Mapping how businesses buy software The Modern SaaS Podcast

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