In today’s increasingly competitive B2B marketplace, sales organizations must be creative in order to stand out from the competition and make lasting impressions on prospective customers.
At the same time, buyer behavior is also changing. Buyers are becoming more knowledgeable, seeking in-depth information about products and companies even before they reach out to a sales representative. According to a survey of 1,400 B2B customers by CEB, 57% of a typical purchase decision is made before a customer even talks to a supplier.
So what does this mean for your organization’s sales reps? This enlightening article from Business 2 Community details several ways in which salespeople will need to rethink the way they sell, including learning to manage the impressions that prospects form of your company during their online research, and creating personalized interactions for each prospect that meet their individual business challenges.
However, ensuring that sales reps have the information and tools they need to have meaningful conversations with savvy prospects means providing them with strong sales enablement resources. For forward-thinking companies, video provides the perfect medium to help their sales reps communicate amongst each other more effectively, differentiate themselves from competitors and be more memorable to prospective customers:
Watch an example of how video can be used for internal knowledge sharing among sales rep in the field:
To learn more ways that video can quickly and affordably improve sales enablement in your organization, read our whitepaper, Break Through: 18 Ways You Can Boost Sales Enablement with Video.