DTC vs. B2B Marketing: Why the Buying Psychology is so Different

Rabah Rahil joins Sarah and Nate to unpack the psychology behind B2B SaaS buying, from "don't get fired" decision-making to buying committees, long consideration windows, and the role of trust and brand affinity. They also get into why marketing and sales serve different jobs, why a great product needs to come before a big marketing push, and why paid ads are only one way to distribute a message. 00:00 Meet Rabah Rahil 01:00 The psychology of B2B SaaS buying 03:00 Why SaaS buyers are managing risk 05:00 How SaaS buying committees change marketing 07:00 Why B2B SaaS needs omnipresence 09:00 The story behind a consumer purchase 11:00 What B2B SaaS can learn from brand marketing 13:00 The three stages inside consideration 15:00 Why you can't control the buying timeline 17:00 Marketing, sales, and brand affinity 20:00 Why more salespeople won't fix weak pipeline 23:00 Build the product before the marketing machine 👉 Join my community: skool.com/tether-lab CoHost: Nate Lagos Twitter: https://x.com/natelagos LinkedIn: https://www.linkedin.com/in/natelagos/ Tactical and Practical Podcast: https://podcasts.apple.com/us/podcast/tactical-practical/id1752915534 CoHost: Sarah Levinger Learn more at: https://www.tetherinsights.io/ Twitter: https://x.com/SarahLevinger LinkedIn: https://www.linkedin.com/in/sarahlevinger/ Instagram: https://www.instagram.com/sarah.levinger/ Watch me on YouTube: https://www.youtube.com/channel/UCKwfjt_7PU5N_2fTfHemXXg Guest: Rabah Rahil LinkedIn: https://www.linkedin.com/in/rabahrahil/ Twitter: https://x.com/rabahrahil