Ep. 177 - Why “Book a Demo” Is Killing SaaS Growth

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Guest: Braydan Young, Co-Founder and CEO at SlashExperts

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Buyers don’t want another “book a demo” button—they want proof from people like them.

In this episode, Braydan Young, Co-Founder and CEO of SlashExperts (and previously co-founder of Sendoso), joins host Ken Lempit to share how buyer-led growth is reshaping SaaS sales and why the old way of running references at the end of the deal cycle is broken.

Key insights from this episode:

• Why moving customer references earlier can shorten sales cycles by 4–6 weeks
• How authentic peer conversations double conversion rates compared to demos
• What CROs can learn from Sendoso’s hypergrowth—and its “we grew too fast” moment
• Why handwritten notes and simple gifts outperform flashy, expensive ones
• How to turn the “dark funnel” into a competitive advantage

If you’re a B2B SaaS CMO or CRO looking to accelerate pipeline, increase deal size, and close faster with fewer wasted demos, this episode is a must-listen.

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