With the Internet, the Great Recession, and intensification of competition in many industries, the way buyers buy has changed. Buyers are busier, they have more choices, and they are better informed than ever.
So what are the companies that are bringing in new customers and growing their accounts doing that’s different?
To find out, we went to the source: buyers themselves. We surveyed over 700 B2B buyers responsible for $3.1 billion in annual purchases. We wanted to know what the winners of actual sales opportunities are doing that’s different from what others are doing.
Seven factors rose to the top as those that most separate winners from second-place finishers. These are what tipped the scales in favor of the selected provider: