The voice of the customer is an invaluable asset to your firm; it can make you, or break you.

Customer communications (messaging/value propositions, content and sales conversations) are the number one thing your buyers spend the most time looking for as they educate themselves on your offering. So if it’s not easily found, you could be nixed from their shortlist before you’ve barely had a chance to introduce yourself. IDC, a global market intelligence and analyst firm, reports that time spent with content or searching for it comprises 56% of the buying experience. According to IDC’s report, here is how B2B buyers say they spend their time during their buying process:

  • 23% in discussions with colleagues
  • 21% with sales team interaction
  • 19% searching the web
  • 19% with educational content
  • 18% reviewing promotional content

Voice of the Customer Most Important ContentYour customers are your brand evangelists. Their words are the most natural, holistic form of advertising. Put yourself in the place of the consumer, would you rather read the ads flashing across your screen or would you rather heed the word of a peer who had the same business problem solved by a vendor they trusted? It’s time to chorale the buzz around your brand with an easy to use sales enablement solution designed to empower your sales force.

In today’s market, the customer has the ability to interact with your brand through multiple channels. Sales enablement technology can close the gaps between channels, allowing the sales team to access, analyze, and act upon usable voice of the customer collateral. These platforms cut the fat, quickly rendering the rich customer references your team needs to impact sales revenue.

The sales enablement solutions provided by RO Innovation keep your sales team focused on what they do best — SELLING — while eliminating much of the time they waste on administrative tasks like searching for customer content. The mobility capabilities of these solutions provide limitless potential for your sales team, as they will be able to leverage voice of the customer information from virtually anywhere on a variety of devices such as smartphones, tablets, or remote PCs.

For more information on how your firm can harness they power of customer reference through sales enablement initiatives, contact the professionals at RO Innovation. Their easy to use sales enablement and customer reference platforms will allow your sales team to elevate your sales cycles to new heights.

Nichole Auston
Customer Marketing Director at RO Innovation
Nichole Auston is the Customer Marketing Director at RO Innovation. With a background in digital marketing and nearly a decade of experience managing marketing programs for a variety of SaaS companies, she’s passionate about sharing insights, best practices and stories about sales enablement and customer reference management, and the people and technology that power it.