The main lessons we've observed are – 1: buyers want to be shown what success looks like with your solution - i.e., the buyer journey (what do I actually have

The main lessons we've observed are – 1: buyers want to be shown what success looks like with your solution - i.e., the buyer journey (what do I actually have to do to solve my problem) and 2: the easier you make it for a buyer to walk down this path and solve their problem the more likely they are to partner with you. We've seen teams that take a buyer-first approach have the most success. It takes a lot of work to iterate and refine your sales process to make it more buyer friendly. It parallels the iteration needed to build a smooth onboarding flow.