The percentage of B2B buyers who consider the following factors highly influential in their purchase decisions:
- Leading a thorough discovery of my concerns, wants, and needs
- Showing me what’s possible or how to solve a problem
- Listening to me
- Making the return on investment (ROI) case clear to me
- Educating me with new ideas and perspectives
- Communicating their value
- Connecting with me and building rapport
- Developing a relationship with me
- Gaining my attention and keeping me engaged virtually
- Differentiating from other sellers
- Collaborating and interacting with me virtually
- Using technology when leading a virtual sales meeting
- Using tools that demonstrate the value of their offering
- Reaching out to me to set meetings by phone, mail, etc.
- Negotiating with me
