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The Buyer Enablement Movement and the Role of Sales Deal Rooms
The Buyer Enablement Movement and the Role of Sales Deal Rooms
Sales enablement has historically focused on the seller’s experience. Enablement tool stacks have focused on ramping new sales hires (LMS), organizing sales content (CMS), and storing customer data (CRM).
But the selling environment has changed. Only 5% of a buyer’s time is spent talking to a single rep or company—most buying conversations happen internally behind closed doors.
The best way to enable deals is to focus on the buyer’s experience.
Join Alex Kracov, CEO & Co-Founder of Dock, Todd Busler, CEO & Co-Founder of Champify, and Joey Wright, Head of Sales at Dock, who will discuss how sales leaders can make the shift from sales enablement to buyer enablement.
Discussion topics
A brief history of sales enablement tools
Why buyers buy and how the selling environment has changed
Why sales deal rooms are a win for buyers, sellers, and enablement teams
Key Takeaways
Embrace Buyer Enablement: Focus on supporting buyers through personalized content, tools, and trials. Understand buyer challenges like longer journeys and budget scrutiny, and adapt your approach to meet their evolving needs.
Leverage Deal Rooms: Use deal rooms to create a consistent, tailored experience for buyers while gaining insights and streamlining your sales follow-ups. They’re a win-win for both sellers and buyers.
Reflect Your Brand in Sales: Ensure your sales process is consistent and reps fully represent the brand. Build strong relationships beyond just product discussions to make buyers feel supported and valued.
Set Clear POC Expectations: Before starting Proof of Concepts (POCs), define clear goals and involve vital executives. Maintain transparency and accountability throughout the process.
Maximize Deal Room Benefits: Use deal rooms to nurture leads, track multiple personas, and align sales goals. Prioritize engagement as an indicator of interest and focus on pipeline generation to boost deal velocity.