On this episode of SaaSy Thought Leadership, we take a deep dive into the buyer’s journey, going inside the mind of our prospects and discussing the psychological and emotional process that they go through in order to make a buying decision. We then look at it from your perspective as the vendor who wants to sell your solution or service and break down how you can gain that competitive advantage and align yourself with your buyers. We also unpack a few powerful statistics about buyers and reflect on how the pandemic has impacted technology and the buyer’s journey.
The buyer’s journey is different now because of the pandemic and so is the way we do business. With all the information and noise out there, it’s easy for buyers to become overloaded and overwhelmed. Now more than ever, we need to adapt dynamically and efficiently to these changes so that we can keep adding value to our customers’ lives.
“If you catch them at the beginning of their journey and answer their questions for them as they’re doing this research and figuring it out for themselves… you’re going to be much better positioned as their vendor or solution provider and that’s really the end of the story.” – Gloria
Tune in to learn how and when to effectively establish trust and authority with your buyers and present or demonstrate your solution to them. Then, we talk about digital transformation in customer service during the pandemic.
4 Steps of the Buyer’s Journey:
Step 1: They’re recognizing they have a problem and seeing what others that have the same problem are doing or saying
Step 2: They know how others are solving the problem, but they need to figure out and find what solution is best for their business
Step 3: They think they know what the best solution is, but they need to figure out who the best vendor is
Step 4: They found the best solution and solution provider, now it’s about taking the next steps with terms, pricing, etc.
Resources Mentioned:
CEB, Now Gartner
CSO Insights
Article on B2B Acquisitions
ZDNet Article: The Pandemic is a Watershed Moment for Digital Transformation in Customer Service
About the Hosts:
Edward Golod, Founder & CEO of Revenue Accelerators, and co-Founder of Technical Thought Leader (.com). Ed is a C-Suite Sales, Marketing & Value expert, as well as the revenue architect for clients in three continents and 10+ countries. Ed has personally been responsible for closing $265M in Enterprise sales throughout his career and has grown two startups, had two exits, and grown on to $40M. Ed regularly is renowned for his unique ability to create, articulate and leverage executive and value-based messaging that has reached the C-Suite at Fortune 100 companies, creating new opportunities at Viacom, JPMC, Citicorp, Cablevision, Voya Financial, HBO, Lowes, Under Armor, Dicks Sporting Goods just to name a few. Ed’s sales systems have generated $100’s million of dollars and $3.4B in value for him and his clients.
Ed can be reached at ed@revenueaccelerators.com or on LinkedIn: www.linkedin.com/in/edwardgolod
Gloria Gunn is the CEO of TechnicalThoughtLeader.com and has personally developed thought leadership selling strategies for technology companies that have been responsible for 7- figure deals. Gloria has personally had a front-row seat to over 1 million LinkedIn messages. Gloria’s businesses have generated over 8 figures by selling our products and services from LinkedIn. Clients, customers, & subscribers have successfully generated 10s of millions of dollars for themselves and their clients from our systems, packages, & products. Gloria also successfully positions her clients as experts with authority so that they can go upmarket and close real business.
Gloria can be reached at gloria@technicalthoughtleader.com or on LinkedIn: www.linkedin.com/in/gloriagunn