How can sellers adjust to the buyer toolkit wave? — Jordan Crawford // Blueprint
- Part 1Why 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 4 How 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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02:35Are we appropriately incentivizing our sellers?Is there a world where sellers are not assessed only based on deals closed but also on the quality of the engagement with the buyer? Is there value in improving the buyer experience, and how do you incentivize sellers?
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04:35How to rate your sellers on the experience they provideRate your SDRs and your sellers on the experience they provided by doing post-sale surveys. Expect resistance from sellers who think the experience is not as important as closed deals. You will find a correlation between those hitting their sales numbers and offering a great experience.
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06:01Is there value in having buyer disqualification criteria?It comes down to your ICPs and your ability to make sure the ICPs are not just theories that marketing is putting in the marketplace. You need to hand boundaries to your SD organization, DG team, and sellers.
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09:02Think about your product experience as a PLG vendor wouldHow can you get someone into the product and get them to experience the value as fast as possible to have that aha moment?
Quotes
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"If you try to provide transactional value, people tune out even though that value might be high." - Jordan Crawford
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“Your total value as an SDR is how much pipeline you delivered and the vanity metrics for this month. We need to balance activity with the buyer experience and the value to the buyer. And I think if we can kind of play around with that sort of Seesaw, we can create a good buying experience” - Jordan Crawford
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“Do you have these conditions where you say we have seen X XY customers churn, if you get any sense that these customers are in this bucket, do not sell to them? It is a deal that even if you could close, you should not close it. It is better to be a trusted resource to this person than to try to get them to close on a deal that will churn next year.” - Jordan Crawford
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“I think that if you don't do PLG, companies like TestBox will do it for you or your competitors, and it will be a competitive differentiator.” - Jordan Crawford
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“How can you get someone into the product and get them to experience the value as fast as possible to have that aha moment? And that aha moment is not going to come from your sales team.” Jordan Crawford
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“It's going to come from the experience of the product. And I think if you don't do that, if you can't provide that, then this will be the company's next differentiator. You're only going to be competing with other PLG companies and not all of the 80,000 companies in the space.” - Jordan Crawford
- Part 1Why 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 4 How 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.
Play Podcast -
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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