Sales from the Buyer's Perspective
ValueSelling Associates and Training Industry, Inc. surveyed 260 companies to explore the opinions of vendor companies and their salespeople from the perspective of the buyer. Our new report summarizes the results of this investigation, providing insights about business-to-business buyers, including these results:
  • Only 34 percent of buyers see vendors as consistently effective in conversations with executives.
  • Buyers are likely to begin their engagement with vendors at any stage of the buying cycle.
  • Many salespeople are viewed as lacking core business knowledge about the buyers they interact with.

Read the report now.