How to Build a Fluid B2B Buyer Journey ft. Ori Yankelev | RevAmp Podcast

Ori Yankelev is the Chief Revenue Officer at OwnBackup, the leader in SaaS data protection. OwnBackup started with a handful of people and today it’s a global company of over 550 employees with offices in Tel Aviv, London, New Jersey, Paris, Sydney, and India. As one of their founding members, and now the CRO, Ori has built a fluid buyer journey that puts the customer at the center of the sales process.

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

About the podcast
The RevAmp podcast derives from two words: Revenue + Amplification. This series has been produced specifically to give a voice to the sales and revenue operations professionals who have invaluable experiences to share. We have seen the scope for this role, as well as the recognition, expectations, and tools have rapidly changed over the last couple of years. The reality is that there are not enough high-quality resources for fellow professionals to use as a benchmark or learning curve. DealHub knows how important it is to be well resourced so we have put together this RevAmp podcast for your benefit.

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