How to Influence B2B Buyers' Purchasing Decisions

-

If you want to influence B2B purchasing decisions, start by uncovering the potential buyer's full set of concerns and needs, according to recent research from RAIN Group.

The report was based on data from a survey conducted in 2020 among 528 buyers and sellers around the world.

Some 71% buyers say that a salesperson's leading a thorough discovery of their concerns, wants, and needs is highly influential on their purchasing decisions.

Other effective approaches include showing what's possible/how to solve a problem (68% of buyers cite that as having a high influence on their purchasing decisions), listening (68%), making a clear ROI case (66%), educating with new ideas and perspectives (64%), and clearly communicating value (60%).


About the research: The report was based on data from a survey conducted in 2020 among 528 buyers and sellers around the world.

Source link

Share this article

Recent posts

Why Social Media Should Leave Your Marketing Department

Before becoming a pre-eminent customer experience thought leader...

How to Generate Leads: A (Mostly) Complete Guide for Marketers [Infographic]

Effectively generating leads often requires following a lengthy path that includes everything from developing a strategic plan to measuring performance. This infographic from Orbit...

Grammar's Effect on Company Reputation

Most people say their perception of a company...

How Not to Over-Automate Email Sequencing

Imagine a time before email-sequencing software. Imagine spying...

Top Five ABM Content Marketing Mistakes

Account-based marketing is hot in B2B sales because...

Popular categories

LEAVE A REPLY

Please enter your comment!
Please enter your name here

Recent comments