Selling to Today's Corporate Buyers

TACK’s 10th anniversary edition of ‘Buyers’ Views of Salespeople’ is one of the few pieces of regular research which asks buyers about their views of supplier salespeople.

• their preferences when it comes to dealing and communicating with salespeople
• their main decision criteria are
• their opinions on how competent they find their supplier salespeople

To ask for your free executive summary, or to find out more or purchase the full report contact us now to ask for details.

The latest report, just published, reveals that the key sales challenge is the difficulty of winning time with professional buyers. The current purchasing environment is that buyers are time-starved and want a rapid response and results, more buyers are focussed on cost reduction and product consistency and there are fewer buying points. 

The challenge for today’s sales forces is how can their companies uniquely place themselves to match their client’s needs.

Some of the key findings on the 'buyers' wish list' include:

• 61% of buyers now turn to the internet first to source new suppliers
• 77% of buyers prefer new suppliers to use email for their initial approach for an appointment
• Marketing knowledge, listening/questioning ability and company knowledge are the top aspects of the salesperson that are most likely to influence the buyers’ decision
• 70% of buyers want salespeople to be much better at assessing their needs over the telephone