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Enablement and the buyer journey -- Recipe for success
Trust Enablement's Podcast - Coffee, Collaboration, and Enablement
English - March 17, 2021 12:00 - 35 minutes - 48.2 MB - ★★★★ - 8 ratingsBusiness sales enablement enablement sales business revenue enablement sales training sales coaching Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Previous Episode: Patience Rain Atsango talks growing businesses, and enablement, in Kenya
In this session, Chuck Marcouiller joins The Collaborator to share his thoughts on WHY you need to, and how to, map enablement to the buyer journey.
There is a ton of insight from Chuck in this conversation, here is just a highlight on how you map go-to-market and Enablement activities to the buyer journey:
Inbound means they were researching you and have begun the learning journey for their own reasons
Outbound means you are sparking an interest and need to do more education and early buyer teaching.
Each has a set of skills and tools the sellers will need to diagnose and build trust with the buyer
All along the way are we co creating a solution for the buyer that they have had a stake in building or is all the world a nail because all we have is a hammer
Everything from your website and data sheets have to work with the seller to be consistent and build trust.
How they come to you determines what they want when they do get to you.
Give a listen and remain curious.
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