Quick Answer
Discover how sales enablement drives revenue with better content, training, and coaching. Includes strategy, examples, and key metrics.
Here is something worth sitting with before we define anything. Fifty to ninety percent of a B2B buying journey is complete before a buyer talks to a sales rep. By the time your rep gets on a call, the prospect has already done the research, shortlisted vendors, and formed a preference. According to Research, 94% of buying groups rank their vendor shortlist before they ever initiate contact with sales, and the vendor ranked first wins 80% of the time.
That is the environment your sales team is walking into every day. Buyers who arrive educated, skeptical, and largely decided. Sales cycles that stretch to 6.5 months on average. Buying committees average 6 to 10 people, each with different priorities and objections. And reps who spend only 30% of their week on actual selling, while the rest goes to administrative tasks, searching for the right content, and catching up on pipeline notes.
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