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In the B2B industry, content is of utmost importance in buyer’s purchasing journey while also being influencers and affecting their purchasing decision. 47% of B2B buyers refer to nearly five content pieces before engaging with a salesperson.
There are two major challenges in creating sales enablement content; the buying journey is increasingly complex & sales teams lack the knowledge to leverage existing content. The sales team can spend close to 40% of their time location and adapting relevant sales content.
The report also highlights various solutions to the existing problems: