Informed Sales Teams Shorten Sales Cycles by Focusing on Customer Value
How IDC’s sales enablement training program helped a world leader in enterprise open-source solutions better resonate with their customers.
How IDC’s sales enablement training program helped a world leader in enterprise open-source solutions better resonate with their customers.
One IDC client, a world leader in enterprise open-source solutions, needed an industry-specific sales enablement program that would provide their Sales support team the resources they needed to hold credible, informed sales conversations with educated buyers. The current territory representatives were not industry experts; they lacked the understanding of buyer needs, priorities and certainly couldn’t speak their language.
Industry-specific insights and training created a motivated and educated sales team, who were better able to seek, and qualify, the right buyers.
Sales reps began to adopt a value selling approach, which focused on improving the business outcomes of their buyers and resulted in a shortened sales cycle for this client.