Identify Your Knowledge Needs

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Accommodates the New Way of Buying
According to Gartner, 33% of buyers prefer a seller-free experience. It further says it expects 80% of B2B sales interactions between suppliers and buyers to occur on digital channels.

Like other customer behaviors that have evolved in recent times, how they want to be sold is also changing. People have access to a lot of information and conduct their own research. They prefer to evaluate products independently and decide on their own time.

Does this mean your sales team is redundant? No! It just means they need to be well-prepared for when prospects call on them. Sales professionals need to be armed to the teeth with a solution for every possible inquiry or objection that may arise when they are called upon.

A knowledge base can meet this modern customer’s expectations. It provides a central repository of information that enables self-service buying. It also equips sales teams with comprehensive resources to deliver value when customers need expert guidance or personalized solutions.

How to Build Your Sales Enablement Knowledge Base: 5 Simple Steps
Now you know why a knowledge base is essential for your sales team’s success, let’s discuss how to create one. Follow these tips to get started:


Your Guide To Knowledge Bases And Their Benefits
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The first step to creating an effective sales enablement knowledge bahamas cell phone number database base is determining what information your sales team needs. So, interview and survey them to understand the type of information they require.

Some of this information includes detailed product specifications, customer case studies, competitive analysis, frequently asked questions (FAQs), and pricing strategies.

This step is crucial because it ensures you don’t just have a comprehensive knowledge base but also one tailored to your sales team’s needs. Including only relevant information ensures you don’t overwhelm users with unnecessary data.

Engage the Sales Team in Data Organization
Once you’ve identified your knowledge needs, the next step is developing the actual structure of the knowledge base. Here, you still need input from your sales team. They are, after all, the end-users. So, speak to your salespeople during this process to understand their preferences for organizing information.

For instance, you can ask them to share their usual sales interactions and rank information based on how useful it is to them. This can help shape the knowledge base’s overall structure (you can place the most useful content at the top for them to easily find, for example). As a result, your knowledge base becomes an indispensable resource.