Mapping how businesses buy software

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Manage episode 337152495 series 3317421
Thông tin tác giả Avoma, Inc. and Aditya Kothadiya được phát hiện bởi Player FM và cộng đồng của chúng tôi - bản quyền thuộc sở hữu của nhà sản xuất (publisher), không thuộc về Player FM, và audio được phát trực tiếp từ máy chủ của họ. Bạn chỉ cần nhấn nút Theo dõi (Subscribe) để nhận thông tin cập nhật từ Player FM, hoặc dán URL feed vào các ứng dụng podcast khác.
In this episode, Carl Ferreira (VP Sales, Refine Labs) and Yaag discuss how businesses buy software, how sales reps and the entire buying experience needs to adapt according to buyers in different maturity stages, and a lot more. ➡️ Key Points⁣ covered 00:00 - Intro 01:35 - Questions to ask yourself before you are ready to invest on a SaaS tool 03:57 - What makes or breaks the buying experience 06:30 - The need to understand the buyer's maturity stage 08:05 - How to design a relevant inbound buying experience 12:18 - What makes someone shortlist a software among the choices available 15:06 - Little annoyances build up and compound as a bad buying experience 19:30 - Why it makes a lot of sense to give a glimpse of the product during discovery 21:20 - The stage that a seller thinks a buyer is in, and what the buyer thinks is usually different 25:24 - How you sell is how you win 28:30 - Tackling competitive positioning with proof 30:49 - Key pillars of a buyer experience ➡️ The Modern SaaS Podcast Take a look at our other podcast episodes - https://www.avoma.com/podcast ➡️ Related resource https://www.avoma.com/playbooks-category/sales-playbook

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