Understanding Buyer Needs

Date: 2015-11

“Understanding Buyer Needs” examines sales intelligence research, and specifically sales intelligence focused on understanding buyers’ business needs in the B2B market. The report seeks to answer key sales-related questions such as, What do B2B buyers want from their sales representatives and what characteristics are most important to buyers when making evaluation and purchase decisions? How important is a sales rep’s ability to understand buyers’ business needs? Besides the sales rep, what other factors might impact the deal? How does a sales rep’s ability to understand buyer needs impact the buyer’s perception of the solution? How are fundamental changes in the B2B selling environment impacting B2B sales professionals? After analyzing feedback from over 10,000 interviews with B2B buyers globally, Primary Intelligence provides the answers to these questions and more, highlighting which industries, geographies, and deal sizes are most successful when understanding B2B buyer needs. The research also examines indirect benefits from understanding business needs, such as improved buyer perceptions of product quality and a greater likelihood that buyers will recommend solutions to colleagues when sales reps understand their needs.

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