Big tech is transforming every aspect of our world. But how, and at what cost? This season of Land of the Giants – The Disney Dilemma – focuses on Disney’s ability to weather the ups and downs of the business cycle and changing tastes and explores what has kept it successful for over 100 years. The entertainment giant has leveraged nostalgia and its intellectual property to build a beloved brand, but after an acquisition spree that included Marvel, Lucasfilm, and 20th Century Fox, can it sus ...
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Mapping how businesses buy software
MP3•Episode home
Manage episode 337152495 series 3317421
Content provided by Avoma, Inc. and Aditya Kothadiya. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Avoma, Inc. and Aditya Kothadiya or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
In this episode, Carl Ferreira (VP Sales, Refine Labs) and Yaag discuss how businesses buy software, how sales reps and the entire buying experience needs to adapt according to buyers in different maturity stages, and a lot more. ➡️ Key Points covered 00:00 - Intro 01:35 - Questions to ask yourself before you are ready to invest on a SaaS tool 03:57 - What makes or breaks the buying experience 06:30 - The need to understand the buyer's maturity stage 08:05 - How to design a relevant inbound buying experience 12:18 - What makes someone shortlist a software among the choices available 15:06 - Little annoyances build up and compound as a bad buying experience 19:30 - Why it makes a lot of sense to give a glimpse of the product during discovery 21:20 - The stage that a seller thinks a buyer is in, and what the buyer thinks is usually different 25:24 - How you sell is how you win 28:30 - Tackling competitive positioning with proof 30:49 - Key pillars of a buyer experience ➡️ The Modern SaaS Podcast Take a look at our other podcast episodes - https://www.avoma.com/podcast ➡️ Related resource https://www.avoma.com/playbooks-category/sales-playbook
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30 episodes
MP3•Episode home
Manage episode 337152495 series 3317421
Content provided by Avoma, Inc. and Aditya Kothadiya. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Avoma, Inc. and Aditya Kothadiya or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
In this episode, Carl Ferreira (VP Sales, Refine Labs) and Yaag discuss how businesses buy software, how sales reps and the entire buying experience needs to adapt according to buyers in different maturity stages, and a lot more. ➡️ Key Points covered 00:00 - Intro 01:35 - Questions to ask yourself before you are ready to invest on a SaaS tool 03:57 - What makes or breaks the buying experience 06:30 - The need to understand the buyer's maturity stage 08:05 - How to design a relevant inbound buying experience 12:18 - What makes someone shortlist a software among the choices available 15:06 - Little annoyances build up and compound as a bad buying experience 19:30 - Why it makes a lot of sense to give a glimpse of the product during discovery 21:20 - The stage that a seller thinks a buyer is in, and what the buyer thinks is usually different 25:24 - How you sell is how you win 28:30 - Tackling competitive positioning with proof 30:49 - Key pillars of a buyer experience ➡️ The Modern SaaS Podcast Take a look at our other podcast episodes - https://www.avoma.com/podcast ➡️ Related resource https://www.avoma.com/playbooks-category/sales-playbook
…
continue reading
30 episodes
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