Improve Buyer Enablement by Unraveling the B2B Buyers Journey

Presented by

Gaurav Harode, CEO and Founder of Enablix

About this talk

Each business -- with its buying committee made of multiple stakeholders - makes buying decisions following different processes moving at different rates. Now add that B2B buyers have access to unlimited online information sources and an ever increasing number of vendors to consider, marketers must provide buyers greater and greater value across the buying process. In addition, marketers must help buyers with the purchase but in a way that steers those buyers to their solution. Thus both marketing and sales must continually deliver value longer after the buyer becomes a customer. However, too many marketing and sales teams have a very simplistic and linear view of today's B2B buying process. It rarely yields results. Gaurav Harode worked his way through a complex B2B buying process during his time at Oracle. Today, as a founder of Enablix (, a sales enablement platform, he works with marketing and sales teams to help enable buyers and grow sales. Between Oracle and Enablix, he has had an opportunity to define several buyer journeys and operationalize the sales processes to map to those journeys. On this webcast, he shares buyer enablement best practices that he has learned from his failures and successes. You will learn: - Why a linear B2B buyer’s journey is setting you up for failure - A framework to codify today’s complex buyer’s journey - Why automation dilutes value to the buyer - How to help your sales team enable buyers across the buyer’s journey

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