Ori Yankelev: How to Build a Fluid B2B Buyer Journey

RevAmp by DealHub.io

English - November 07, 2021 16:00 - 35 minutes - 20 MB
Business sales operations revenue operations b2b sales Homepage Download Google Podcasts Overcast Castro Pocket Casts RSS feed

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As the CRO at OwnBackup, Ori leads their entire global sales organization, which includes the direct sales team, solution engineering, channels, alliances teams, SDR team, as well as their demand generation and sales ops functions. It's a broad scope of new customer acquisition, driving cross sell and upsell as well as pipeline generation, across the funnel. It encompasses how they think about their customers and how their customers buy software, particularly SaaS data protection.

Podcast Highlights:
02:42 The CRO Role at OwnBackup
05:48 How to Create a Fluid B2B Buyer Journey
08:45 Keeping the Buyer Journey at the Center of Your Sales Process
11:20 Dissonance Between Buyer and Seller Goals
12:56 An Example of the Buyer Journey in SaaS Sales
18:17 Mitigating the Risk in the Purchase Decision
21:00 Defining What Success Looks to the Customer
24:17 Involving Stakeholders in the Buying Process
26:00 Friction Points in the B2B Buyer Journey