Making The Case For Sales Advocacy

Most sales leaders recognize the value of listening to their front-line sellers, but many fail to adopt a formal sales advocacy program. B2B organizations commonly conduct focus-group-style research with buyers, seeking to optimize market effectiveness while controlling the costs of bringing offerings to market, avoiding expensive mistakes, and fostering innovation. In this report, we discuss how B2B revenue enablement leaders can use similar listening mechanisms to maximize efficiencies through sales advocacy programs and demonstrate their value.