In this episode we have Vikas Bhambri and Kyle Coleman, the VP of Growth and Enablement at Clari, a company that transforms revenue operations to be more connected, efficient, and predictable. We discuss a mistake that many companies end up making without realizing it and what the interaction is that causes customers to struggle a little more in trying to learn about the product. Often looking up and learning about physical products online is pretty easy and there is a lot of information about it, but when it comes to software, specifically individual software used by various companies, the information is usually inadequate.

How Tom has become an influencer on LinkedIn 1:31
Presales interaction that makes things difficult for the customer: the demo request process 3:10
The role of the SDR 6:29
B to B vs B to C interactions 14:46
How does the buyer want to buy? 22:30

“Make it as easy as possible for people to find out as much as possible about your product so that when you have those conversations, they’re as close to the bottom of the funnel as possible. Buyers want to do research themselves. They are frustrated when they can’t find answers.” 9:28

https://www.linkedin.com/company/clari/