B2B Salespeople’s Most Highly Valued Customer Conversations

July 15, 2014

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    Source: Corporate Visions

      Notes: B2B marketers and salespeople around the world identified conversations in which they create opportunities from the status quo as their most valuable in helping them reach quota. Some 38% chose this as the conversation with the most impact, followed by effective executive conversations (16%), and conversations in which they achieve successful competitive differentiation (14%). Notably, the conversations in which they must demonstrate financial justification and master purchase negotiations are rated the least valued, possibly tied to the finding that they’re also the most pressure-filled.

        Related: Only 1 in 2 Companies Say Sales & Marketing Have a Formal Definition of a Qualified Lead

          About the Data: The data is based on a survey of more than 700 B2B marketers and salespeople from around the world.


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