What do your buyers value most during the pre-purchase phase for their IT products or solutions? Spending quality time with your sales reps? Doing a feature by feature comparison versus your competitors? Hardly. The top 2 most valued activities by buyers are:
- Interacting with your company's technical teams. (e.g., CTO, presales engineers)
- Consumption of vendor content à Financial justification/ROI is #1 here
- 45% of companies indicated that it takes their sales reps 1 to 5 days or longer to find ROI-related sales assets from across their organization.
- 39% of companies indicated that it takes their sales reps 1 to 5 days to find the best fit presales person for their prospects.
A couple of questions to consider as you look within your own organization to resolve these challenges:
Hey, Sales & Marketing. . .You're not Meeting Prospects' #1 and #2 Needs! Reviewed by Ladies Venue on October 19, 2012 Rating: