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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
"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