Sales Enablement

Is your business struggling to sell and work productively?

Major changes to the IT buyer landscape present new challenges for salespeople. Today’s IT buyers mostly self-educate and only make contact with sales later in their journey. The line-of-business buyer now plays a much bigger role in the buying process.

The Sales Enablement Practice helps IDC clients engage prospects in compelling sales conversations by leveraging IDC intelligence and vertical market insights. To create a compelling buyer experience, the Interpersonal Dialog must be elevated and in sync with the Digital Dialog.

The Future of Selling

Best Practices for a Value Selling Strategy

Why is Sales Enablement important?

  • Ensure sales conversations are highly relevant to your buyers’ rapidly changing needs.

  • Structure customer road maps based on triggers that tie future purchases to changes in the economic environment. This offers flexibility in the face of uncertainty.

  • Understand the business value your solutions deliver so sellers can speak to cost-optimization objectives that preoccupy today’s buyers.

  • Educate salespeople so they are well prepared on your organization’s messaging, especially how to help customers develop business resiliency.

IDC Sales Enablement Portfolio

IDC's Sales Enablement Practice provides a wealth of content on technology industry trends, spending data, and vertical market trends to provide custom sales enablement solutions to engage prospects and buyers.

Our Process

Leverage the IDC Sales Enablement methodology and approach.

Sales Enablement Case Study

Ensure sales teams are in the best position to sell more effectively with highly relevant conversations that advance the sales process with their prospects and buyers.

Download Case Study  about Sales Enablement

About IDC Custom Solutions

As a premier global provider of market intelligence, advisory services, and events for the information technology, telecommunications, and consumer technology markets, IDC’s Custom Solutions group helps clients plan, market, sell and succeed in the global marketplace. We create actionable market intelligence and influential content marketing programs that yield measurable results.

Empower your business by selling more effectively and working more productively.

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