Gartner for Sales Leaders

Today’s b2b buyers have access to higher-quality information than ever before and rely less on sellers for data and insights to help them navigate the purchasing process. This change places significant pressure on heads of sales to evolve their b2b sales strategy and how their reps win customer mindshare and influence purchase decisions. Learn why sellers who adopt a Sense Making approach are 26% more likely to close high-quality, low-regret deals.

Just as sales enablement helps sellers sell, buyer enablement helps buyers buy by providing them with prescriptive advice and practical support to make the buying process easier to navigate and complete.

Suppliers who can provide them with that information will be rewarded. Gartner research shows that customers are three times more likely to buy a bigger deal with less regret when suppliers provide information perceived as helpful in advancing the purchase process.