Noyer, the disruptive product demo startup, designed its trendy sales experience platform to help SaaS salespeople connect seamlessly with their prospects. It uses custom, no-code interactive demos that are fully optimized to maximize the B2B sales process.
Walnut’s goal is to perfect the B2B shopping experience. This prompted its founders to minimize and simplify the sales process rather than adding another layer of complexity to it. The goal from day one has been to revolutionize the B2B sales process and rebuild every shopping experience from the ground up.
This is why the startup has not stopped equipping salespeople with its revolutionary SaaS solutions. Walnut has also worked to give recipients of B2B sales transactions a very real voice through its viral #WeAreProspects campaign.
The struggle to sell…and the biggest battle to buy (especially in B2B sales)
Selling is a complex and increasingly difficult process. The internet has brought the world closer together, which has naturally increased competition. Target audiences are also easily accessible. But it can lead to a case of analysis paralysis when sales departments try to spread their budgets across a variety of sales channels and opportunities.
While selling remains a complicated challenge, buying doesn’t get any easier either. In fact, the buying process has become more complicated than ever. Even for B2C interactions – which have thrived in the 21st century online marketplace – the buying process remains intensive and, at times, even overwhelming. Consumers must navigate through an endless myriad of advertisements thrown their way. They have to choose between countless options and different communication channels to engage and make a purchase.
And yet, the B2C selling experience is, in many ways, better than it has ever been. Consumers have the opportunity to learn about products. They can both search for (and provide their own) real reviews. Consumers can ask questions and search for answers. They can conduct research that helps them connect their own pain points and concerns to solutions that work best for them.
Traditional barriers to the B2B sales process
By contrast, B2B sales are arguably more difficult, especially in the complex world of SaaS platforms and software. For the B2B sales process, there are many obstacles that stand in the way of an effective sales experience.
For example, sales leads often have to go through a myriad of different steps to get closer to a product. This is problematic because, according to Forrest, three out of four B2B buyers would rather inquire than speak with sales professionals to learn more about products and services. In other words, they need access to assess their needs and how a particular product might meet them. When a product remains elusive throughout the early stages of a sales funnel, it can dampen the sales experience and, at times, even kill it prematurely.
Additionally, many organizations also focus on the salesperson rather than the prospect. They use seller-centric sales strategies that focus on the performance of a salesperson or sales team rather than focusing on the prospects themselves.
Data silos and fragmentation
Data silos also restrict the ability of many companies to present themselves at their best in the B2B sales department. This means that marketing teams and sales reps don’t always have the most relevant and detailed information available when interacting with a prospect.
All of this leads to a stagnant and even frustrating B2B sales experience – and the proof is in the pudding. A recent report published by Gartner claims that almost 80% of respondents used the phrase “very complex or difficult” to describe their most recent purchase. It doesn’t help that the average SaaS B2B sales cycle is 84 days. This is equivalent to spending an entire quarter making a purchase.
The B2B sales experience is clearly broken, and it’s high time for innovators to do something about it. The B2B sales process needs to make a change that brings it closer to the B2C model it works so much better. This is where Walnut comes into play.
The #WeAreProspects campaign rewrites the B2B sales experience
In response to the malfunctioning of the B2B sales process, Walnut launched its new viral campaign, #WeAreProspects. The brand designed the initiative to draw feedback from others on how they might want to improve their B2B shopping experiences.
The campaign highlights specific instances of poor sales experiences for shoppers. It also offers discount solutions to those purchase-related struggles. These focus on targeted B2B sales solutions, starting with Walnut’s innovative and industry-leading sales demo platform.
Walnut has focused its entire business model on improving the B2B selling experience. But that doesn’t mean the company has been exclusive in promoting its own products and services during the #WeAreProspects campaign. It has also brought a number of other companies on board with tools that also complement B2B sales.
For example, Dooly helps improve Salesforce hygiene. Postal helps automate offline marketing. Other partners, SimilarWeb, Contractbook, Sales Assembly and Cloudshare, also bring their own unique B2B sales support.
By offering cloud-based solutions to potential buyers, the #WeAreProspects campaign delivers relevant 21st century solutions that are flexible, scalable and affordable. They can improve the B2B sales process in the present while preparing businesses for future success.
#WeAreProspects — All of us
The #WeAreProspects initiative focuses on one thing: bringing the focus back to the buyer. It brings the power of industry-leading SaaS sales solutions to the B2B sales process.
In doing so, Walnut and its partner companies are attempting to redesign the unnecessarily complex buyer’s journey. Current efforts are holding back the adoption of the SaaS platform. They collaborate to collectively simplify the shopping experience between businesses. Walnut hopes to create a more seamless and faster experience for buyers and sellers.
This is a necessary and long overdue change in the B2B sales process. After all, in the words of Walnut CEO Yoav Vilner, “we’re all somebody else’s prospects.”