Most software sales and marketing teams are organized in a way that assumes the buying process is a linear one. Marketing is in charge of generating and nurturing demand through digital channels before handing off the most qualified leads to sales for in-person pursuit. First marketing, then sales. First digital, then in-person.
The only problem with this process is that the B2B buying journey is anything but linear. If we were to map out a real B2B buying journey, it would look a lot less like a step-by-step process and a lot more like a big bowl of spaghetti.
Your customers don't care which stage they're at in your funnel. They have a job to do, and they need your help. For SaaS companies, there should be no handoff from marketing to sales (or digital to in-person). It's a parallel process, not a serial one.
B2B Buyers spent 60% more time researching online than they did on the phone with sales reps.
77% of B2B buyers said their latest purchase was extremely complex.
50% of B2B buyers said the amount of trustworthy information was overwhelming
90% struggled to make sense of information gathered from vendors
Your buyers are struggling to make sense of all the information they come across online. The last thing they need is another thought leadership piece or trends report to decipher.
Instead, they need help clarifying information complexity so they can complete their critical buying jobs. For this to happen, sales and marketing must be on the same page when it comes to content, and right now, they're not even on the same chapter.
With SaaS Engine, we give software companies the playbook on how to align digital with in-person channels so they can close more high-value deals in less time.
Book a time to speak with an enrollment advisor to find out if SaaS Engine is right for your business.
Apply our step-by-step frameworks for transforming your buyer experience and get all of the support, coaching, and resources your team needs to succeed.
Start closing high-value, low-regret deals with ease.
Book a discovery session with our team and learn how you can supercharge your sales process.