Changes in the B2B Buying Decisions
A recent study in 2018, undertaken by Sirius Decisions with Chief Sales Officers, confirmed that the B2B markets are increasingly competitive which has resulted in businesses needing to evaluate how they address the manner in which customers like to purchase.
These findings support the requirement for all customer facing people to consistently build a comprehensive level of Insight, not only into their customers, but also the markets in which those customers operate so that they really do understand what is driving their decisions.
These Insights will provide the basis for the business to develop options that ultimately provide real value those customers. This is often missed by sales people most of whom are simply content to understand, at a high level, the initial 'perceived needs' of the client prior to recommending a solution.
Only when real Value is articulated can the vendor be viewed as 'relevant' to the customer.