Brian Cohen and Nelson Gilliat sat down to discuss the B2B Buying Process and how B2B Marketing Leaders like to buy from Software Vendors.
In this short video, our co-founder and CEO, Brian Cohen explains what type of information he would like to receive from the sales team of the Software Vendor. Be sure to watch till the end and subscribe to our YouTube channel.
Brian has 15+ years as a marketing strategist and visionary leader with a track record of transforming the marketing function and propelling it to new heights for several SaaS companies as an advisor, consultant, and employee. He has spearheaded highly successful campaigns that captivated target audiences, optimizing the marketing funnel to maximize conversion rates, and accelerate sales cycles.
Brian Cohen is also the Co-Founder and CEO at StoryLab.ai. You can find more info about Brian on LinkedIn.
Video transcript (auto-generated)
Let’s talk about your buying preferences for sales and your sales experience. To what extent do you need help from sales and what information do you want
from sales that you can’t get from marketing, from your peers. So in B2B as a buyer, what help do you need pre-sale as well as post sales.
Maybe different types of products and services can influence that. Such as like the product complexity and the need to customize the product. Or if the product
needs to be uh rolled out organization-wide or based on how expensive the product is.
But maybe you can just help us understand as a buyer what do you need from help pre-sale and post sale, if at all. You know pre-sale some people don’t need any help pre-sale but go ahead.
yeah for us it really depends on the product. But I would say, where I would need the most help is really understanding the Integrations pre and post sale.
How does this work with what we have existing. How do we merge this and how do we make sure that we’re getting the right data to transfer back and forth. Making sure that this is a cohesive experience and we’re going to get the most value out of it. So I would say the technical aspects are really where I feel we need the most assistance and that’s from their sales team.
From our sales team because we do have interactions with them a lot on what we’re purchasing but again depends what we’re purchasing and we just want to make sure that there’s alignment and understanding on how this tool can support us both and making sure if they have needs for a tool how that aligns with what the tool can provide.
Right on so you know you’re buying Tech right. You’re buying software and so buyers will need help from sales to understand some of the technical information like Integrations and the transfer of data and so to the extent that buyers aren’t able to get that from marketing. On the website whatever technical documentation or an explanation of Integrations or to get that from their peers. Because marketing isn’t putting out information about that or users of the product or customers of the product aren’t giving you know information about that let’s just say it’s not readily available. Then buyers are going to want to get
that from sales particularly if it’s a very complex product