Guest: Braydan Young, Co-Founder and CEO at SlashExperts
Buyers don’t want another “book a demo” button—they want proof from people like them.
In this episode, Braydan Young, Co-Founder and CEO of SlashExperts (and previously co-founder of Sendoso), joins host Ken Lempit to share how buyer-led growth is reshaping SaaS sales and why the old way of running references at the end of the deal cycle is broken.
Key insights from this episode:
- Why moving customer references earlier can shorten sales cycles by 4–6 weeks
- How authentic peer conversations double conversion rates compared to demos
- What CROs can learn from Sendoso’s hypergrowth—and its “we grew too fast” moment
- Why handwritten notes and simple gifts outperform flashy, expensive ones
- How to turn the “dark funnel” into a competitive advantage
If you’re a B2B SaaS CMO or CRO looking to accelerate pipeline, increase deal size, and close faster with fewer wasted demos, this episode is a must-listen.
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
