Sales enablement is evolving faster than you think

Sales teams need to adapt quickly to the changing buying landscape – or risk going extinct. Here’s why.

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Speech bubble "where can I find a relevant customer story?"
Speech bubble "How do I differentiate from the competition"
Tag with woman's name "stela" and her occupation "Account Executive"
Hero image showing woman looking concerned with her hand on her forehead and speech bubbles showing messages from clients.
Illustration showing the balance of power of Buyers - the bigger and heavier side and the sellers

The balance of power has shifted

Sales metrics are nosediving. And sales cycles are getting longer. But why is all this happening?

It’s because your buyers, not your reps, are now in control. Today’s buying teams are the ones that kick-start the sales process. Buying teams are also bigger, have more autonomy, and have more tools at their fingertips to research their options.

They’re the ones calling the shots – and wow do they know it.

Buyers, not reps, are in control now

Buyers now do extensive research upfront and engage with sellers later on in the purchase process.

And the buying team is growing

Multiple people are now involved in the buying decision, meaning that your reps need to sell to them, too.

But buyers are also overwhelmed

Buyers are now drowning in content from you and your competitors – but they don’t have time to read it all.

Selling is more complex

Buying team - Average buying team size: 7
Emails - Average of 141 emails on a winning deal | 21% of time spent
Meetings - 10+ meetings to close a $100k+ deal
Man looking pensive while writing on a sheet of paper
content 13+ pieces of content shared

Can traditional enablement drive high-value buyer-seller interactions?

No. And no, it’s not the enabler’s fault. Today’s enablers know their goal is not just delivering content, training, or process, but to uplevel the quality of buyer-seller interactions. When enablers are drowning in tool administration, how can they partner with revenue teams?

Enablers are outnumbered

Seller to Enabler ratio makes it hard for enablers to do more than firefighting, content governance, and  point-in-time training.

Stuck with glorified libraries

Enablers spend a lot of effort in organizing content and building pretty landing pages in legacy CMS.

Busy with enforcing adoption

Getting busy sellers to adopt tools and processes is the next step, but this rarely results in adoption.

Transform enablement to a revenue center with GTM Buddy

Enablers must break free from content governance to spend more time delivering better buyer experiences. Both tool administration and tool adoption can be solved through the use of revenue enablement platforms such as GTM Buddy (Go To Market Buddy).

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Old world with Legacy CMS

Traditional enablement

Top-down enablement focuses on pushing training and glorified libraries to sellers without adapting to their needs and workflows.

Drown in tool administration

With legacy CMS tools, you waste time organizing and tagging content, building pages, and creating rule-based recommendations.

Struggle to drive seller adoption

It will take a lot of time to organize content and set up tag taxonomies for rudimentary semantic search. You will then need to launch org-wide initiatives for content adoption.

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New World with Go To Market Buddy

Outcome-driven enablement

Partner with revenue teams – focus on engaging buyers with relevant information.

Rely on content intelligence

GTM Buddy leverages the language of your business to auto-index your content and optimize content discovery.

Make the content move to sellers’ workflow

Enable contextual search and recommendations with no admin heavy lifting. Deliver content in reps' workflows to avoid context switching.

The GTM Buddy Difference

Takes 80% less time to set up

Most sales enablement platforms need your teams to invest at least 3-5 months of grunt work upfront in organizing, tagging, and creating "if this, then that" rules.

GTM Buddy takes just 2-3 weeks to set up. As a result, you spend less time administering tools and more time generating revenue.

All this and no lock-in contracts

We won’t try to lock you in with a multi-year contract before you’ve seen value from our platform. At GTM Buddy, we put your best interests first and offer innovative contracts, payments, and pricing terms aimed at making sure you win.