “buyer enablement” are not mutually exclusive. The most effective sales enablement efforts will enable buyers in effectively making a buying decision. Sales enablement efforts should help sellers become more relevant, valuable, and able to align your solution’s unique capabilities the customer’s desired business outcomes and help to differentiate from other vendors. Furthermore, the most effective sales professionals tailor their message to a customer’s role and buying path, drastically increasing quota attainment. According to CSO Insights, “Organizations that don’t care about the customer’s path pay high costs of doing nothing, decline their win rates by -15.2% (!) compared to the study’s average win rate.”

To learn more about how to enable your sales force and prospective buyers, by providing sales with a scalable platform to align your unique capabilities to prospective buyers and tailor conversations to the customer’s specific role and buying path, contact us at vmo@ecosystems.us