EPISODE · Aug 18, 2023 · 26 MIN
Product-Led Growth & New Buyer Expectations
from Cybersecurity Ecosystem Show · host Cybersecurity Ecosystem Show
As Bob would say, "the time are a changin" B2B buyers behaviors are fast catching up to B2C / consumer behaviors. Buyers don't want friction. They just want it now. McKinsey recently came out of report that stating about 70 percent of decision makers are prepared to spend up to $500,000 on a single e-commerce transaction. Higher than the report I read last year from them. Also B2B organizations reported their best sales channel was self-service e-commerce vs. in-person, video, phone, etc. This "e-commerce" buying experience is also product-led growth in the B2B world. Could be a self-service freemium, free trial, etc. There is also ways a traditional sales-led (i.e. you have a sales person close the deal) organization can adapt these concepts to improve pipeline & sales velocity Julia Gilinets & I unpacked product-led growth and more in our recent conversation. - Trying something here: Here are some additional top picks & posts I found this week Interesting post from Tyler Pleiss on a lunch 'n learn ABM 1:1 strategy that I'm going to try soon Comprehensive post from Justin Rowe on how to do Linkedin ads right (and really any content distribution + advertising) My favorite B2B tech pick of the week on Linkedin - P.s what other go-to-market related topics would you like to learn about? Taylor
What this episode covers
As Bob would say, "the time are a changin" B2B buyers behaviors are fast catching up to B2C / consumer behaviors. Buyers don't want friction. They just want it now. McKinsey recently came out of report that stating about 70 percent of decision makers are prepared to spend up to $500,000 on a single e-commerce transaction. Higher than the report I read last year from them. Also B2B organizations reported their best sales channel was self-service e-commerce vs. in-person, video, phone, etc. This "e-commerce" buying experience is also product-led growth in the B2B world. Could be a self-service freemium, free trial, etc. There is also ways a traditional sales-led (i.e. you have a sales person close the deal) organization can adapt these concepts to improve pipeline & sales velocity Julia Gilinets & I unpacked product-led growth and more in our recent conversation. - Trying something here: Here are some additional top picks & posts I found this week Interesting post from Tyler Pleiss on a lunch 'n learn ABM 1:1 strategy that I'm going to try soon Comprehensive post from Justin Rowe on how to do Linkedin ads right (and really any content distribution + advertising) My favorite B2B tech pick of the week on Linkedin - P.s what other go-to-market related topics would you like to learn about? Taylor
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Product-Led Growth & New Buyer Expectations
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