It’s more than a portal our sales team can share with buyers. The free resources and coaching helped us build a maturity model that our customers and product team have rallied around.
Taking the team through the questions to answer workshop really helped us narrow our focus and content plan around what will actually help our buyers move faster.
Free trials and demos are table stakes, but the experience we are building with ValueAssessment.com will help our buyers move faster through their internal evaluation process.
Send the buyer group a guided demo preview so they can prioritize where they want to spend time with you live. Gather common questions over time to improve your demo flow.
Keep all of the shared documents in one place. Coordinate details with key questions to bring anybody new up to speed without missing a single shared detail.
Keep the evaluation and feedback in one place, building momentum and shared knowledge without getting lost in email or buried in meeting recordings.
The likelihood of a purchase drops from 81% to 55% when you add a second decision maker to the buying group. Continues to drop as the group grows. Average buying group today is 5.4 people taking likelihood down to ~30%.
Your buyers spend 17% of their time on a purchase actually meeting with potential suppliers. Divide that by the number of options considered and you are only getting 5% of their time or less in a meeting.
A principal analyst at Forrester shares how most marketing content isn't matching what buyers actually need to present during a purchase process.
70-80% of buyers prefer self-service or remote purchasing experiences. It's easier, and an increasing number of buying groups include millennials.
HubSpot, LinkedIn, Sandler, and Gong teamed up for a study. Dedicated enablement teams made exceeding revenue targets 2X as likely.