B2B Buyers’ Biggest Frustrations With Vendors

February 24, 2015

SAP-B2B-Buyers-Biggest-Frustrations-With-Vendors-Feb2015Source: 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.

      Related: [Debrief] Reaching and Influencing B2B Buyers and Decision-Makers

        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.

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