Sales from the Buyer's Perspective

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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.

Sales From the Buyer's Perspective
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"The buying cycle does not always start at the same place, and a vendor’s sales representatives need to be proficient at engaging with buyers at any entry point into the buying cycle."

Read our report to learn more:

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. 

Chris Merullo Testimonial
"A reminder that point-of-contact representatives are managing actual ethics and perceived ethics from the view of buyers companies."

Chris Merullo, Director of Operations

Genevieve Seimears Testimonial
"From a marketers perspective, this report reinforced the idea of the importance to grow the communication touch points of the sales function."

Genevieve Seimears, Marketing Coordinator