It's probably for a lot of buyers and it
Posted: Wed Dec 18, 2024 4:51 am
B2B Purchasing: Don't like talking to more than 1 salesperson?
Brian Cohen and Nelson Gilliat sat down to talk about the B2B buying process and how B2B marketing leaders like to buy from software vendors.
In this short video, our Co-Founder and CEO, Brian Cohen, explains whether venezuela business email list he likes to have one or multiple vendors when purchasing from Fostware Vendors. Make sure to watch until the end and subscribe to our YouTube channel .
Author's biography
Brian Cohen StoryLab.aiBrian has over 15 years as a marketing strategist and visionary leader with a track record of transforming the marketing function and driving it to new heights for several SaaS companies as an advisor, consultant, and employee. He has spearheaded highly successful campaigns that captivated target audiences, optimizing the marketing funnel to maximize conversion rates and accelerate sales cycles.
Brian Cohen is also the co-founder and CEO of StoryLab.ai. You can find out more about Brian on LinkedIn .
Video transcript (automatically generated)
When you are interacting with sales, do you prefer a single salesperson to help you with pre- and post-sales implementation, adoption, and success, or do you prefer multiple salespeople?
Maybe one salesperson helps you with pre-sale, another salesperson helps you with post-sale, and often there are different handovers and subdivisions. Maybe you can tell us about your experience and if you connect, let us know if you could choose between one or the other and why it would be important to you in one way or another.
Yeah, it’s funny. I actually think you stopped this conversation between my wife and I and I’ll get to that part in a second. I’m used to one of two ways. A BDR, SDR, MDR whatever you call this handoff. This almost sales advocate to a certain extent. This checker and then it goes to an AE and then to a success or onboarding rep and then success. Now I can tell you that having onboarding separate from success is something that I really don’t like. I think it should be one that should have always been a process. But also if there’s a full cycle of AE who then goes to success. But I really feel, and again you stopped this conversation and my wife said; Why would you do this any other way? Than having an actual full cycle where someone is your first and last and only contact unless you need something super technical and then they can orchestrate that and bring in people who are experts to really support you. But other than that, the process needs to have a person who is really supporting you all the time, like during this conversation, I was thinking it should be like an account concierge or something like that. It should really just be an experience. Like your best friend. Hey Joe, this isn't working. Can you help me with this or what's going on with that? This very easy transaction can be text all the time.
Yeah, imagine if like on the Podcast Right Now I pulled Batman out of here and someone else took over the podcast and it was like bait and switch. First of all, the fact that you and your wife are talking about this means that B2B is in serious trouble. We need to fix this. Yeah, to your point, that's the ideal.
sounds like you're one of them where it's at; why would you want multiple sellers when you could just have one?
And if you think about that in your personal life. When you go to a store or you go to your doctor, your lawyer, your barber, or your dentist. These are B2C examples but even in B2B. It's like, why would you want the salesperson who helps you with the initial sale to make you the different promises than the salesperson who's actually responsible for implementation, adoption, and customer success?
And to your point. For the few things that are outside of their expertise or maybe they don't know or need a little technical help, they can reach out to other people internally and just act a bit like the project manager.
Brian Cohen and Nelson Gilliat sat down to talk about the B2B buying process and how B2B marketing leaders like to buy from software vendors.
In this short video, our Co-Founder and CEO, Brian Cohen, explains whether venezuela business email list he likes to have one or multiple vendors when purchasing from Fostware Vendors. Make sure to watch until the end and subscribe to our YouTube channel .
Author's biography
Brian Cohen StoryLab.aiBrian has over 15 years as a marketing strategist and visionary leader with a track record of transforming the marketing function and driving it to new heights for several SaaS companies as an advisor, consultant, and employee. He has spearheaded highly successful campaigns that captivated target audiences, optimizing the marketing funnel to maximize conversion rates and accelerate sales cycles.
Brian Cohen is also the co-founder and CEO of StoryLab.ai. You can find out more about Brian on LinkedIn .
Video transcript (automatically generated)
When you are interacting with sales, do you prefer a single salesperson to help you with pre- and post-sales implementation, adoption, and success, or do you prefer multiple salespeople?
Maybe one salesperson helps you with pre-sale, another salesperson helps you with post-sale, and often there are different handovers and subdivisions. Maybe you can tell us about your experience and if you connect, let us know if you could choose between one or the other and why it would be important to you in one way or another.
Yeah, it’s funny. I actually think you stopped this conversation between my wife and I and I’ll get to that part in a second. I’m used to one of two ways. A BDR, SDR, MDR whatever you call this handoff. This almost sales advocate to a certain extent. This checker and then it goes to an AE and then to a success or onboarding rep and then success. Now I can tell you that having onboarding separate from success is something that I really don’t like. I think it should be one that should have always been a process. But also if there’s a full cycle of AE who then goes to success. But I really feel, and again you stopped this conversation and my wife said; Why would you do this any other way? Than having an actual full cycle where someone is your first and last and only contact unless you need something super technical and then they can orchestrate that and bring in people who are experts to really support you. But other than that, the process needs to have a person who is really supporting you all the time, like during this conversation, I was thinking it should be like an account concierge or something like that. It should really just be an experience. Like your best friend. Hey Joe, this isn't working. Can you help me with this or what's going on with that? This very easy transaction can be text all the time.
Yeah, imagine if like on the Podcast Right Now I pulled Batman out of here and someone else took over the podcast and it was like bait and switch. First of all, the fact that you and your wife are talking about this means that B2B is in serious trouble. We need to fix this. Yeah, to your point, that's the ideal.
sounds like you're one of them where it's at; why would you want multiple sellers when you could just have one?
And if you think about that in your personal life. When you go to a store or you go to your doctor, your lawyer, your barber, or your dentist. These are B2C examples but even in B2B. It's like, why would you want the salesperson who helps you with the initial sale to make you the different promises than the salesperson who's actually responsible for implementation, adoption, and customer success?
And to your point. For the few things that are outside of their expertise or maybe they don't know or need a little technical help, they can reach out to other people internally and just act a bit like the project manager.