Buyer enablement

Gartner’s term for deliberately arming your champion with what they need to sell you inside their own organization — a one-page business case, proof assets, answers to the CFO’s and IT’s objections. With 6–10 people on the committee and only 17% of buying time spent with vendors, the materials you hand your champion do more selling than any meeting you attend.

First used in: 1.1 · How enterprise buyers buy