Buyer enablement refers to activities focused on proactively educating customers on full solution value, adoption best practices, change management support, and realizing the expected return on investment from purchases. The goal is driving achievement of desired outcomes.
Effective buyer enablement requires understanding hesitations, influencing change agents, and guiding usage. Tactics may involve training programs, communities, project communications, executive forums, and progress tracking. Solutions teams and account management collaborate on enablement.
Revenue leaders are leveraging platforms such as Recapped.io to enable buyers through their internal evaluation.
From a sales perspective, discussing enablement plans reinforces commitment beyond the transaction. However, enablement requires budgeting time and resources. When done right, enablement transforms buyers into expertise advocates influencing long-term growth.