How To Get Invited For a Proposal As A Software Vendor?

According to Gartner, buyers spend just 17% of the time talking to vendors during the buying process of a new solution.

That means you have to meet them during the other 83% of their journey, which is their self-education process.

In today's episode, we discuss how B2B technology companies can effectively get invited to the purchasing process.

And it's all about navigating the buyer's journey. And meet them where they are since they start to self-educate on problems and solutions.

We'll cover the importance of understanding how buying decisions are made, why traditional sales outreach may be ineffective, and the critical role of the customer's self-education before and during the buying process.

We'll introduce the concept of the market infrastructure or ecosystem pyramid to illustrate how to influence the various layers of decision-makers and improve brand awareness.

We'll provide actionable steps to researching market perceptions (positions), establishing relationships, and leveraging credible third-party endorsements to build a reliable ecosystem.

00:30 Understanding the Buyer's Journey

01:18 Challenges in Sales Outreach

01:56 The Role of Research in the Buying Process

04:08 Statistics on Buyer Behaviors for B2B Software

06:56 The Infrastructure/Ecosystem Pyramid Concept

08:33 Developing Market Ecosystem Strategies

18:19 The Importance of Market Perception

21:54 Actionable Steps for Implementing Strategies

25:42 Conclusion and Resources

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