Buyer Enablement: Why Modern Sales Leaders are Switching Gears

What is Buyer EnablementWell, first let me ask you two seemingly obvious questions about B2B sales:

  • Who is in charge of selling?
  • Who is in charge of buying?

Most would answer that the B2B sales team is in charge of selling and the prospect and any accompanying influencers and decision makers (aka the “buying group”) are in charge of buying.

It’s just the opposite. The B2B sales team is in...

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