Why are sales enablement tools important to B2B Tech marketing?
Tools designed to help technical evaluators fix a problem or pursue new opportunities demonstrate the superior impact a marketer’s solution can have on their business.
Financial evaluations decide if the cost of a solution is appropriate for the size of the problem, so tools that work in this area assist the leap from “use case” to “business case” and promote value instead of discounts.
Business leaders are skeptical of change unless the path to greater performance is clearly outlined. Successful sales tools address downstream implications of a solution rollout, including training, adoption, and risk mitigation.