Ep. 149 - The Buyer Has Changed - Why Haven’t You? How Splashmetrics Delivers the Experience Buyers Actually Want - B2B marketing - SaaS Backwards

Topics in this episode

B2B marketing SaaS marketing SaaS companies SaaS Sales buyer-centric strategy

Episode notes

Send us Fan Mail Guest: Steve Brothers, CEO of Splashmetrics - With 77% of millennial buyers avoiding sales interactions until they’ve already made a purchase decision, buyers are consistently clear about what they need: fast, personalized, and self-directed answers. Yet vendors stubbornly stick to outdated practices, forcing buyers into their processes rather than meeting them where they are. In this episode of SaaS Backwards, Steve Brothers, CEO of Splashmetrics, explores how modern B2B buyers are reshaping the sales process - and how many vendors are failing to adapt. He discusses how Splashmetrics bridges this gap by enabling companies to deliver tailored, interactive content journeys that put buyers in control while providing sales with critical insights to close deals more effectively. Key Takeaways: The buyer is in control: Buyers prefer to self-educate, completing 80% of their research before engaging with sales. Vendors must adapt or risk irrelevance. Outdated models kill opportunities: Relying on traditional MQL-driven processes results in 95% of SDR outreach being ignored.

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