David Rosh Pina’s Post

The COVID-19 and maturity of Internet has changed the way that we live and work. It has also changed the way that B2B buyers buy. But what has changed? Here's what changed and what you (B2B companies) can do to adapt their sales and marketing strategies to meet the needs of today's buyers. I'll make it short and add just a few things. 1. The buyer’s journey is anything but linear 2. Fewer decision makers are involved in the final decision 3. The purchasing process is more digital 4. Sales teams have to be more consultative (buyers refuse to talk with them until they are ready to buy) 5. There is more emphasis on ROI 6. Buyers are looking for trusted advisors 7. Brand awareness is more important than ever before (I call it demand creation, too) 8. There is an increased focus on value-add services 9. Personalization is key 10. Relationships matter now more than ever before 11. Empathy is critical 12. Companies moved to a remote or hybrid work environment, making it difficult for salespeople to get in front of them to build relationships and establish trust 13. The need for speed has never been greater as buyers are looking for solutions that can help them solve their problems quickly and effectively 14. People spend more time interacting with other people, with their peers, on social and in communities then they spend doing their jobs 15. Having a subject-matter expert in-house becomes a differentiator 16. You can reach anyone in a few clicks (don't forget that) 17. A lot of things happen outside your control that affects the buying process (dark social) 18. Most companies don't have processes, operations, measurements to set them up for growth (add to that messaging, positioning, and narrative (story)), not only startups To remain competitive in today's marketplace, it's imperative that you (as a B2B company) adapt your sales and marketing strategies to meet the needs of today's buyer. Start by understanding these changes. By understanding them and making the necessary adjustments, you'll be well on your way to success. Keep it funky ladies and gents! -------------------- I'm Nemanja, a B2B Tech & SaaS Growth Strategist You don't need a CMO/VP in-house until you're around $5M-$10M in revenue. You need me Specialized in High ACV & Long Sales Cycles Ring the bell on my profile Or schedule a free 30-minute call (link under my headline) #b2b #demand #revenue #funkymarketing #saas

If you're a B2B tech or service based business, there is a high likelihood that you're not scaling in the most efficient way possible. Many founders in your space (yourself included) tend to be a lot more product oriented than you would find in other industries. You're not alone in your situation. But you might want to seek external help with marketing your product and identifying who your ideal target audience are. And no, this doesn't mean you need to break the bank by building an in-house team. Even though you may eventually get the desired results through taking this approach, it can be resource intensive. Instead, think about how you can scale quicker and more efficiently. Outsourcing can be a good way to do this for three main reasons: 1. You are typically working on a tighter timeframe so quicker results. 2. Access to specialists who already understand your market. 3. Campaigns can be launched much quicker and optimised as needed. These are just a few benefits of outsourcing your outbound campaigns. However, very important to consider if you're looking to scale effectively. Happy to provide further insights on this, please reach out. #outbound #B2B #sales #marketing #tech

Well said Paula, especially with an ongoing shift to subscription-based models away from perpetual transactional models, is the right flank of the bow tie the crucial part of funnel, good to think about your adoption, entree and premium, upsell and cross-sell strategies when you define your focus areas in your overall GTM. Are all your customers using what they subscribed to and will renew next contract term?

👀 Looking into the B2B Buyer's Mind: 5 Key Questions They're Asking 1. How will this solution impact our bottom line? B2B buyers are keen to see how your product or service will provide a clear return on investment. They're looking for concrete evidence of cost savings, revenue growth, or improved efficiency. 2. Can we trust this company as a long-term partner? Trust is essential in B2B relationships. Buyers are evaluating your track record, financial stability, and dedication to customer success to determine if you're a reliable long-term partner. 3. How does this solution compare to competitors? With many options available, buyers are naturally comparing features, pricing, and value propositions. They want to understand what makes your offering unique. 4. Will this solution scale with our business? Companies are seeking solutions that not only meet their current needs but can also adapt as they grow. Scalability and flexibility are top priorities for many buyers. 5. What do others say about their experience? Social proof is powerful. Buyers are looking for reassurance from peers in their industry who have successfully implemented your solution, often through testimonials, case studies, and reviews. 💡 Pro tip: Don't wait for buyers to ask these questions. Address them proactively! → Showcase clear value using data-driven insights that highlight the financial and operational benefits of your solution. → Build trust by emphasising your company's expertise, industry recognition, and commitment to customer success. → Differentiate your offering by clearly articulating your unique selling points and how they address specific pain points better than the competition. → Demonstrate scalability by providing examples of how your solution adapts to changing needs and supports growth. → Share customer success stories that highlight real-world results and satisfied clients. By proactively addressing these questions, you can position your company as a valuable partner invested in your clients' success. Anyone out there nailing all 5 of these (yes, it’s hard)!? #B2BSales #SalesStrategy --------------—----— 👋 G’Day, my name is Dr Julian  💥 Supporting B2B Tech in Oz  ✨ Founder of Fluidic Growth Agency Like this post? Want to see more? Ring the 🔔 on my Profile  🔝 Connect with me  ♻️ Repost and share

Why the marketing #leadgeneration discussion in B2B tech is dumb? 🤔 Two words: Named accounts. Named accounts. Named accounts. Named accounts. Named accounts. Named accounts. Named accounts. Named accounts. Named accounts. Unlike many in B2C, in B2B you do not need a wide net. You know (or are in the process of figuring out) who your Superconsumers are and your Ideal Customer Profile. With a named accounts model, sales and marketing focus on the exact same targets. Many new enterprise tech categories can tip WOM with about 1,000 of the right people. Many new enterprise tech companies can drive revenue (up an exponential curve) with 15-25 of the right target customers. Simplicity is velocity. #founder #startup #b2bmarketing #categorydesigner

🚨Navigating the B2B Buying Maze: Empower Your Champion🏆 📈 Imagine guiding a diverse team through treacherous mountain passes. That's B2B sales today. Gartner reports that complex B2B solutions involve 6 to 10 decision-makers. Your mission? Guide your champion to lead this pack to a successful purchase. 📈 B2B buying has become a maze. Forrester found that 63% of purchases involve more than four people. These aren't casual participants—they're active researchers with individual priorities. The single decision-maker era is over. 💪 To succeed, we must empower our champions to sell internally. Understanding modern buying teams and equipping champions with the right tools, we can navigate the buying maze and drive successful outcomes. Let’s explore: 1⃣ The Modern Buying Team 2⃣ The buying champion's role 3⃣ Strategies to Empower Your Champion The Modern Buying Team 👥 📈McKinsey reveals B2B purchases involve 27 interactions across diverse roles: 1⃣ Initiator: Identifies the need 2⃣ User: Will use the solution 3⃣ Influencer: Shapes opinions 4⃣ Economic Buyer: Controls budget 5⃣ Technical Buyer: Evaluates specifications 6⃣ Approver: Has final sign-off Each brings unique concerns. Understanding this is crucial. The Buying Champion's Role 🦸 📈 RAIN Group found champions are involved in 74% of won deals. What your champion does: 1⃣ Provides insider information 2⃣ Identifies and influences stakeholders 3⃣ Advocates when you're not present 4⃣ Overcomes internal objections Remember, they're taking a risk by advocating for you. Empowering Your Champion 💪 📈 Gartner shows customers receiving helpful supplier information are 2.8 times more likely to experience purchase ease. Here's how to arm your champion: Provide 'Buyer Enablement' Tools: 1⃣ Shareable content addressing stakeholder concerns 2⃣ ROI calculators and value proposition tools 3⃣ Internal presentation templates Map Stakeholders: 1⃣ Identify key players and priorities 2⃣ Create a stakeholder alignment plan Address Objections: 1⃣ Equip with data and stories 2⃣ Role-play difficult conversations Build Change Story: 1⃣ Articulate the cost of inaction 2⃣ Develop a vision of the future state Leverage Social Proof: 1⃣ Provide relevant case studies 2⃣ Connect with peer advocates 💡 You might think, 'Can't I just focus on direct contacts?' In today's complex environment, that's a recipe for stalled deals. Investing in your champion builds a strategic partnership. 🌟The B2B buying maze is complex, and you need a guide. By understanding team dynamics and empowering your champion, you can also help prospects make successful decisions and enable change within their organization. Embrace this role to open doors to long-term partnerships and success. Mazes have built-in constraints. You will work through these rules faster with an empowered champion. #b2b #gtm #accounts #b2bmarketing

I'm getting worried about selling to B2B SAAS "internet & software" companies - it's high time that we diversify and create non tech verticals. What verticals are you breaking into with your sales team that is working? For us, ~70% of our customer base is B2B SAAS and I think a lot of these companies are over-outreached to and over-indulgent in tech. Depending on the state of the VC market in the next few years, many B2B SAAS companies might go under or be downsizing. You know who isn't depending on VC funding? Profitable, boot-strapped businesses who've never heard the words Silicon Valley. For horizontal software like mine (Warmly, allows any b2b company to 3x response rates by finding your warmest leads you didn't know about and auto-DM'ing them for you with AI) - we can sell to any vertical. And I want to break in quickly. We're thinking about: -construction -insurance -real estate -e-commerce / luxury retail -martian businesses -healthcare -manufacturing What verticals are you breaking into with your sales team that is working? What surprised your team when trying? #saas #sales

1 misconception every B2B Founder has: They must have a big team and budgets to make $10M revenue. “I don’t have top sales rockstar” “My product is not yet ready for $10M revenue” “I didn’t get any confirmation on funding yet” “Thats not my priority due to certain reasons” A lot companies are not hitting $10M within 3-4 years, Not because their product is bad or team, or investors are far. It is only because they don’t aim for it rightly. If you have been through 2022-24 era with struggles, Then you’d know the importance of cash-flow. Thats how some B2B companies like Lemlist, ChartMogul, Seamless AI etc are in the track of $100M revenue already and in a few months they’re hitting that spot. On average, it should take 5 years to go from $1M to $10M. How to make it faster and with lower CAC? 1. Strengthen your organic growth engine which builds audience and pipeline. 2. Create a funnel each for every ICP segment, and keep optimizing for conversion. 3. Scale. Optimize. Scale. You don’t have to depend on anything if you a scalable acquisition system. Want my help building the same, with clarity on outcomes and timeline? Open for 2 more ‘performance-based’ collaborations. DM me. #Sales #Salespipeline #B2BSales

How many people are involved in B2B buying decisions? . . . It depends.😅 ❗ The most important goal of this post is not to provide you with a precise number(sorry!), because there isn't one answer that applies universally. Instead, I want to leave you with the question so you can analyze it within your company's specific context. However, I won't leave you with nothing. ◾According to Gartner, the average B2B buying decision involves 6️⃣ to 1️⃣0️⃣ people, each of whom is armed with more than 4️⃣ pieces of content they've independently gathered as part of their decision-making process. ◾According to me, the number of people depends on the size and complexity of the business. A small startup might have 1️⃣ to 2️⃣ decision-makers, while a large corporation could have 1️⃣0️⃣ or more people involved. ➡ Understand your buyer(s) - and make sure you engage all the individuals who are part of the decision-making process with your campaigns and content. ❓How is it currently for you? What is the average number of decision-makers in the companies you target? #b2b #sales #decision #buyingdecision #marketing #buyerpersona #salesfunnel ____________________________ 👋 Hi! I'm Gosia - B2B Marketing Manager & Strategist, Women Empowerment advocate, and American The Office fan(atic)! Looking for more marketing, communication, and career tips? Hit that follow button, and let's keep the convo going! 🚀