Great Demo!: Buyer Enablement: A Whole New Game

Monday, June 30, 2025

Buyer Enablement: A Whole New Game

Buyer Enablement endeavors to remove as much friction as possible from prospects’ buying processes and anticipate their needs. It is a major, delightful shift from sales process to Buyer Enablement, changing your focus from “we the vendor” to “you the buyers.” It’s not just changing the game; it’s an entirely new way to operate!

“Confidence is going after Moby Dick in a rowboat and taking the tartar sauce with you.”

– Zig Ziglar

I’d read a terrific book on Buyer Enablement (“Selling Is Hard. Buying Is Harder: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle” by Garin Hess) and realized that I could apply the book’s principles with my prospects. Accordingly, rather than wait to see if they wanted to execute an NDA or MNDA, I would propose it, proactively, along with similar suggestions and questions regarding SOWs and related items.

Experienced buyers appreciate this, as it moves their processes forward faster. New buyers also value this approach, as it helps guide them as they learn how their organizations make purchases.

Interestingly, after the sale was complete, one customer told me that my simple question and proactivity saved him hours of effort and reduced the transaction time by a full month!

Here are a few examples to consider providing or starting before they are requested – and inexperienced buyers may not even know to ask for them!

• Vision Generation Demos / Other Internal Selling Tools

• NDAs and MNDAs

• Data/Privacy Surveys

• Legal Agreements

• Success Stories / References

• Anticipating Objections

• Value Analyses

• Metrics and KPIs

• Value Realization Events

Moral: Apply the principles of Buyer Enablement!

Doing Discovery is ALL about Buyer Enablement! https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/