Rabah Rahil joins Sarah and Nate to unpack the psychology behind B2B SaaS buying, from "don't get fired" decision-making to buying committees, long consideration windows, and the role of trust and brand affinity.
They also get into why marketing and sales serve different jobs, why a great product needs to come before a big marketing push, and why paid ads are only one way to distribute a message.
00:00 Meet Rabah Rahil
01:00 The psychology of B2B SaaS buying
03:00 Why SaaS buyers are managing risk
05:00 How SaaS buying committees change marketing
07:00 Why B2B SaaS needs omnipresence
09:00 The story behind a consumer purchase
11:00 What B2B SaaS can learn from brand marketing
13:00 The three stages inside consideration
15:00 Why you can't control the buying timeline
17:00 Marketing, sales, and brand affinity
20:00 Why more salespeople won't fix weak pipeline
23:00 Build the product before the marketing machine
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CoHost: Nate Lagos
Twitter: https://x.com/natelagos
LinkedIn: https://www.linkedin.com/in/natelagos/
Tactical and Practical Podcast: https://podcasts.apple.com/us/podcast/tactical-practical/id1752915534
CoHost: Sarah Levinger
Learn more at: https://www.tetherinsights.io/
Twitter: https://x.com/SarahLevinger
LinkedIn: https://www.linkedin.com/in/sarahlevinger/
Instagram: https://www.instagram.com/sarah.levinger/
Watch me on YouTube: https://www.youtube.com/channel/UCKwfjt_7PU5N_2fTfHemXXg
Guest: Rabah Rahil
LinkedIn: https://www.linkedin.com/in/rabahrahil/
Twitter: https://x.com/rabahrahil