B2B tech companies lose deals because buyers get stuck in the messy middle, where trust, timing, and clarity matter more than features.

Imagine doing everything “right”—great product, strong features, fair pricing—and still losing the deal. That’s the messy middle. Buyers no longer move from awareness to purchase in a straight line. They loop, compare, pause, and doubt.

In this episode of Knack 4 Business, we sit down with Martin Pietrzak, founder of Pinch Marketing, to explain how buyers really decide today.

Martin shares real-world stories from SaaS and B2B tech brands that stopped chasing clicks and started building trust. You’ll learn why the old funnel no longer works, how social proof shapes decisions, and why being helpful and memorable beats being loud.

If your prospects are stalling, ghosting, or choosing competitors, this episode explains why—and what to do next.

🧠 Key Topics Covered

• What the “messy middle” really means for B2B buyers
• Why trust beats product features in buying decisions
• How small tech companies can outsmart bigger brands
• Social proof, empathy, and consistency in B2B marketing
• Why you must earn trust before buyers are ready

🎧 Who This Podcast Is For

B2B tech founders, SaaS leaders, startup teams, channel marketers, and revenue-focused sales professionals.

🚀 What You’ll Gain

Clear insights into buyer behavior, practical trust-building strategies, and smarter ways to win deals without bigger budgets.

👤 Guest Links & Resources

Martin Pietrzak – Founder, Pinch Marketing
🌐 https://www.pinch.marketing/
🔗 https://www.linkedin.com/in/martinpietrzak/

Subscribe to “Pinch Of Series” – quick insights from leading B2B tech marketers
 

🤝 Supporting Contributors (With Thanks)

• Carl Richards – Podcast Solutions Made Simple
• Fred Crouch – Property Wizard
• Jovan Strika – @Hive
• Melanie Webber
   

💼 Sponsors (Best Fit for B2B Tech & SMB Audience)

• Canada Growth Network – CRM + business community
  👉 https://tinyurl.com/3s5d3ayv
• Property Wizard Podcast – Practical real estate insights
  👉 https://tinyurl.com/3psh5bdk
• Notionhive – High-performing business websites
  👉 https://tinyurl.com/35hrnu4a

📢 Calls to Action

📩 Email us: mailto:[email protected]
🌐 Visit: https://knack4business.com/
▶ Watch on YouTube: https://youtu.be/vjHlbTqrsLc
🔗 Read more: https://knack-4-business.ghost.io/the-real-reason-customers-choose-your-competitor
🎧 More episodes: https://tinyurl.com/3rhcpmyd

Disclaimer: Please note that the Knack 4 Business podcast episodes are meant solely for educational and general informational purposes. The information and opinions contained within are not intended to be professional advice on any subject matter. The thoughts, views, and opinions expressed by the participants are their own beliefs and do not represent the views of the podcast hosts or any affiliated organizations.

It is important to note that this podcast is not a replacement for consulting with certified experts in your area who possess knowledge of your unique situation. The hosts of the podcast, along with any participants or affiliated groups, do not take responsibility for any actions taken or not taken based on the information presented in this episode.

It is highly recommended that individuals seek guidance from their advisors in fields such as accounting, law, or other pertinent areas prior to undertaking any actions or making decisions that may impact their financial, legal, or other aspects of life.

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