How B2B Sellers Can Keep Buyers Engaged

9. July 2018.

The gap between B2B buyers and sellers has been growing. More than 70 percent of B2B buyers preferred to wait to engage a seller until the latter demonstrated a clear understanding of its needs, a CSO Insights survey found. Nearly 58 percent of buyers saw little difference among sellers; more than 10 percent saw no difference at all among sellers; and only 23 percent of buyers considered vendor salespeople a preferred resource for solving problems. Sellers are seen as product representatives, not business problem solvers.

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