Blog, Resources

Buyers Tell All: The 4 Biggest B2B Buying Hurdles

Jun 14, 2023 1:43:09 AM

This post was written based on a webinar given by Sarah MacKinnon, which you can watch here.

Sarah MacKinnon is a qualitative researcher and content strategist focused on helping B2B tech vendors see the glaring opportunities, gaps, low-hanging fruit, and no-brainer changes they can make to their go-to-market strategy to improve win rate and shorten sales cycles.

Sarah conducted a study where she spoke to B2B buyers about their recent software purchases. Four common hurdles emerged that sales organizations should keep in mind as they improve their buyer’s experience moving forward.

1. Buyers feel slowed down by SDR qualifying calls

Alex Weitzel

Blog, Resources

The Case for Buyer Enablement

Jun 14, 2023 1:41:42 AM

The way software companies have been marketing and selling for the past 30 years has to change. CAC costs are rising. % of no decision deals is increasing. On...

David Furth

Blog

“50% of demos are wasted.” But are they actually?

Jun 14, 2023 1:40:37 AM

“50% of demos are wasted” that’s what I hear all the time. But are they actually?

I acknowledge that we do not want our valuable resources being misused on demoing...

Kate Johnson

case study, mercurygate, Blog, Resources

Case Study: How MercuryGate Creates Self-Educated Buyers & Efficient Demos

Jun 14, 2023 1:39:46 AM

Alex Weitzel

"Chatbot", Demo, "product-led growth", "buyer enablement", "digital buyer", "SMB", hidden

Accelerating the SMB Software Buyer's Journey

Jul 17, 2019 11:44:33 AM

In the last week, I’ve had at least 10 conversations with B2B SaaS companies that are moving down market. Primarily enterprise software vendors trying to expand their reach by targeting the SMB (also referred to as SME) market - selling to small and medium businesses. It’s a tough transition, as I know from my own, sometimes painful experience. It becomes increasingly challenging, I believe, when you're selling directly to small business owners.

Greg Dickinson

Buyers journey, "buyer enablement", "digital buyer"

The Buyer has changed! SO WHAT?

Jul 4, 2019 9:34:00 AM

Three trends that suggest it’s time to update our sales model with some digital

For more than five years, we’ve been told that the buyer has changed. To that, I say: “SO WHAT?”