Source: SAP [download page]
Notes: Business buyers report receiving an average of 64 approaches from salespeople every week, according to a recent SAP survey, so it may not be too surprising that the most commonly cited frustration they have with vendors is aggressive salespeople (48%). Closely behind, though, 46% cite frustrations with salespeople who lack relevant knowledge and subject matter expertise about their needs. As such, the report separately finds that salespeople are most likely to earn a buyer’s trust by demonstrating high levels of knowledge about their products and services (74%) and the buyer’s organization (52%). That’s important, as respondents rated trust the single most important factor when buying from vendors, beating out experience and cost.
About the Data: The SAP survey was fielded by Loudhouse during late 2014 among 1,220 business buyers from 10 countries with responsibility for buying products and services for their organizations. Some 87% of respondents come from companies with at least ￼￼￼500 million pounds in annual revenues.