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font-normal">/</span><a href="/blog/category/undefined"><span class="text-sm font-medium text-gray-800"></span></a></div></section><h1 class="text-4xl md:leading-tight font-medium text-gray-800">Buyer Experience Tips That Take Less Than a Day to Implement</h1><div class="mt-4 mb-3 flex items-center text-base"><div class="my-2 flex items-center gap-2 text-sm"><div class="hidden sm:flex items-center gap-2"><div class="flex-shrink-0 group block"><div class="flex items-center"><div class="flex gap-1"><div class="border border-gray-300 rounded-full overflow-hidden"><img alt="Natalie Marcotullio" loading="lazy" width="200" height="200" decoding="async" data-nimg="1" class="block size-8" style="color:transparent;margin-bottom:0" srcSet="https://cdn.sanity.io/images/8czhh5u2/production/0e445e944594aad8fa3b4b8464103ca69b137ef6-200x200.jpg?w=200&auto=format 1x, https://cdn.sanity.io/images/8czhh5u2/production/0e445e944594aad8fa3b4b8464103ca69b137ef6-200x200.jpg?w=200&auto=format 2x" src="https://cdn.sanity.io/images/8czhh5u2/production/0e445e944594aad8fa3b4b8464103ca69b137ef6-200x200.jpg?w=200&auto=format"/></div></div><div class="ml-3 text-sm font-normal text-gray-700"><span>Natalie Marcotullio</span></div></div></div><div class="bg-gray-300 w-px h-4"></div></div><div class="text-gray-600 font-normal">11<!-- --> min read</div><div class="bg-gray-300 w-px h-4"></div><span class="text-gray-600"><div class="flex font-normal"><time class="block" dateTime="2023-02-24T14:05:00.000Z">Feb 24, 2023</time></div></span></div></div><div class="mt-10 lg:flex justify-between"><div class="max-w-2xl pb-32"><div class="max-w-5xl mx-auto markdown_markdown__QQQsG"><p>Today’s marketers are feeling the pinch.</p><p>With tighter budgets and fewer resources, they're at a point where they need to be doing everything they can to align with their potential customers.</p><p>But that doesn’t mean they have to redesign their entire strategy. Read on for seven quick, high-ROI tips to improve the buyer experience.</p><a href="#Tip-1-Use-a-calendar-scheduler" class="!no-underline"><div class="anchor scroll-mt-20" id="Tip-1-Use-a-calendar-scheduler"></div><h2 class="cursor-pointer group relative text-gray-700 mt-32"><span class="absolute right-full top-[3px] -translate-y-1 opacity-0 group-hover:opacity-100 delay-300 duration-100 pr-3"><svg class="inline shrink-0 self-center size-4 text-gray-600"><use href="/icons/sprite.svg#link"></use></svg></span>Tip #1: Use a calendar scheduler</h2></a><p>One of the simplest ways to get in touch with your prospects faster is to let them book time with your sales team immediately.</p><p>SaaS marketing strategist, <a href="https://www.linkedin.com/in/brendanhufford/" rel="noopener">Brendan Hufford</a>, suggests that this new way of booking demos can dramatically speed up the sales cycle in this <a href="https://www.linkedin.com/posts/brendanhufford_but-what-if-theyre-not-qualified-nobody-activity-7028710461533544448-AKAc?utm_source=share&utm_medium=member_desktop" rel="noopener">LinkedIn post</a>:</p><p><em>“If you're going to push for a demo booking, let them book the demo immediately.</em></p><p><em>Just embed a calendar.</em></p><p><em>Marketers act like we can't cancel a meeting.</em></p><p><em>Like it's some sort of impossible task.</em></p><p><em>Once somebody books a time, have your SDRs go through those bookings and call them to pre-qualify if they're in a gray area.</em></p><p><em>Otherwise, let them keep their booking and talk to an AE immediately.”</em></p><div class="flex flex-col items-center my-14"><div class="gap-px border bg-gray-200/80 relative grid h-full border-gray-200/80 grid-rows-[repeat(var(--grid-rows),minmax(0,1fr))] sm:grid-rows-[repeat(var(--grid-rows-sm),minmax(0,1fr))] md:grid-rows-[repeat(var(--grid-rows-md),minmax(0,1fr))] lg:grid-rows-[repeat(var(--grid-rows-lg),minmax(0,1fr))] grid-cols-[repeat(var(--grid-cols),minmax(0,1fr))] sm:grid-cols-[repeat(var(--grid-cols-sm),minmax(0,1fr))] md:grid-cols-[repeat(var(--grid-cols-md),minmax(0,1fr))] lg:grid-cols-[repeat(var(--grid-cols-lg),minmax(0,1fr))]" style="--grid-rows:1;--grid-rows-sm:1;--grid-rows-md:1;--grid-rows-lg:1;--grid-cols:1;--grid-cols-sm:1;--grid-cols-md:1;--grid-cols-lg:1"><div class="bg-gray-50 group/item relative row-[var(--grid-row)] sm:row-[var(--grid-row-sm)] md:row-[var(--grid-row-md)] lg:row-[var(--grid-row-lg)] col-[var(--grid-col)] sm:col-[var(--grid-col-sm)] md:col-[var(--grid-col-md)] lg:col-[var(--grid-col-lg)] p-0 lg:p-0" style="--grid-row:auto;--grid-row-sm:auto;--grid-row-md:auto;--grid-row-lg:auto;--grid-col:auto;--grid-col-sm:auto;--grid-col-md:auto;--grid-col-lg:auto"><img alt="Brendan LI Post" loading="lazy" width="819" height="563" decoding="async" data-nimg="1" class="!m-0" style="color:transparent" srcSet="https://cdn.sanity.io/images/8czhh5u2/production/46ac7230a8333a5f7029c5d94e66f01a4013a5ca-819x563.png?w=819&auto=format 1x, https://cdn.sanity.io/images/8czhh5u2/production/46ac7230a8333a5f7029c5d94e66f01a4013a5ca-819x563.png?w=819&auto=format 2x" src="https://cdn.sanity.io/images/8czhh5u2/production/46ac7230a8333a5f7029c5d94e66f01a4013a5ca-819x563.png?w=819&auto=format"/></div><svg viewBox="0 0 15 15" aria-hidden="true" vector-effect="non-scaling-stroke" class="absolute size-[15px] p-1 fill-gray-400 z-10 opacity-60 -top-2 -right-2"><path d="M8.5 0H6.5V6.5H0V8.5H6.5V15H8.5V8.5H15V6.5H8.5V0Z"></path></svg><svg viewBox="0 0 15 15" aria-hidden="true" vector-effect="non-scaling-stroke" class="absolute size-[15px] p-1 fill-gray-400 z-10 opacity-60 -top-2 -left-2"><path d="M8.5 0H6.5V6.5H0V8.5H6.5V15H8.5V8.5H15V6.5H8.5V0Z"></path></svg><svg viewBox="0 0 15 15" aria-hidden="true" vector-effect="non-scaling-stroke" class="absolute size-[15px] p-1 fill-gray-400 z-10 opacity-60 -bottom-2 -left-2"><path d="M8.5 0H6.5V6.5H0V8.5H6.5V15H8.5V8.5H15V6.5H8.5V0Z"></path></svg><svg viewBox="0 0 15 15" aria-hidden="true" vector-effect="non-scaling-stroke" class="absolute size-[15px] p-1 fill-gray-400 z-10 opacity-60 -bottom-2 -right-2"><path d="M8.5 0H6.5V6.5H0V8.5H6.5V15H8.5V8.5H15V6.5H8.5V0Z"></path></svg></div></div><p>Brendan also recommends publicly sharing your public interactive demo first.</p><p>Doing so allows buyers to get familiar with your product and have a more productive, engaged conversation with sales.</p><p><a href="https://www.linkedin.com/in/oakleyjason/" rel="noopener">Jason Oakley</a>, Senior Director of Product Marketing at <a href="https://klue.com/" rel="noopener">Klue</a>, also advises marketers to automate qualification and scheduling. He explains:</p><p><em>“Demo requests should get booked instantly using something like Chili Piper or Calendly. Buyers shouldn’t have to wait days to book a demo.”</em></p><p><a href="https://www.linkedin.com/in/annafurmanov/" rel="noopener">Anna Furmanov</a>, Founder of <a href="https://furmanovmarketing.com/" rel="noopener">Furmanov Marketing Consulting</a>, agrees:</p><p><em>“Make it easy to schedule a call from your website by using Calendly OR have a Contact Us page. These should be two options for the visitor to your website. You don't need to email sales to schedule a call.”</em></p><a href="#Tip-2-Reduce-the-number-of-questions-and-people" class="!no-underline"><div class="anchor scroll-mt-20" id="Tip-2-Reduce-the-number-of-questions-and-people"></div><h2 class="cursor-pointer group relative text-gray-700 mt-32"><span class="absolute right-full top-[3px] -translate-y-1 opacity-0 group-hover:opacity-100 delay-300 duration-100 pr-3"><svg class="inline shrink-0 self-center size-4 text-gray-600"><use href="/icons/sprite.svg#link"></use></svg></span>Tip #2: Reduce the number of questions and people</h2></a><p>Leads often switch hands in SaaS companies, and buyers get tired of answering the same questions every time they meet a new person.</p><p>As <a href="https://www.linkedin.com/in/kylelacy/" rel="noopener">Kyle Lacy</a>, CMO at <a href="https://jellyfish.co/" rel="noopener">Jellyfish</a>, says,<em> “The fewer human beings in the process, the better. Do not hand me off to three different people to help make a buying decision.”</em></p><p><a href="https://www.linkedin.com/in/natalie-marcotullio/" rel="noopener">Natalie Marcotullio</a>, Head of Growth and Operations at <a href="/">Navattic</a>, gives marketers <a href="https://www.linkedin.com/posts/natalie-marcotullio_looking-to-improve-your-buyer-journey-in-activity-7021834212265578496-4Vz7?utm_source=share&utm_medium=member_desktop" rel="noopener">several ideas to avoid this situation</a>:</p><div class="flex flex-col items-center my-14"><div class="gap-px border bg-gray-200/80 relative grid h-full border-gray-200/80 grid-rows-[repeat(var(--grid-rows),minmax(0,1fr))] sm:grid-rows-[repeat(var(--grid-rows-sm),minmax(0,1fr))] md:grid-rows-[repeat(var(--grid-rows-md),minmax(0,1fr))] lg:grid-rows-[repeat(var(--grid-rows-lg),minmax(0,1fr))] grid-cols-[repeat(var(--grid-cols),minmax(0,1fr))] sm:grid-cols-[repeat(var(--grid-cols-sm),minmax(0,1fr))] md:grid-cols-[repeat(var(--grid-cols-md),minmax(0,1fr))] lg:grid-cols-[repeat(var(--grid-cols-lg),minmax(0,1fr))]" style="--grid-rows:1;--grid-rows-sm:1;--grid-rows-md:1;--grid-rows-lg:1;--grid-cols:1;--grid-cols-sm:1;--grid-cols-md:1;--grid-cols-lg:1"><div class="bg-gray-50 group/item relative row-[var(--grid-row)] sm:row-[var(--grid-row-sm)] md:row-[var(--grid-row-md)] lg:row-[var(--grid-row-lg)] col-[var(--grid-col)] sm:col-[var(--grid-col-sm)] md:col-[var(--grid-col-md)] lg:col-[var(--grid-col-lg)] p-0 lg:p-0" style="--grid-row:auto;--grid-row-sm:auto;--grid-row-md:auto;--grid-row-lg:auto;--grid-col:auto;--grid-col-sm:auto;--grid-col-md:auto;--grid-col-lg:auto"><img alt="Natalie LI post" loading="lazy" width="728" height="822" decoding="async" data-nimg="1" class="!m-0" style="color:transparent" srcSet="https://cdn.sanity.io/images/8czhh5u2/production/a98caf27bb58ed11459d37f2719958a23960ebee-728x822.png?w=728&auto=format 1x, https://cdn.sanity.io/images/8czhh5u2/production/a98caf27bb58ed11459d37f2719958a23960ebee-728x822.png?w=728&auto=format 2x" src="https://cdn.sanity.io/images/8czhh5u2/production/a98caf27bb58ed11459d37f2719958a23960ebee-728x822.png?w=728&auto=format"/></div><svg viewBox="0 0 15 15" aria-hidden="true" vector-effect="non-scaling-stroke" class="absolute size-[15px] p-1 fill-gray-400 z-10 opacity-60 -top-2 -right-2"><path d="M8.5 0H6.5V6.5H0V8.5H6.5V15H8.5V8.5H15V6.5H8.5V0Z"></path></svg><svg viewBox="0 0 15 15" aria-hidden="true" vector-effect="non-scaling-stroke" class="absolute size-[15px] p-1 fill-gray-400 z-10 opacity-60 -top-2 -left-2"><path d="M8.5 0H6.5V6.5H0V8.5H6.5V15H8.5V8.5H15V6.5H8.5V0Z"></path></svg><svg viewBox="0 0 15 15" aria-hidden="true" vector-effect="non-scaling-stroke" class="absolute size-[15px] p-1 fill-gray-400 z-10 opacity-60 -bottom-2 -left-2"><path d="M8.5 0H6.5V6.5H0V8.5H6.5V15H8.5V8.5H15V6.5H8.5V0Z"></path></svg><svg viewBox="0 0 15 15" aria-hidden="true" vector-effect="non-scaling-stroke" class="absolute size-[15px] p-1 fill-gray-400 z-10 opacity-60 -bottom-2 -right-2"><path d="M8.5 0H6.5V6.5H0V8.5H6.5V15H8.5V8.5H15V6.5H8.5V0Z"></path></svg></div></div><p>First, try using data from Clearbit or Keyplay to get accurate third-party data on prospects before they sign up for a call.</p><p>But you should also go straight to the source — on your form, ask questions like “Why did you sign up for this demo?” or “Please share anything that will help prepare for our meeting.”</p><p>The answers reduces the number of questions sales folks need to ask and enable SEs to tailor their demos accordingly.</p><p>Both of these exercises can help you understand your ICP at a deeper level, allowing you to incorporate more of the information they want and need to make a buying decision upfront.</p><a href="#Tip-3-Ask-prospects-what-they-want" class="!no-underline"><div class="anchor scroll-mt-20" id="Tip-3-Ask-prospects-what-they-want"></div><h2 class="cursor-pointer group relative text-gray-700 mt-32"><span class="absolute right-full top-[3px] -translate-y-1 opacity-0 group-hover:opacity-100 delay-300 duration-100 pr-3"><svg class="inline shrink-0 self-center size-4 text-gray-600"><use href="/icons/sprite.svg#link"></use></svg></span>Tip #3: Ask prospects what they want</h2></a><p>The best way to know what prospects want is to ask them.</p><p>CEO & Keynote Speaker at LLJR Enterprise, <a href="https://www.linkedin.com/in/longjr7/" rel="noopener">Larry Long</a>, urges marketers to speak with current clients to get a sense of why they bought your product and what might be lacking in your buyer experience.</p><p><em>“Talk to past buyers as well as Closed/Lost deals. Ask them to share their honest experience with your buyer journey. Capturing qualitative data straight from the mouths of those who have experienced it…is PRICELESS!”</em></p><p>Natalie shares how we try to ask the prospect what they are trying to solve at the beginning before jumping into the demo , adding,<em> “The best AEs I’ve worked with will bring this information back up later in the sales process to remind people what they were looking for and how the product addresses that problem.”</em></p><p>Anna also advocates making the discovery call about the prospect:</p><p><em>“A lot of sales decks focus mostly on the product, product features, use cases, etc. Make it more about them and less about you.”</em></p><a href="#Tip-4-Audit-your-sign-up-or-book-a-demo-process" class="!no-underline"><div class="anchor scroll-mt-20" id="Tip-4-Audit-your-sign-up-or-book-a-demo-process"></div><h2 class="cursor-pointer group relative text-gray-700 mt-32"><span class="absolute right-full top-[3px] -translate-y-1 opacity-0 group-hover:opacity-100 delay-300 duration-100 pr-3"><svg class="inline shrink-0 self-center size-4 text-gray-600"><use href="/icons/sprite.svg#link"></use></svg></span>Tip #4: Audit your sign up or book a demo process</h2></a><p>Have you gone through your own buyer flow lately?</p><p>Chances are the last time you did this was months ago, and the experience probably needs a refresh.</p><p><a href="https://www.linkedin.com/in/andrewcapland/" rel="noopener">Andrew Capland</a>, Founder of <a href="https://deliveringvalue.co/" rel="noopener">Delivering Value</a>, encourages marketers to become a customer themselves.</p><p><em>“Here's a fun exercise: become a customer. Open an incognito browser. Sign up for your product.</em></p><p><em>Go through the onboarding flow. Then, pull out a real credit card and buy a paid plan. Take notes along the way. I promise you'll be shocked at the stuff you see.”</em></p><p>Anna also supports the audit route but takes it one step further,<em> “Audit your whole website because this is one of the most important parts of the experience. Ask:</em></p><ul><li><em>Is your homepage header banner clear and simple, stating who you're for and what is your offering?</em></li><li><em>Does the header banner image help build that understanding for the viewer, or does it make things more confusing?</em></li><li><em>Does your homepage focus more on your product and your company vs. the target buyer's challenges and the value they'll get from using your product?</em></li><li><em>Benefits to the buyer need to be higher up than features of your product. Do you have an easy way for the buyer to "test drive" your product?”</em></li></ul><p>For sales led companies - <a href="https://www.linkedin.com/in/markehuber/" rel="noopener">Mark Huber</a>, Head of Brand & Product Marketing at <a href="https://metadata.io/" rel="noopener">Metadata</a>, recommends auditing your book a demo process from <em>both </em>the buyer's perspective and the company's perspective:</p><p><em>“<strong>From the buyer's perspective</strong> - review the automated email(s) they receive after booking a demo, when/how they can schedule time for the demo, and who they're scheduling time with (ex: SDR vs. AE).</em></p><p><em><strong>From the company's perspective </strong>- review the internal notification email(s), the qualification and conversion info in these emails, and when and how new qualified leads are being handed off/routed.”</em></p><p>He and his team have used this method to great success:</p><p><em>“We audited our book a demo process last month at Metadata (led by our Senior Demand Generation Manager, Bryttney Blanken). Bryttney created and implemented the existing process we had. After doing the audit, she found things:</em></p><ol><li><em>She did not know were happening (and were breaking)</em></li><li><em>The were over complicated and could be simplified for the buyer.”</em></li></ol><a href="#Tip-5-Be-part-of-slack-or-LinkedIn-conversations-with-your-ICP" class="!no-underline"><div class="anchor scroll-mt-20" id="Tip-5-Be-part-of-slack-or-LinkedIn-conversations-with-your-ICP"></div><h2 class="cursor-pointer group relative text-gray-700 mt-32"><span class="absolute right-full top-[3px] -translate-y-1 opacity-0 group-hover:opacity-100 delay-300 duration-100 pr-3"><svg class="inline shrink-0 self-center size-4 text-gray-600"><use href="/icons/sprite.svg#link"></use></svg></span>Tip #5: Be part of slack or LinkedIn conversations with your ICP</h2></a><p>Another way to improve your buyer journey is to engage with potential customers on LinkedIn, Slack, or other channels they participate in.</p><p><a href="https://www.linkedin.com/in/olgandrienko/" rel="noopener">Olga Andrienko</a>, VP of Brand Marketing at <a href="https://www.semrush.com/" rel="noopener">SEMRush</a>, advises marketers to note trends or insights they can use to strengthen their brand story and participate in the conversations customers are already having about your product:</p><p><em>“Start tracking all of your mentions across social media and forums. Start replying to every mention and tap into the discussions that are already happening about your brand.”</em></p><p>Natalie puts her own spin on this advice, recommending marketers look for common questions customers or prospects ask about your product or your competitors and create enablement materials that answer those burning questions.</p><p>She adds, <em>“Review websites like G2 and TrustRadius to make sure any missing buyer enablement is right where your buyers are actively shopping.”</em></p><a href="#Tip-6-Personalize-your-offers" class="!no-underline"><div class="anchor scroll-mt-20" id="Tip-6-Personalize-your-offers"></div><h2 class="cursor-pointer group relative text-gray-700 mt-32"><span class="absolute right-full top-[3px] -translate-y-1 opacity-0 group-hover:opacity-100 delay-300 duration-100 pr-3"><svg class="inline shrink-0 self-center size-4 text-gray-600"><use href="/icons/sprite.svg#link"></use></svg></span>Tip #6: Personalize your offers</h2></a><p>Marketers are constantly publishing new email sequences, and BDRs are leveraging that messaging to death — DMing prospects on LinkedIn, cold-calling them, and even leaving voicemails.</p><p>Yet a majority of the time, this outreach is highly impersonal.</p><p><a href="https://www.linkedin.com/in/nickbennett1/" rel="noopener">Nick Bennett</a>, Chief Customer Officer & Co-Founder at <a href="https://www.tackgtm.com/" rel="noopener">TACK</a> pointed out a disturbing pattern when he previously transitioned to a Senior Director of Evangelism role. </p><p>Out of the hundreds of outreach messages he received, <a href="https://www.linkedin.com/posts/nickbennett1_after-3-weeks-at-airmeet-my-inbox-is-overflowing-activity-7027346438560866304-oz2j?utm_source=share&utm_medium=member_desktop" rel="noopener"><em>none</em> of them were personalized to his interests</a>.</p><div class="flex flex-col items-center my-14"><div class="gap-px border bg-gray-200/80 relative grid h-full border-gray-200/80 grid-rows-[repeat(var(--grid-rows),minmax(0,1fr))] sm:grid-rows-[repeat(var(--grid-rows-sm),minmax(0,1fr))] md:grid-rows-[repeat(var(--grid-rows-md),minmax(0,1fr))] lg:grid-rows-[repeat(var(--grid-rows-lg),minmax(0,1fr))] grid-cols-[repeat(var(--grid-cols),minmax(0,1fr))] sm:grid-cols-[repeat(var(--grid-cols-sm),minmax(0,1fr))] md:grid-cols-[repeat(var(--grid-cols-md),minmax(0,1fr))] lg:grid-cols-[repeat(var(--grid-cols-lg),minmax(0,1fr))]" style="--grid-rows:1;--grid-rows-sm:1;--grid-rows-md:1;--grid-rows-lg:1;--grid-cols:1;--grid-cols-sm:1;--grid-cols-md:1;--grid-cols-lg:1"><div class="bg-gray-50 group/item relative row-[var(--grid-row)] sm:row-[var(--grid-row-sm)] md:row-[var(--grid-row-md)] lg:row-[var(--grid-row-lg)] col-[var(--grid-col)] sm:col-[var(--grid-col-sm)] md:col-[var(--grid-col-md)] lg:col-[var(--grid-col-lg)] p-0 lg:p-0" style="--grid-row:auto;--grid-row-sm:auto;--grid-row-md:auto;--grid-row-lg:auto;--grid-col:auto;--grid-col-sm:auto;--grid-col-md:auto;--grid-col-lg:auto"><img alt="Nick LI post" loading="lazy" width="476" height="405" decoding="async" data-nimg="1" class="!m-0" style="color:transparent" srcSet="https://cdn.sanity.io/images/8czhh5u2/production/762859e05be9923a460c1787e089b3f8425165fd-476x405.png?w=476&auto=format 1x, https://cdn.sanity.io/images/8czhh5u2/production/762859e05be9923a460c1787e089b3f8425165fd-476x405.png?w=476&auto=format 2x" src="https://cdn.sanity.io/images/8czhh5u2/production/762859e05be9923a460c1787e089b3f8425165fd-476x405.png?w=476&auto=format"/></div><svg viewBox="0 0 15 15" aria-hidden="true" vector-effect="non-scaling-stroke" class="absolute size-[15px] p-1 fill-gray-400 z-10 opacity-60 -top-2 -right-2"><path d="M8.5 0H6.5V6.5H0V8.5H6.5V15H8.5V8.5H15V6.5H8.5V0Z"></path></svg><svg viewBox="0 0 15 15" aria-hidden="true" vector-effect="non-scaling-stroke" class="absolute size-[15px] p-1 fill-gray-400 z-10 opacity-60 -top-2 -left-2"><path d="M8.5 0H6.5V6.5H0V8.5H6.5V15H8.5V8.5H15V6.5H8.5V0Z"></path></svg><svg viewBox="0 0 15 15" aria-hidden="true" vector-effect="non-scaling-stroke" class="absolute size-[15px] p-1 fill-gray-400 z-10 opacity-60 -bottom-2 -left-2"><path d="M8.5 0H6.5V6.5H0V8.5H6.5V15H8.5V8.5H15V6.5H8.5V0Z"></path></svg><svg viewBox="0 0 15 15" aria-hidden="true" vector-effect="non-scaling-stroke" class="absolute size-[15px] p-1 fill-gray-400 z-10 opacity-60 -bottom-2 -right-2"><path d="M8.5 0H6.5V6.5H0V8.5H6.5V15H8.5V8.5H15V6.5H8.5V0Z"></path></svg></div></div><p><br/>He added <em>"Personalize your communication and offerings based on their past interactions and behaviors. This can be done by using data and insights gathered from their website activity, purchase history, and preferences."<br/></em></p><p>Customers and prospects leave clues as to what they want. And as marketers, it’s your job to find them.</p><p>So take the time to personalize your communications and offerings. Look at people’s past interactions and behaviors.</p><p>Find ways to track website activity, review customers’ purchase history, collect customer and prospect preferences, and turn those insights into something personal.</p><a href="#Tip-7-Share-your-pricing" class="!no-underline"><div class="anchor scroll-mt-20" id="Tip-7-Share-your-pricing"></div><h2 class="cursor-pointer group relative text-gray-700 mt-32"><span class="absolute right-full top-[3px] -translate-y-1 opacity-0 group-hover:opacity-100 delay-300 duration-100 pr-3"><svg class="inline shrink-0 self-center size-4 text-gray-600"><use href="/icons/sprite.svg#link"></use></svg></span>Tip #7: Share your pricing</h2></a><p>A big pet peeve of many B2B buyers is the barrier to pricing. They often have to schedule a call with sales to know whether a product is in their price range.</p><p>But Anna says, <em>“Unless your product is beyond $100k, you should probably share your pricing.</em> <em>It's about helping your target buyer buy (in order to help your company sell).”</em></p><p><a href="https://www.linkedin.com/in/erinbalsa/" rel="noopener">Erin Balsa</a>, founder of <a href="https://hausofbold.com/" rel="noopener">Haus of Bold</a>, couldn’t agree more — at a bare minimum, your website should have some sort of pricing indicator, like "pricing starts at $X per month."</p><p>She explains, <em>“That way, people can get a general sense of whether or not to proceed. They don't waste time sitting on a discovery call and getting grilled only to discover your product is out of budget.</em></p><p>And it’s even more important in this day and age because prospects expect it. Erin continues, <em>“Transparency is not just nice-to-have, it's expected. The more you can deliver the type of buyer experience YOU would like, the easier your sales process will be.”</em></p><p>Enhancing the buyer experience doesn’t have to be a rip-and-replace exercise. Simple adjustments to your book a demo flow, your messaging, your engagement habits, and your offers can make a world of difference to your prospects and your bottom line.</p><p>Want some more pointers? Check out:</p><ul><li><a href="/blog/product-demos-ads">Ad Best Practices for Product Demos</a></li><li><a href="/blog/increase-conversions-for-interactive-demos">How to Increase Conversions For Interactive Demos</a></li><li><a href="/blog/saas-growth-strategy">Inexpensive SaaS Growth Strategies for 2023</a></li></ul></div><div class="mt-12"><div class="text-gray-600 text-sm mb-5">Share</div><div class="flex gap-x-4"><a href="https://twitter.com/intent/tweet?url=https://navattic.com/blog/buyer-experience-tips" target="_blank" aria-label="Share on X" rel="noopener noreferrer" class="text-gray-900 hover:rounded"><svg class="inline shrink-0 self-center size-4"><use href="/icons/sprite.svg#twitter-x"></use></svg></a><a href="https://www.linkedin.com/shareArticle?mini=true&url=https://navattic.com/blog/buyer-experience-tips" target="_blank" aria-label="Share on LinkedIn" rel="noopener noreferrer" class="text-gray-900 hover:rounded"><svg class="inline shrink-0 self-center size-4"><use 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grid-rows-[repeat(var(--grid-rows),minmax(0,1fr))] sm:grid-rows-[repeat(var(--grid-rows-sm),minmax(0,1fr))] md:grid-rows-[repeat(var(--grid-rows-md),minmax(0,1fr))] lg:grid-rows-[repeat(var(--grid-rows-lg),minmax(0,1fr))] grid-cols-[repeat(var(--grid-cols),minmax(0,1fr))] sm:grid-cols-[repeat(var(--grid-cols-sm),minmax(0,1fr))] md:grid-cols-[repeat(var(--grid-cols-md),minmax(0,1fr))] lg:grid-cols-[repeat(var(--grid-cols-lg),minmax(0,1fr))]" style="--grid-rows:auto;--grid-rows-sm:auto;--grid-rows-md:auto;--grid-rows-lg:auto;--grid-cols:auto;--grid-cols-sm:auto;--grid-cols-md:auto;--grid-cols-lg:auto"><div class="group/item relative p-8 lg:p-12 row-[var(--grid-row)] sm:row-[var(--grid-row-sm)] md:row-[var(--grid-row-md)] lg:row-[var(--grid-row-lg)] col-[var(--grid-col)] sm:col-[var(--grid-col-sm)] md:col-[var(--grid-col-md)] lg:col-[var(--grid-col-lg)] bg-white" style="--grid-row:auto;--grid-row-sm:auto;--grid-row-md:auto;--grid-row-lg:auto;--grid-col:auto;--grid-col-sm:auto;--grid-col-md:auto;--grid-col-lg:auto"><a href="/blog/customer-interview-craig-leblanc"><div class=" w-full font-normal flex flex-col gap-4"><div class="inline-flex w-fit items-center text-center font-regular whitespace-nowrap overflow-hidden shrink-0 border-[0.5px] h-5 text-[14px] gap-1 px-2 rounded-md bg-orange-50 border-orange-200 text-orange-800 [box-shadow:0px_-1px_1px_0px_hsla(15,75%,28%,0.14)_inset,0px_1px_2px_0px_hsla(33,100%,96%,0.5)_inset]" id="5e86cfe8-e844-4fef-a86d-798ddbe2d154"><span class="flex items-center truncate">Customer Interviews </span></div><div class="flex flex-col gap-1"><div class="text-2xl text-pretty font-medium text-primary mb-1 font-sans">Customer Interview Series: Website CTA with Craig LeBlanc</div><div class="font-normal text-balance text-gray-500">See how Craig LeBlanc - Senior Product Marketing Manager at Repsly used Navattic to revamp the company’s product tour.</div></div><button class="relative flex items-center justify-center whitespace-nowrap transition-all border outline-none focus-visible:outline-none group w-fit disabled:opacity-50 disabled:cursor-not-allowed font-medium leading-none bg-white h-8 rounded-lg text-sm gap-x-1.5 px-3 mt-2" type="button" data-headlessui-state="">Read more</button></div></a></div><svg viewBox="0 0 15 15" aria-hidden="true" vector-effect="non-scaling-stroke" class="absolute size-[15px] p-1 fill-gray-400 z-10 opacity-60 -top-2 -right-2"><path d="M8.5 0H6.5V6.5H0V8.5H6.5V15H8.5V8.5H15V6.5H8.5V0Z"></path></svg><svg viewBox="0 0 15 15" aria-hidden="true" vector-effect="non-scaling-stroke" class="absolute size-[15px] p-1 fill-gray-400 z-10 opacity-60 -top-2 -left-2"><path d="M8.5 0H6.5V6.5H0V8.5H6.5V15H8.5V8.5H15V6.5H8.5V0Z"></path></svg><svg viewBox="0 0 15 15" aria-hidden="true" vector-effect="non-scaling-stroke" class="absolute size-[15px] p-1 fill-gray-400 z-10 opacity-60 -bottom-2 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rotate-90"><path d="M0.5 0V120" stroke="currentColor" stroke-dasharray="5 5"></path></svg><svg width="1px" height="80" viewBox="0 0 1 120" class="absolute text-gray-300/80 -bottom-[80px] -left-[1px]"><path d="M0.5 0V120" stroke="currentColor" stroke-dasharray="5 5"></path></svg><svg width="1px" height="80" viewBox="0 0 1 120" class="absolute text-gray-300/80 -bottom-[40px] -left-[40px] rotate-90"><path d="M0.5 0V120" stroke="currentColor" stroke-dasharray="5 5"></path></svg><svg width="1px" height="80" viewBox="0 0 1 120" class="absolute text-gray-300/80 -bottom-[80px] -right-[1px]"><path d="M0.5 0V120" stroke="currentColor" stroke-dasharray="5 5"></path></svg><svg width="1px" height="80" viewBox="0 0 1 120" class="absolute text-gray-300/80 -bottom-[40px] -right-[40px] rotate-90"><path d="M0.5 0V120" stroke="currentColor" stroke-dasharray="5 5"></path></svg></div></div></div><aside class="hidden lg:block space-y-10 pb-8 pt-5 lg:pt-0"><div class="pl-44 sticky top-20 grid gap-10"><div><div class="w-full pb-2 mb-4 font-medium text-sm">In this <!-- -->article</div><ol class="grid gap-5"><li class="flex items-start text-xs font-normal cursor-pointer text-pretty group group-transition-colors text-gray-500 hover:text-gray-500 transition-colors"><span class="mt-1"></span><span class="group-hover:text-gray-700">Tip #1: Use a calendar scheduler</span></li><li class="flex items-start text-xs font-normal cursor-pointer text-pretty group group-transition-colors text-gray-500 hover:text-gray-500 transition-colors"><span class="mt-1"></span><span class="group-hover:text-gray-700">Tip #2: Reduce the number of questions and people</span></li><li class="flex items-start text-xs font-normal cursor-pointer text-pretty group group-transition-colors text-gray-500 hover:text-gray-500 transition-colors"><span class="mt-1"></span><span class="group-hover:text-gray-700">Tip #3: Ask prospects what they want</span></li><li class="flex items-start text-xs font-normal cursor-pointer text-pretty group group-transition-colors text-gray-500 hover:text-gray-500 transition-colors"><span class="mt-1"></span><span class="group-hover:text-gray-700">Tip #4: Audit your sign up or book a demo process</span></li><li class="flex items-start text-xs font-normal cursor-pointer text-pretty group group-transition-colors text-gray-500 hover:text-gray-500 transition-colors"><span class="mt-1"></span><span class="group-hover:text-gray-700">Tip #5: Be part of slack or LinkedIn conversations with your ICP</span></li><li class="flex items-start text-xs font-normal cursor-pointer text-pretty group group-transition-colors text-gray-500 hover:text-gray-500 transition-colors"><span class="mt-1"></span><span class="group-hover:text-gray-700">Tip #6: Personalize your offers</span></li><li class="flex items-start text-xs font-normal cursor-pointer text-pretty group group-transition-colors text-gray-500 hover:text-gray-500 transition-colors"><span class="mt-1"></span><span class="group-hover:text-gray-700">Tip #7: Share your pricing</span></li></ol></div><div class="bg-gray-100 rounded-lg p-6"><h2 class="text-lg font-semibold mb-3">Ready to get started with interactive demos?</h2><div class="relative"><img src="/img/screenshots/home-landing.png" class="rounded-md max-w-[280px] border"/><div class="absolute bottom-0 left-0 w-full h-32 bg-gradient-to-t from-gray-100 to-transparent rounded-md"></div></div><a class="relative flex items-center justify-center whitespace-nowrap transition-all border outline-none focus-visible:outline-none group w-fit disabled:opacity-50 disabled:cursor-not-allowed font-medium leading-none bg-white h-7 rounded-lg text-sm gap-x-1.5 px-2.5 border-gray-300 shadow-button-elevated text-gray-700 hover:bg-gray-50 hover:text-gray-900 dark:bg-white/10 dark:border-gray-600 dark:text-white active:text-gray-900 data-[active=true]:text-gray-900 active:shadow-button-shallow-inset-indented data-[active=true]:shadow-button-shallow-inset-indented focus-visible:shadow-gray-focus focus-visible:text-gray-900" data-headlessui-state="" href="https://app.navattic.com/auth/sign-up">Try for free</a></div><div class="w-auto"><div class="text-sm pb-2 mb-4 font-medium"> Related posts </div><div class="flex flex-col gap-4"><a href="/blog/increase-conversions-for-interactive-demos"><div class="group mt-2"><div class="inline-flex w-fit items-center text-center font-regular whitespace-nowrap overflow-hidden shrink-0 border-[0.5px] h-4 text-[12px] gap-0.5 px-1.5 rounded-md bg-purple-100 border-purple-200 text-purple-800 [box-shadow:0px_-1px_1px_0px_hsla(250,89%,14%,0.14)_inset,0px_1px_2px_0px_hsla(277,35%,93%,0.5)_inset]" id="7f21c3bf-7ee0-4c81-a5e7-0d4d04c6b043"><span class="flex items-center truncate">Growth + Conversions</span></div><div class="text-base mt-2 text-gray-700 font-medium group-hover:text-gray-800">How to Increase Conversions For Interactive Demos</div></div></a><a href="/blog/customer-interview-jason-oakley"><div class="group mt-2"><div class="inline-flex w-fit items-center text-center font-regular whitespace-nowrap overflow-hidden shrink-0 border-[0.5px] h-4 text-[12px] gap-0.5 px-1.5 rounded-md bg-orange-50 border-orange-200 text-orange-800 [box-shadow:0px_-1px_1px_0px_hsla(15,75%,28%,0.14)_inset,0px_1px_2px_0px_hsla(33,100%,96%,0.5)_inset]" id="5e86cfe8-e844-4fef-a86d-798ddbe2d154"><span class="flex items-center truncate">Customer Interviews </span></div><div class="text-base mt-2 text-gray-700 font-medium group-hover:text-gray-800">Customer Interview Series: Integration Enablement with Jason Oakley</div></div></a></div></div></div></aside></div></div></div><div class="relative size-full bg-gray-50"><div class="z-10 relative pb-16 pt-20 text-center sm:py-24"><div class="px-4 lg:px-8"><div class="relative mx-auto max-w-2xl lg:max-w-[85rem]"><div class="gap-px border bg-gray-200/80 relative grid h-full border-gray-200/80 grid-rows-[repeat(var(--grid-rows),minmax(0,1fr))] sm:grid-rows-[repeat(var(--grid-rows-sm),minmax(0,1fr))] md:grid-rows-[repeat(var(--grid-rows-md),minmax(0,1fr))] lg:grid-rows-[repeat(var(--grid-rows-lg),minmax(0,1fr))] grid-cols-[repeat(var(--grid-cols),minmax(0,1fr))] sm:grid-cols-[repeat(var(--grid-cols-sm),minmax(0,1fr))] md:grid-cols-[repeat(var(--grid-cols-md),minmax(0,1fr))] lg:grid-cols-[repeat(var(--grid-cols-lg),minmax(0,1fr))]" style="--grid-rows:1;--grid-rows-sm:1;--grid-rows-md:1;--grid-rows-lg:1;--grid-cols:1;--grid-cols-sm:1;--grid-cols-md:1;--grid-cols-lg:1"><div class="group/item relative p-8 lg:p-12 row-[var(--grid-row)] sm:row-[var(--grid-row-sm)] md:row-[var(--grid-row-md)] lg:row-[var(--grid-row-lg)] col-[var(--grid-col)] sm:col-[var(--grid-col-sm)] md:col-[var(--grid-col-md)] lg:col-[var(--grid-col-lg)] bg-white/90 flex flex-col items-center" style="--grid-row:auto;--grid-row-sm:auto;--grid-row-md:auto;--grid-row-lg:auto;--grid-col:auto;--grid-col-sm:auto;--grid-col-md:auto;--grid-col-lg:auto"><hgroup class="flex flex-col items-center"><h3 class="mt-6 text-gray-900 text-4xl">Build demos<br/>that<span class="text-gray-600"> delight.</span></h3></hgroup><div class="mt-8 mb-4 flex justify-center gap-3"><a class="relative flex items-center justify-center whitespace-nowrap transition-all border outline-none focus-visible:outline-none group w-fit disabled:opacity-50 disabled:cursor-not-allowed font-medium leading-none text-white h-10 rounded-[10px] text-md gap-x-2 px-3.5 border-gray-900 bg-gray-800 shadow-solid-gray-button-default hover:bg-gray-700 dark:bg-white dark:text-gray-950 dark:border-gray-950 active:shadow-solid-button-active data-[active=true]:shadow-solid-button-active focus-visible:shadow-solid-button-gray-focus" data-headlessui-state="" href="https://app.navattic.com/auth/sign-up">Try for free</a><a class="relative 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type="application/json">{"props":{"pageProps":{"preview":false,"data":{"post":{"_id":"01e8dcab-a0dd-41ab-9a81-9175084d804d","title":"Buyer Experience Tips That Take Less Than a Day to Implement","date":"2023-02-24T14:05:00.000Z","excerpt":"Make the most of your budget and bandwidth with seven quick, high-ROI tips to improve the buyer experience","ogImage":{"asset":{"_ref":"image-ec75624dbf7d8b43394bf2c17c5185ec51e50410-1200x630-png","_type":"reference"},"_type":"ogImage"},"estimatedReadingTime":11,"category":null,"content":[{"style":"normal","_key":"6d186751c4c1","markDefs":[],"children":[{"_key":"b524979692cb0","_type":"span","marks":[],"text":"Today’s marketers are feeling the pinch."}],"_type":"block"},{"markDefs":[],"children":[{"_type":"span","marks":[],"text":"With tighter budgets and fewer resources, they're at a point where they need to be doing everything they can to align with their potential customers.","_key":"e4a28489e3f30"}],"_type":"block","style":"normal","_key":"e4b4afddfaa9"},{"style":"normal","_key":"5d6a10ab46fa","markDefs":[],"children":[{"_type":"span","marks":[],"text":"But that doesn’t mean they have to redesign their entire strategy. Read on for seven quick, high-ROI tips to improve the buyer experience.","_key":"7c1d63bb29f00"}],"_type":"block"},{"children":[{"text":"Tip #1: Use a calendar scheduler","_key":"b2a21db53bd10","_type":"span","marks":[]}],"_type":"block","style":"h2","_key":"62052d8e8292","markDefs":[]},{"children":[{"_type":"span","marks":[],"text":"One of the simplest ways to get in touch with your prospects faster is to let them book time with your sales team immediately.","_key":"9d396d3710ef0"}],"_type":"block","style":"normal","_key":"4abee69bc9f3","markDefs":[]},{"children":[{"text":"SaaS marketing strategist, ","_key":"33fc2c7841f40","_type":"span","marks":[]},{"_key":"f19c186a572f1","_type":"span","marks":["30077e9aa10a"],"text":"Brendan Hufford"},{"text":", suggests that this new way of booking demos can dramatically speed up the sales cycle in this ","_key":"f19c186a572f2","_type":"span","marks":[]},{"_type":"span","marks":["47a02bd245d0"],"text":"LinkedIn post","_key":"f19c186a572f3"},{"_type":"span","marks":[],"text":":","_key":"f19c186a572f4"}],"_type":"block","style":"normal","_key":"b29b658354e0","markDefs":[{"_type":"link","href":"https://www.linkedin.com/in/brendanhufford/","_key":"30077e9aa10a"},{"_type":"link","href":"https://www.linkedin.com/posts/brendanhufford_but-what-if-theyre-not-qualified-nobody-activity-7028710461533544448-AKAc?utm_source=share\u0026utm_medium=member_desktop","_key":"47a02bd245d0"}]},{"children":[{"marks":["em"],"text":"“If you're going to push for a demo booking, let them book the demo immediately.","_key":"4820d20c47e60","_type":"span"}],"_type":"block","style":"normal","_key":"eead7d9db8e2","markDefs":[]},{"children":[{"_key":"822598f811ff0","_type":"span","marks":["em"],"text":"Just embed a calendar."}],"_type":"block","style":"normal","_key":"3c27419e8e20","markDefs":[]},{"children":[{"_type":"span","marks":["em"],"text":"Marketers act like we can't cancel a meeting.","_key":"f812d6c7fcd80"}],"_type":"block","style":"normal","_key":"234a8a1ecbde","markDefs":[]},{"_type":"block","style":"normal","_key":"b50abad5def8","markDefs":[],"children":[{"_type":"span","marks":["em"],"text":"Like it's some sort of impossible task.","_key":"7db623dde73d0"}]},{"_key":"8576e83576d2","markDefs":[],"children":[{"_type":"span","marks":["em"],"text":"Once somebody books a time, have your SDRs go through those bookings and call them to pre-qualify if they're in a gray area.","_key":"ad7bbedcf7270"}],"_type":"block","style":"normal"},{"children":[{"_type":"span","marks":["em"],"text":"Otherwise, let them keep their booking and talk to an AE immediately.”","_key":"bd9cc3f1ddb20"}],"_type":"block","style":"normal","_key":"4ea10b412141","markDefs":[]},{"_type":"blogImage","alt":"Brendan LI Post","_key":"e6139b3cb556","asset":{"_ref":"image-46ac7230a8333a5f7029c5d94e66f01a4013a5ca-819x563-png","_type":"reference"}},{"_key":"88e15f5896a3","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Brendan also recommends publicly sharing your public interactive demo first.","_key":"030bbc1e23900"}],"_type":"block","style":"normal"},{"_type":"block","style":"normal","_key":"0b9ea1ca6834","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Doing so allows buyers to get familiar with your product and have a more productive, engaged conversation with sales.","_key":"608177c453ed0"}]},{"children":[{"_type":"span","marks":["399325c15888"],"text":"Jason Oakley","_key":"97c57ad3a83e0"},{"_key":"97c57ad3a83e1","_type":"span","marks":[],"text":", Senior Director of Product Marketing at "},{"marks":["c915d87aeab9"],"text":"Klue","_key":"97c57ad3a83e2","_type":"span"},{"_type":"span","marks":[],"text":", also advises marketers to automate qualification and scheduling. He explains:","_key":"97c57ad3a83e3"}],"_type":"block","style":"normal","_key":"413f15b4ddb2","markDefs":[{"href":"https://www.linkedin.com/in/oakleyjason/","_key":"399325c15888","_type":"link"},{"_type":"link","href":"https://klue.com/","_key":"c915d87aeab9"}]},{"markDefs":[],"children":[{"_type":"span","marks":["em"],"text":"“Demo requests should get booked instantly using something like Chili Piper or Calendly. Buyers shouldn’t have to wait days to book a demo.”","_key":"7290d2dfaa730"}],"_type":"block","style":"normal","_key":"0b59a9579daa"},{"markDefs":[{"_type":"link","href":"https://www.linkedin.com/in/annafurmanov/","_key":"631e77307cbf"},{"_type":"link","href":"https://furmanovmarketing.com/","_key":"74229d532bbe"}],"children":[{"_type":"span","marks":["631e77307cbf"],"text":"Anna Furmanov","_key":"1c90e04398ad0"},{"_type":"span","marks":[],"text":", Founder of ","_key":"1c90e04398ad1"},{"_type":"span","marks":["74229d532bbe"],"text":"Furmanov Marketing Consulting","_key":"1c90e04398ad2"},{"_type":"span","marks":[],"text":", agrees:","_key":"1c90e04398ad3"}],"_type":"block","style":"normal","_key":"af76a3de84a3"},{"markDefs":[],"children":[{"_type":"span","marks":["em"],"text":"“Make it easy to schedule a call from your website by using Calendly OR have a Contact Us page. These should be two options for the visitor to your website. You don't need to email sales to schedule a call.”","_key":"d84354c215b80"}],"_type":"block","style":"normal","_key":"3c6d31193dd6"},{"children":[{"_type":"span","marks":[],"text":"Tip #2: Reduce the number of questions and people","_key":"218ebd7e42030"}],"_type":"block","style":"h2","_key":"3de1168ae985","markDefs":[]},{"style":"normal","_key":"0a8fe85554f7","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Leads often switch hands in SaaS companies, and buyers get tired of answering the same questions every time they meet a new person.","_key":"8fdb56d2d2840"}],"_type":"block"},{"children":[{"text":"As ","_key":"2de60c1259570","_type":"span","marks":[]},{"marks":["09466c6d06b3"],"text":"Kyle Lacy","_key":"c0a9cf2f63421","_type":"span"},{"_type":"span","marks":[],"text":", CMO at ","_key":"c0a9cf2f63422"},{"_type":"span","marks":["5597e999a9af"],"text":"Jellyfish","_key":"c0a9cf2f63423"},{"_type":"span","marks":[],"text":", says,","_key":"c0a9cf2f63424"},{"_type":"span","marks":["em"],"text":" “The fewer human beings in the process, the better. Do not hand me off to three different people to help make a buying decision.”","_key":"c0a9cf2f63425"}],"_type":"block","style":"normal","_key":"4ab046298170","markDefs":[{"_type":"link","href":"https://www.linkedin.com/in/kylelacy/","_key":"09466c6d06b3"},{"_type":"link","href":"https://jellyfish.co/","_key":"5597e999a9af"},{"_type":"link","href":"https://www.linkedin.com/in/natalie-marcotullio/","_key":"8d1a44391d03"},{"_type":"link","href":"https://www.navattic.com/","_key":"7338cff79845"},{"_type":"link","href":"https://www.linkedin.com/posts/natalie-marcotullio_looking-to-improve-your-buyer-journey-in-activity-7021834212265578496-4Vz7?utm_source=share\u0026utm_medium=member_desktop","_key":"8379a52a6fd5"}]},{"children":[{"_type":"span","marks":["8d1a44391d03"],"text":"Natalie Marcotullio","_key":"95cb960377b60"},{"_type":"span","marks":[],"text":", Head of Growth and Operations at ","_key":"95cb960377b61"},{"_type":"span","marks":["7338cff79845"],"text":"Navattic","_key":"95cb960377b62"},{"_type":"span","marks":[],"text":", gives marketers ","_key":"95cb960377b63"},{"_key":"95cb960377b64","_type":"span","marks":["8379a52a6fd5"],"text":"several ideas to avoid this situation"},{"_type":"span","marks":[],"text":":","_key":"95cb960377b65"}],"_type":"block","style":"normal","_key":"d5a05a4dd9fe","markDefs":[{"_key":"8d1a44391d03","_type":"link","href":"https://www.linkedin.com/in/natalie-marcotullio/"},{"href":"https://www.navattic.com/","_key":"7338cff79845","_type":"link"},{"_type":"link","href":"https://www.linkedin.com/posts/natalie-marcotullio_looking-to-improve-your-buyer-journey-in-activity-7021834212265578496-4Vz7?utm_source=share\u0026utm_medium=member_desktop","_key":"8379a52a6fd5"}]},{"_type":"blogImage","alt":"Natalie LI post","_key":"42484f1ce10c","asset":{"_ref":"image-a98caf27bb58ed11459d37f2719958a23960ebee-728x822-png","_type":"reference"}},{"style":"normal","_key":"094a7898e9e9","markDefs":[],"children":[{"marks":[],"text":"First, try using data from Clearbit or Keyplay to get accurate third-party data on prospects before they sign up for a call.","_key":"7024fded51900","_type":"span"}],"_type":"block"},{"_key":"a84103f866f4","markDefs":[],"children":[{"_type":"span","marks":[],"text":"But you should also go straight to the source — on your form, ask questions like “Why did you sign up for this demo?” or “Please share anything that will help prepare for our meeting.”","_key":"5cf85f8451090"}],"_type":"block","style":"normal"},{"_type":"block","style":"normal","_key":"5d5781bcd054","markDefs":[],"children":[{"_type":"span","marks":[],"text":"The answers reduces the number of questions sales folks need to ask and enable SEs to tailor their demos accordingly.","_key":"6eaa27d950940"}]},{"_type":"block","style":"normal","_key":"56f6ec481def","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Both of these exercises can help you understand your ICP at a deeper level, allowing you to incorporate more of the information they want and need to make a buying decision upfront.","_key":"835fe76cecf60"}]},{"_key":"278e62af2391","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Tip #3: Ask prospects what they want","_key":"07d3514117ec0"}],"_type":"block","style":"h2"},{"_type":"block","style":"normal","_key":"ff48fe930fd2","markDefs":[],"children":[{"_type":"span","marks":[],"text":"The best way to know what prospects want is to ask them.","_key":"ac280666f0b20"}]},{"markDefs":[{"_type":"link","href":"https://www.linkedin.com/in/longjr7/","_key":"75e43a32e879"}],"children":[{"_type":"span","marks":[],"text":"CEO \u0026 Keynote Speaker at LLJR Enterprise, ","_key":"a91a175c74510"},{"_type":"span","marks":["75e43a32e879"],"text":"Larry Long","_key":"180721574b901"},{"marks":[],"text":", urges marketers to speak with current clients to get a sense of why they bought your product and what might be lacking in your buyer experience.","_key":"180721574b902","_type":"span"}],"_type":"block","style":"normal","_key":"6cfffd2886ad"},{"markDefs":[],"children":[{"_type":"span","marks":["em"],"text":"“Talk to past buyers as well as Closed/Lost deals. Ask them to share their honest experience with your buyer journey. Capturing qualitative data straight from the mouths of those who have experienced it…is PRICELESS!”","_key":"7b698423441c0"}],"_type":"block","style":"normal","_key":"42e8c68144ff"},{"style":"normal","_key":"0f935905da29","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Natalie shares how we try to ask the prospect what they are trying to solve at the beginning before jumping into the demo , adding,","_key":"ab8d93e58d570"},{"_type":"span","marks":["em"],"text":" “The best AEs I’ve worked with will bring this information back up later in the sales process to remind people what they were looking for and how the product addresses that problem.”","_key":"df8c1c9715121"}],"_type":"block"},{"children":[{"_type":"span","marks":[],"text":"Anna also advocates making the discovery call about the prospect:","_key":"6413d3a0c7450"}],"_type":"block","style":"normal","_key":"62c9bc41eba2","markDefs":[]},{"_key":"c76c1db5225d","markDefs":[],"children":[{"_type":"span","marks":["em"],"text":"“A lot of sales decks focus mostly on the product, product features, use cases, etc. Make it more about them and less about you.”","_key":"9634ec143af40"}],"_type":"block","style":"normal"},{"markDefs":[],"children":[{"text":"Tip #4: Audit your sign up or book a demo process","_key":"9749ed86d89c","_type":"span","marks":[]}],"_type":"block","style":"h2","_key":"b64f64c48de6"},{"markDefs":[],"children":[{"_type":"span","marks":[],"text":"Have you gone through your own buyer flow lately?","_key":"3ae8822a74a20"}],"_type":"block","style":"normal","_key":"2a0f6c426190"},{"_key":"b93ee0e4412f","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Chances are the last time you did this was months ago, and the experience probably needs a refresh.","_key":"a9ac1c918bae0"}],"_type":"block","style":"normal"},{"style":"normal","_key":"0063117f1fff","markDefs":[{"_type":"link","href":"https://www.linkedin.com/in/andrewcapland/","_key":"1ad9bc77d9ea"},{"_key":"06b1867db845","_type":"link","href":"https://deliveringvalue.co/"}],"children":[{"_type":"span","marks":["1ad9bc77d9ea"],"text":"Andrew Capland","_key":"97ff684e52250"},{"_type":"span","marks":[],"text":", Founder of ","_key":"97ff684e52251"},{"_type":"span","marks":["06b1867db845"],"text":"Delivering Value","_key":"97ff684e52252"},{"_key":"97ff684e52253","_type":"span","marks":[],"text":", encourages marketers to become a customer themselves."}],"_type":"block"},{"markDefs":[],"children":[{"text":"“Here's a fun exercise: become a customer. Open an incognito browser. Sign up for your product.","_key":"8770b2320a8e0","_type":"span","marks":["em"]}],"_type":"block","style":"normal","_key":"f2fdb4989bf3"},{"markDefs":[],"children":[{"marks":["em"],"text":"Go through the onboarding flow. Then, pull out a real credit card and buy a paid plan. Take notes along the way. I promise you'll be shocked at the stuff you see.”","_key":"827a15f8f1550","_type":"span"}],"_type":"block","style":"normal","_key":"29c9111ab002"},{"style":"normal","_key":"1e9fb0c126f7","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Anna also supports the audit route but takes it one step further,","_key":"fdf77590d1120"},{"_type":"span","marks":["em"],"text":" “Audit your whole website because this is one of the most important parts of the experience. Ask:","_key":"fdf77590d1121"}],"_type":"block"},{"_type":"block","style":"normal","_key":"c87a000d3634","listItem":"bullet","markDefs":[],"children":[{"_type":"span","marks":["em"],"text":"Is your homepage header banner clear and simple, stating who you're for and what is your offering?","_key":"361590d002870"}],"level":1},{"_type":"block","style":"normal","_key":"8334b804516b","listItem":"bullet","markDefs":[],"children":[{"_type":"span","marks":["em"],"text":"Does the header banner image help build that understanding for the viewer, or does it make things more confusing?","_key":"bd76469f38860"}],"level":1},{"style":"normal","_key":"aa4401d01c30","listItem":"bullet","markDefs":[],"children":[{"marks":["em"],"text":"Does your homepage focus more on your product and your company vs. the target buyer's challenges and the value they'll get from using your product?","_key":"38f7ebf7cec50","_type":"span"}],"level":1,"_type":"block"},{"level":1,"_type":"block","style":"normal","_key":"e71c7716f758","listItem":"bullet","markDefs":[],"children":[{"_key":"4287dd8a69690","_type":"span","marks":["em"],"text":"Benefits to the buyer need to be higher up than features of your product. Do you have an easy way for the buyer to \"test drive\" your product?”"}]},{"style":"normal","_key":"3fe2bedc4496","markDefs":[{"_type":"link","href":"https://www.linkedin.com/in/markehuber/","_key":"d13f8809e9ef"},{"_type":"link","href":"https://metadata.io/","_key":"ff58e3e5acfa"}],"children":[{"_type":"span","marks":[],"text":"For sales led companies - ","_key":"4d0d3bf62ac60"},{"_type":"span","marks":["d13f8809e9ef"],"text":"Mark Huber","_key":"4d0d3bf62ac61"},{"marks":[],"text":", Head of Brand \u0026 Product Marketing at ","_key":"4d0d3bf62ac62","_type":"span"},{"_type":"span","marks":["ff58e3e5acfa"],"text":"Metadata","_key":"4d0d3bf62ac63"},{"_type":"span","marks":[],"text":", recommends auditing your book a demo process from ","_key":"4d0d3bf62ac64"},{"_type":"span","marks":["em"],"text":"both ","_key":"4d0d3bf62ac65"},{"_key":"4d0d3bf62ac66","_type":"span","marks":[],"text":"the buyer's perspective and the company's perspective:"}],"_type":"block"},{"_type":"block","style":"normal","_key":"5d863d917c47","markDefs":[],"children":[{"_type":"span","marks":["em"],"text":"“","_key":"790fec0918710"},{"_type":"span","marks":["strong","em"],"text":"From the buyer's perspective","_key":"790fec0918711"},{"_type":"span","marks":["em"],"text":" - review the automated email(s) they receive after booking a demo, when/how they can schedule time for the demo, and who they're scheduling time with (ex: SDR vs. AE).","_key":"790fec0918712"}]},{"markDefs":[],"children":[{"_type":"span","marks":["strong","em"],"text":"From the company's perspective ","_key":"5eb9ef974fdf0"},{"text":"- review the internal notification email(s), the qualification and conversion info in these emails, and when and how new qualified leads are being handed off/routed.”","_key":"5eb9ef974fdf1","_type":"span","marks":["em"]}],"_type":"block","style":"normal","_key":"53370648d673"},{"style":"normal","_key":"c2d244bdb277","markDefs":[],"children":[{"marks":[],"text":"He and his team have used this method to great success:","_key":"499f3b6949b80","_type":"span"}],"_type":"block"},{"_key":"0bf4e09087bb","markDefs":[],"children":[{"_type":"span","marks":["em"],"text":"“We audited our book a demo process last month at Metadata (led by our Senior Demand Generation Manager, Bryttney Blanken). Bryttney created and implemented the existing process we had. After doing the audit, she found things:","_key":"d3bf4ef8e0bf0"}],"_type":"block","style":"normal"},{"children":[{"_type":"span","marks":["em"],"text":"She did not know were happening (and were breaking)","_key":"c9d941b240db0"}],"level":1,"_type":"block","style":"normal","_key":"3a6d38a24c57","listItem":"number","markDefs":[]},{"_type":"block","style":"normal","_key":"130d34504b5e","listItem":"number","markDefs":[],"children":[{"_type":"span","marks":["em"],"text":"The were over complicated and could be simplified for the buyer.”","_key":"6352a507d1840"}],"level":1},{"_key":"7442da27ac33","markDefs":[],"children":[{"marks":[],"text":"Tip #5: Be part of slack or LinkedIn conversations with your ICP","_key":"faace509b8680","_type":"span"}],"_type":"block","style":"h2"},{"markDefs":[],"children":[{"_type":"span","marks":[],"text":"Another way to improve your buyer journey is to engage with potential customers on LinkedIn, Slack, or other channels they participate in.","_key":"b7a9d918dcdb0"}],"_type":"block","style":"normal","_key":"442f4361c72d"},{"markDefs":[{"_type":"link","href":"https://www.linkedin.com/in/olgandrienko/","_key":"5d971fc3cef6"},{"_type":"link","href":"https://www.semrush.com/","_key":"471159142cc1"}],"children":[{"_type":"span","marks":["5d971fc3cef6"],"text":"Olga Andrienko","_key":"9ebebf5a581d0"},{"marks":[],"text":", VP of Brand Marketing at ","_key":"9ebebf5a581d1","_type":"span"},{"_key":"9ebebf5a581d2","_type":"span","marks":["471159142cc1"],"text":"SEMRush"},{"_type":"span","marks":[],"text":", advises marketers to note trends or insights they can use to strengthen their brand story and participate in the conversations customers are already having about your product:","_key":"9ebebf5a581d3"}],"_type":"block","style":"normal","_key":"0b5585dded93"},{"_type":"block","style":"normal","_key":"b4748ebb3573","markDefs":[],"children":[{"_type":"span","marks":["em"],"text":"“Start tracking all of your mentions across social media and forums. Start replying to every mention and tap into the discussions that are already happening about your brand.”","_key":"0b9f51e41b9d0"}]},{"markDefs":[],"children":[{"_type":"span","marks":[],"text":"Natalie puts her own spin on this advice, recommending marketers look for common questions customers or prospects ask about your product or your competitors and create enablement materials that answer those burning questions.","_key":"b75291cc21de0"}],"_type":"block","style":"normal","_key":"0b64f542228a"},{"markDefs":[],"children":[{"text":"She adds, ","_key":"8365943ed4c60","_type":"span","marks":[]},{"marks":["em"],"text":"“Review websites like G2 and TrustRadius to make sure any missing buyer enablement is right where your buyers are actively shopping.”","_key":"6a2e55693b241","_type":"span"}],"_type":"block","style":"normal","_key":"c7cc41a59045"},{"style":"h2","_key":"36ec44525f1b","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Tip #6: Personalize your offers","_key":"b1075fbc9c760"}],"_type":"block"},{"style":"normal","_key":"f8f4cda90b66","markDefs":[],"children":[{"text":"Marketers are constantly publishing new email sequences, and BDRs are leveraging that messaging to death — DMing prospects on LinkedIn, cold-calling them, and even leaving voicemails.","_key":"557280daa7a60","_type":"span","marks":[]}],"_type":"block"},{"_key":"521ad9e8bcf0","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Yet a majority of the time, this outreach is highly impersonal.","_key":"b7db491e755f0"}],"_type":"block","style":"normal"},{"style":"normal","_key":"9a367e2c116f","markDefs":[{"_type":"link","href":"https://www.linkedin.com/in/nickbennett1/","_key":"a81e85d8dc9a"},{"_type":"link","href":"https://www.linkedin.com/posts/nickbennett1_after-3-weeks-at-airmeet-my-inbox-is-overflowing-activity-7027346438560866304-oz2j?utm_source=share\u0026utm_medium=member_desktop","_key":"385a858ccb30"},{"_type":"link","href":"https://www.tackgtm.com/","_key":"bc7bd8b4400c"}],"children":[{"_key":"12490aaa56880","_type":"span","marks":["a81e85d8dc9a"],"text":"Nick Bennett"},{"_type":"span","marks":[],"text":", Chief Customer Officer \u0026 Co-Founder at ","_key":"f0c0a548ecd8"},{"_type":"span","marks":["bc7bd8b4400c"],"text":"TACK","_key":"9604e1f9bf12"},{"_type":"span","marks":[],"text":" pointed out a disturbing pattern when he previously transitioned to a Senior Director of Evangelism role. ","_key":"265b7876121c"}],"_type":"block"},{"markDefs":[{"_key":"385a858ccb30","_type":"link","href":"https://www.linkedin.com/posts/nickbennett1_after-3-weeks-at-airmeet-my-inbox-is-overflowing-activity-7027346438560866304-oz2j?utm_source=share\u0026utm_medium=member_desktop"}],"children":[{"marks":[],"text":"Out of the hundreds of outreach messages he received, ","_key":"7384e56259e2","_type":"span"},{"_type":"span","marks":["385a858ccb30","em"],"text":"none","_key":"12490aaa56884"},{"_type":"span","marks":["385a858ccb30"],"text":" of them were personalized to his interests","_key":"12490aaa56885"},{"text":".","_key":"12490aaa56886","_type":"span","marks":[]}],"_type":"block","style":"normal","_key":"d23c298a923f"},{"_key":"204fcc966144","asset":{"_ref":"image-762859e05be9923a460c1787e089b3f8425165fd-476x405-png","_type":"reference"},"_type":"blogImage","alt":"Nick LI post"},{"_type":"block","style":"normal","_key":"87cd1543b0c5","markDefs":[],"children":[{"_type":"span","marks":[],"text":"\nHe added ","_key":"7ac6cd9591830"},{"_type":"span","marks":["em"],"text":"\"Personalize your communication and offerings based on their past interactions and behaviors. This can be done by using data and insights gathered from their website activity, purchase history, and preferences.\"\n","_key":"8bf8024ff625"}]},{"_type":"block","style":"normal","_key":"5ca25c013494","markDefs":[],"children":[{"_key":"7132aafaf657","_type":"span","marks":[],"text":"Customers and prospects leave clues as to what they want. And as marketers, it’s your job to find them."}]},{"_type":"block","style":"normal","_key":"96c03b9f910f","markDefs":[],"children":[{"_type":"span","marks":[],"text":"So take the time to personalize your communications and offerings. Look at people’s past interactions and behaviors.","_key":"4e8417e9f20c0"}]},{"_type":"block","style":"normal","_key":"96365195139b","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Find ways to track website activity, review customers’ purchase history, collect customer and prospect preferences, and turn those insights into something personal.","_key":"00d6ce80a5760"}]},{"markDefs":[],"children":[{"_type":"span","marks":[],"text":"Tip #7: Share your pricing","_key":"a1aac3e67a600"}],"_type":"block","style":"h2","_key":"254bee4aa326"},{"markDefs":[],"children":[{"_type":"span","marks":[],"text":"A big pet peeve of many B2B buyers is the barrier to pricing. They often have to schedule a call with sales to know whether a product is in their price range.","_key":"b70ed7b0de0d0"}],"_type":"block","style":"normal","_key":"2e412d29300e"},{"style":"normal","_key":"5be2ecf5f525","markDefs":[],"children":[{"_type":"span","marks":[],"text":"But Anna says, ","_key":"7e26ecdd07250"},{"text":"“Unless your product is beyond $100k, you should probably share your pricing.","_key":"cbbc0fb7a65d1","_type":"span","marks":["em"]},{"_type":"span","marks":[],"text":" ","_key":"cbbc0fb7a65d2"},{"marks":["em"],"text":"It's about helping your target buyer buy (in order to help your company sell).”","_key":"cbbc0fb7a65d3","_type":"span"}],"_type":"block"},{"style":"normal","_key":"1bdb57581ecf","markDefs":[{"_type":"link","href":"https://www.linkedin.com/in/erinbalsa/","_key":"52cce73095b4"},{"_type":"link","href":"https://hausofbold.com/","_key":"9f843e7bbd16"}],"children":[{"_type":"span","marks":["52cce73095b4"],"text":"Erin Balsa","_key":"cb0756935ce30"},{"_type":"span","marks":[],"text":", founder of ","_key":"cb0756935ce31"},{"_type":"span","marks":["9f843e7bbd16"],"text":"Haus of Bold","_key":"cb0756935ce32"},{"_key":"cb0756935ce33","_type":"span","marks":[],"text":", couldn’t agree more — at a bare minimum, your website should have some sort of pricing indicator, like \"pricing starts at $X per month.\""}],"_type":"block"},{"_type":"block","style":"normal","_key":"94a45c123460","markDefs":[],"children":[{"_type":"span","marks":[],"text":"She explains, ","_key":"d93fb56cb2e90"},{"text":"“That way, people can get a general sense of whether or not to proceed. They don't waste time sitting on a discovery call and getting grilled only to discover your product is out of budget.","_key":"25a34e4b7da01","_type":"span","marks":["em"]}]},{"_key":"5930356784a2","markDefs":[],"children":[{"text":"And it’s even more important in this day and age because prospects expect it. Erin continues, ","_key":"9691c2a639fc0","_type":"span","marks":[]},{"_key":"5eac7a6f676a1","_type":"span","marks":["em"],"text":"“Transparency is not just nice-to-have, it's expected. The more you can deliver the type of buyer experience YOU would like, the easier your sales process will be.”"}],"_type":"block","style":"normal"},{"style":"normal","_key":"c17d41868d47","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Enhancing the buyer experience doesn’t have to be a rip-and-replace exercise. Simple adjustments to your book a demo flow, your messaging, your engagement habits, and your offers can make a world of difference to your prospects and your bottom line.","_key":"2bd40408ff580"}],"_type":"block"},{"_type":"block","style":"normal","_key":"139f732b1efb","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Want some more pointers? Check out:","_key":"e710c5cc6d53"}]},{"_key":"3d1b62bcca89","listItem":"bullet","markDefs":[{"_type":"link","href":"https://www.navattic.com/blog/product-demos-ads","_key":"16ffcf2b34d9"}],"children":[{"_type":"span","marks":["16ffcf2b34d9"],"text":"Ad Best Practices for Product Demos","_key":"58e2705a35a90"}],"level":1,"_type":"block","style":"normal"},{"style":"normal","_key":"63038a7b3667","listItem":"bullet","markDefs":[{"href":"https://www.navattic.com/blog/increase-conversions-for-interactive-demos","_key":"f663a217ba0e","_type":"link"}],"children":[{"marks":["f663a217ba0e"],"text":"How to Increase Conversions For Interactive Demos","_key":"4dd1ad3103210","_type":"span"}],"level":1,"_type":"block"},{"_type":"block","style":"normal","_key":"e8120794ae9a","listItem":"bullet","markDefs":[{"_type":"link","href":"https://www.navattic.com/blog/saas-growth-strategy","_key":"e755ab90c77f"}],"children":[{"_type":"span","marks":["e755ab90c77f"],"text":"Inexpensive SaaS Growth Strategies for 2023","_key":"5d8d8d6543930"}],"level":1}],"coverImage":null,"slug":"buyer-experience-tips","name":null,"ogDark":null,"defaultOgImage":null,"publishedDate":null,"authors":[{"_id":"4b7fa911-8888-4a48-8808-d782a72a07b6","name":"Natalie Marcotullio","picture":{"_type":"image","asset":{"_ref":"image-0e445e944594aad8fa3b4b8464103ca69b137ef6-200x200-jpg","_type":"reference"}}}],"_type":"blogPost","updatedDate":null,"headings":[{"_key":"62052d8e8292","markDefs":[],"children":[{"text":"Tip #1: Use a calendar scheduler","_key":"b2a21db53bd10","_type":"span","marks":[]}],"_type":"block","style":"h2"},{"_key":"3de1168ae985","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Tip #2: Reduce the number of questions and people","_key":"218ebd7e42030"}],"_type":"block","style":"h2"},{"_key":"278e62af2391","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Tip #3: Ask prospects what they want","_key":"07d3514117ec0"}],"_type":"block","style":"h2"},{"markDefs":[],"children":[{"text":"Tip #4: Audit your sign up or book a demo process","_key":"9749ed86d89c","_type":"span","marks":[]}],"_type":"block","style":"h2","_key":"b64f64c48de6"},{"_type":"block","style":"h2","_key":"7442da27ac33","markDefs":[],"children":[{"marks":[],"text":"Tip #5: Be part of slack or LinkedIn conversations with your ICP","_key":"faace509b8680","_type":"span"}]},{"style":"h2","_key":"36ec44525f1b","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Tip #6: Personalize your offers","_key":"b1075fbc9c760"}],"_type":"block"},{"children":[{"_type":"span","marks":[],"text":"Tip #7: Share your pricing","_key":"a1aac3e67a600"}],"_type":"block","style":"h2","_key":"254bee4aa326","markDefs":[]}]},"nextPost":{"name":null,"title":"Customer Show \u0026 Tell: Eric Holland: Building a Multi-Use Case Demo Center","coverImage":null,"updatedDate":null,"authors":[{"_id":"4b7fa911-8888-4a48-8808-d782a72a07b6","name":"Natalie Marcotullio","picture":{"_type":"image","asset":{"_ref":"image-0e445e944594aad8fa3b4b8464103ca69b137ef6-200x200-jpg","_type":"reference"}}}],"_type":"blogPost","ogDark":true,"estimatedReadingTime":8,"category":{"_id":"5e86cfe8-e844-4fef-a86d-798ddbe2d154","name":"Customer Interviews ","slug":{"_type":"slug","current":"customers"},"color":"orange"},"slug":"customer-show-and-tell-multi-use-case-demo-center","_id":"185c746a-26ce-42d0-b7d9-46815a5a2711","date":"2025-02-12T02:52:00.000Z","excerpt":"Learn how Eric Holland at Klue built a multi-use case demo center to address the varied needs of buyers with Navattic.","defaultOgImage":true,"ogImage":null,"publishedDate":null},"prevPost":{"defaultOgImage":null,"slug":"customer-interview-craig-leblanc","title":"Customer Interview Series: Website CTA with Craig LeBlanc","date":"2023-02-23T14:24:00.000Z","publishedDate":null,"updatedDate":null,"name":null,"ogImage":null,"estimatedReadingTime":7,"authors":[{"_id":"4b7fa911-8888-4a48-8808-d782a72a07b6","name":"Natalie Marcotullio","picture":{"_type":"image","asset":{"_ref":"image-0e445e944594aad8fa3b4b8464103ca69b137ef6-200x200-jpg","_type":"reference"}}}],"excerpt":"See how Craig LeBlanc - Senior Product Marketing Manager at Repsly used Navattic to revamp the company’s product tour.","ogDark":null,"coverImage":{"_type":"image","asset":{"_ref":"image-477e1b4c72843786e4d9c824f27e4bcf98fb1007-2870x1326-png","_type":"reference"}},"category":{"_id":"5e86cfe8-e844-4fef-a86d-798ddbe2d154","name":"Customer Interviews ","slug":{"current":"customers","_type":"slug"},"color":"orange"},"_id":"2a9d4ec9-1f99-4063-b6e3-2c994b92cf36","_type":"blogPost"},"relatedPosts":[{"ogImage":{"_type":"ogImage","asset":{"_ref":"image-d977e05ea2fdc616e4bfc2cfdf61b03022d2e1d3-1200x630-png","_type":"reference"}},"updatedDate":null,"title":"How to Increase Conversions For Interactive Demos","excerpt":" In our State of the Interactive Product Demo 2023 report, we pulled data from over 3,000 demos to determine the best ways to leverage interactive demos. 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