"Today’s B2B sales environment has diminished the effectiveness of simply pitching products. Instead B2B buyers expect an individualized purchase process and solution that takes into consideration their unique challenges and priorities. It is imperative to know who your audience is and how to best tailor the sales process for relevance and value. However, over 40% of sales reps are unable to effectively do this."
We couldn't agree more with the above quote from KnowledgeTree. With CEB reporting that 57% of the sale is complete by the time a prospect is in contact with a sales rep, and that 40% of sales reps are ineffective at personally tailoring the conversation once they're in contact, that leaves a sad, small gap for success.
We recommend reading the full article here to figure out the 7 signs of whether or not your organization is in dire need of a sales enablement solution.