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:

• Start by really looking at how you are getting your customers.  Are they coming to you as inbound or is the vast majority coming from outbound?
  
  
• 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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