{"href":"https://api.simplecast.com/oembed?url=https%3A%2F%2Fmodern-saas.simplecast.com%2Fepisodes%2Fmapping-how-businesses-buy-software-hQiy6V9A","width":444,"version":"1.0","type":"rich","title":"Mapping how businesses buy software","thumbnail_width":300,"thumbnail_url":"https://image.simplecastcdn.com/images/89e6c9f9-f041-4687-832b-19a72257be05/a8a0ad4f-b84a-4caa-a1d0-a94826c08a08/the-modern-saas-podcast.jpg","thumbnail_height":300,"provider_url":"https://simplecast.com","provider_name":"Simplecast","html":"<iframe src=\"https://player.simplecast.com/441fa641-947e-4136-8569-12702430b11e\" height=\"200\" width=\"100%\" title=\"Mapping how businesses buy software\" frameborder=\"0\" scrolling=\"no\"></iframe>","height":200,"description":"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.\n\n➡️ Key Points⁣ covered\n\n00:00 - Intro\n01:35 - Questions to ask yourself before you are ready to invest on a SaaS tool\n03:57 - What makes or breaks the buying experience\n06:30 - The need to understand the buyer's maturity stage\n08:05 - How to design a relevant inbound buying experience\n12:18 - What makes someone shortlist a software among the choices available\n15:06 - Little annoyances build up and compound as a bad buying experience\n19:30 - Why it makes a lot of sense to give a glimpse of the product during discovery\n21:20 - The stage that a seller thinks a buyer is in, and what the buyer thinks is usually different\n25:24 - How you sell is how you win\n28:30 - Tackling competitive positioning with proof\n30:49 - Key pillars of a buyer experience\n\n➡️ The Modern SaaS Podcast\nTake a look at our other podcast episodes - https://www.avoma.com/podcast\n\n➡️ Related resource\nhttps://www.avoma.com/playbooks-category/sales-playbook"}