Effective discovery calls should focus on the buyer, their problems, and their desired outcomes. However, there’s a disconnect between what buyers want and what they’re getting from salespeople in these early interactions. Buyers prioritize sales meetings that focus...
It’s pretty simple, most buyers just won’t respond to cold outreach. But why? In ASG’s recent comprehensive buyer survey, buyer’s were pretty clear: they will respond, but only if the approach focuses on them and not the seller. The data shows that 50% of buyers would...
Salespeople have long operated under a set of assumptions about what buyers want and need during the sales process. A Sales Growth Company decided to test those assumptions. We conducted a survey of over 1,200 B2B buyers that revealed some startling disconnects...
Half of all B2B purchases fail to solve the intended business problem. This widespread issue stems from a critical gap – buyers often don’t fully grasp the problem they’re trying to address, leading them to invest in ill-fitting solutions. These organizations are...
I rarely make purchases on behalf of the company. I have the opportunity to make plenty of them but it rarely happens. Why? Firstly, because I’m afraid. It’s not my money that I’m spending but I am entirely responsible for it. If the purchase is wrong, that falls on...
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