You may have noticed that deals today take longer to close and are scrutinized heavily.
So, what do SaaS companies need to do?
Spencer Dent, Founder of Clozd, says to make sure you understand how the decision-making process, people involved, and priorities have changed.
And since the CFO plays a bigger role, it’s less about ease of integration and more about the bottom line—and you’d better be ready to prove it.
- Are ROI calculators worth it anymore? People care more about potential loss versus gain
- Determining the narrative customers must believe for your solution to be a good decision
- How win/loss analysis should impact your positioning and messaging
Other resources to check out:
Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.
The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.
And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting.