Product-Led Growth & New Buyer Expectations

Episode notes

As Bob would say, "the time are a changin" B2B buyers behaviors are fast catching up to B2C / consumer behaviors. Buyers don't want friction. They just want it now. ​McKinsey recently came out of report​ that stating about 70 percent of decision makers are prepared to spend up to $500,000 on a single e-commerce transaction. Higher than the report I read last year from them. Also B2B organizations reported their best sales channel was self-service e-commerce vs. in-person, video, phone, etc. This "e-commerce" buying experience is also product-led growth in the B2B world. Could be a self-service freemium, free trial, etc. There is also ways a traditional sales-led (i.e. you have a sales person close the deal) organization can adapt these concepts to improve pipeline & sales velocity Julia Gilinets & I unpacked product-led growth and more in our recent conversation.