DiscoverOrg partnered with sales researcher Steve W. Martin to compile this report summarizing the results of Martin’s study with 230 business decision-makers to get feedback on their perceptions of sales people & what resonates with them when being sold.
The survey results might surprise you:
- 70% buyers prefer not to be challenged by new ways of thinking
- Buyers rate two-thirds of B2B salespeople as being average or poor
- Nearly every selection committee has a dominant personality who gets their way
- Most buyers prefer salespeople wait several days before following up after an initial sales call