Guest: Steve Brothers, CEO of Splashmetrics

With 77% of millennial buyers avoiding sales interactions until they’ve already made a purchase decision, buyers are consistently clear about what they need: fast, personalized, and self-directed answers.

Yet vendors stubbornly stick to outdated practices, forcing buyers into their processes rather than meeting them where they are.

In this episode of SaaS Backwards, Steve Brothers, CEO of Splashmetrics, explores how modern B2B buyers are reshaping the sales process—and how many vendors are failing to adapt.

He discusses how Splashmetrics bridges this gap by enabling companies to deliver tailored, interactive content journeys that put buyers in control while providing sales with critical insights to close deals more effectively.

Key Takeaways:

The buyer is in control: Buyers prefer to self-educate, completing 80% of their research before engaging with sales. Vendors must adapt or risk irrelevance.
Outdated models kill opportunities: Relying on traditional MQL-driven processes results in 95% of SDR outreach being ignored.
TheSplashmetrics solution: The platform allows buyers to “choose their own adventure,” and bridges the sales-marketing divide to create a truly buyer-centric experience.

This episode is a wake-up call for companies still stuck in yesterday’s playbook.

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Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.

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Ep. 149 - The Buyer Has Changed—Why Haven’t You? How Splashmetrics Delivers the Experience Buyers Actually Want

SaaS Backwards - Reverse Engineering SaaS Success

Ep. 149 - The Buyer Has Changed—Why Haven’t You? How Splashmetrics Delivers the Experience Buyers Actually Want