Why your Buyer’s Research process has changed — Jordan Crawford // Blueprint
- Part 1 Why your Buyer’s Research process has changed — Jordan Crawford // Blueprint
- Part 2Where do B2B buyers go to evaluate SaaS? — Jordan Crawford // Blueprint
- Part 3Adapting to changes in how buyers research — Jordan Crawford // Blueprint
- Part 4How can sellers adjust to the buyer toolkit wave? — Jordan Crawford // Blueprint
- Part 5The New B2B go-to-market model — Jordan Crawford // Blueprint
Show Notes
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02:07Tools are replacing sales reps to combat bad buyer experienceBad buyer experiences have gone on for too long tools are now replacing sales reps to combat it. Even more worrisome is that companies are creating such a poor customer experience that buyers retreat behind tool sets and information and are less willing to engage.
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04:17How is the marketing world changing, and what is behind those changes?Marketers these days are spoilt for choice when it comes to marketing tech tools. Sellers are competing for attention instead of focusing on gap selling.
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06:21What is driving aggressive prospecting these days?Are people losing their jobs for bringing on tools that didnt work, and as a result, are revenue drivers settling for popular safe options even when they arent fit for purpose?
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08:19Customers are becoming better informed than sellersTheres so much information in the marketplace that customers are sometimes better informed about a specific product than those assigned to sell it to them. Such a situation is mostly a bad thing than it is good.
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12:01It gets worse. Google, Gartner, and Forrester say up to 90% of the buying process is done before a buyer meets a salespersonIt shows that the marketing and selling process is skewed, giving the seller less than a 20% chance.
Quotes
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"I'm seeing this trend in the market where the buyer's experience is so bad with sellers that tools are coming up to combat the bad buyer experience that your company is placing on your buyers." - Jordan Crawford
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“The other piece to consider here is that sales reps aren't trained in the challenges and gap selling. They're not trained in your market, and they're not trained on why your customers buy. It's a race to the bottom of the attention ladder. And that doesn't add any value to anyone.” - Jordan Crawford
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“I had a conversation with a brand new SDR at a company. She was three to four months in, and I said, oh, well, tell me why, why your customers buy? What problem are you solving? She's like, oh, the AEs do that. I was like, are you insane? Didn't they tell you? You're three months in, and you don't know why your customers buy, and your company thought it was appropriate to put you in front of their buyers and not educate you. What is going on?” - Jordan Crawford
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“We give these hobbled experiences to buyers that it's probably not the best thing for buyers to try to navigate their problem and your solution by themselves in a sort of a PLG motion.” - Jordan Crawford
- Part 1 Why your Buyer’s Research process has changed — Jordan Crawford // Blueprint
- Part 2Where do B2B buyers go to evaluate SaaS? — Jordan Crawford // Blueprint
- Part 3Adapting to changes in how buyers research — Jordan Crawford // Blueprint
- Part 4How can sellers adjust to the buyer toolkit wave? — Jordan Crawford // Blueprint
- Part 5The New B2B go-to-market model — Jordan Crawford // Blueprint
Up Next:
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Part 1Why your Buyer’s Research process has changed — Jordan Crawford // Blueprint
How do you respond as a marketer and seller when you realize that a customer has made 90% of the buying decision (which could go against you) before you even get a chance to sell your product to them? Buyers are increasingly more informed, and there are many reasons for these changes. Listen to the conversation as Jordan Crawford, Blueprint's CEO, discusses why your buyer's research process has changed.
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Part 2Where do B2B buyers go to evaluate SaaS? — Jordan Crawford // Blueprint
The B2B SaaS marketplace is changing. The buyer now has more information than was available and is making buying decisions without speaking to a sales rep. Companies must now figure out how buyers are assessing their products and how to adapt their marketing and sales processes accordingly. What are some of these tools, and what can you expect? Listen to the conversation as Jordan Crawford, Blueprint's CEO discusses the changing face of B2B marketing and the tools B2B buyers use to evaluate SaaS.
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Part 3Adapting to changes in how buyers research — Jordan Crawford // Blueprint
SaaS selling is no longer an attention-grabbing game. Buyers are increasingly using research tools to avoid sellers because of past bad buying experiences. How do you respond to that and adapt your selling process as a revenue leader? Listen to Jordan Crawford, Blueprint's CEO, discusses the research tools buyers have at their disposal and how to adapt your selling process to improve the buying experience.
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Part 4How can sellers adjust to the buyer toolkit wave? — Jordan Crawford // Blueprint
A buyer toolkit wave is going on that threatens to make sellers irrelevant because of unpleasant customer experiences. How do you turn the tide and make your sellers deliver an excellent experience while closing deals? What about your product experience? Listen to Jordan Crawford, Blueprint's CEO, as he discusses how sellers can adjust and improve the buying experience to push back the buyer toolkit wave
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Part 5The New B2B go-to-market model — Jordan Crawford // Blueprint
The buyer's toolkit will be the rubric that you've got to swim upstream against. You can adapt now or suffer later. One way to adapt is to rethink and rejig your go-to-market model. What does that entail? Listen to Jordan Crawford, Blueprint's CEO, as he discusses the new go-to-market model to defeat the buyers' toolkit.
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