Buyers spend roughly 17% of their total purchase time meeting with vendors, and with three
suppliers in the mix, any one seller — AE or SE — may see only 5–6% of that journey. A technical
answer that needs to be searched for during that window is an answer that arrives too late.
Practice testing (retrieving the answer, then checking it) is rated a high-utility technique for
exactly this kind of on-demand recall.
Source: Gartner buyer-time finding via Destination CRM; Dunlosky et al., Psychological Science in the Public Interest, 2013. Read the full research.
Rankings include SEs on the same domain as AEs, so enablement can see both seats practicing.
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