According to Gartner, buyers spend just 17% of the time talking to vendors during the buying process of a new solution.

That means you have to meet them during the other 83% of their journey, which is their self-education process.

In today's episode, we discuss how B2B technology companies can effectively get invited to the purchasing process.

And it's all about navigating the buyer's journey. And meet them where they are since they start to self-educate on problems and solutions.

We'll cover the importance of understanding how buying decisions are made, why traditional sales outreach may be ineffective, and the critical role of the customer's self-education before and during the buying process.

We'll introduce the concept of the market infrastructure or ecosystem pyramid to illustrate how to influence the various layers of decision-makers and improve brand awareness.

We'll provide actionable steps to researching market perceptions (positions), establishing relationships, and leveraging credible third-party endorsements to build a reliable ecosystem.

00:30 Understanding the Buyer's Journey

01:18 Challenges in Sales Outreach

01:56 The Role of Research in the Buying Process

04:08 Statistics on Buyer Behaviors for B2B Software

06:56 The Infrastructure/Ecosystem Pyramid Concept

08:33 Developing Market Ecosystem Strategies

18:19 The Importance of Market Perception

21:54 Actionable Steps for Implementing Strategies

25:42 Conclusion and Resources

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In this episode, we discuss the application of B2C marketing tactics within B2B high-tech products.

We'll explore the effectiveness of traditional and social media advertising for B2B products, the role of peer recommendations and third-party reviews in the B2B buying process, and the importance of addressing the buyer's risk assessment.

We highlight the different considerations, such as the decision-making unit in B2B purchases and the stage in the buying journey, arguing for a more nuanced and strategic approach to B2B advertising, focused on education, trust-building, and alignment with the customer's buying timeline.

Join us to build unstoppable product growth!

00:00 Opening Greetings and Introduction

00:23 Diving into B2C Marketing for B2B Tech Products

01:14 Exploring the History and Impact of Advertising

05:02 Questioning B2C Tactics in B2B Contexts

08:23 The Role of Advertising in B2B Decision-Making

11:48 Evaluating Advertising's Effectiveness and Strategy

19:39 Understanding Buyer Behavior and Trust in Advertising

26:01 Adapting Advertising Strategies for B2B Markets

31:22 Concluding Thoughts and Farewell

Welcome to the Unstoppable Product Show!

Join us today to learn the pivotal role of building a perception of a reliable vendor to drive customer trust and reduce risk perception.

Discover how building for reliability can enhance buyer's confidence and drive sales for your tech/saas solutions.

Get a free GTM Strategy health audit that includes these elements and more at www.predictableinnovation.com

00:00 Welcome to the Unstoppable Product Series

00:22 Diving into Reliability: The Third Pillar of Low Risk Reinvention

04:30 Exploring the Six Elements of Reliability

04:39 The Importance of Team, Investors, and Advisors

07:25 Brand Awareness and Its Impact

11:32 The Role of IP and Patents in Demonstrating Category Commitment

13:18 Product Roadmap: A Key to Future Planning

17:17 Market Vision vs. Product Roadmap

22:56 Partnership Strategy

31:47 Concluding Thoughts on Low-Risk Reinvention (Low-Risk Value Proposition™)