Face-to-face and phone contact with sales representatives continue to rank highest among B2B buyers considering, evaluating, and purchasing products, as well as in product-loyalty decisions.
Executive buyers overwhelmingly believe that the strongest differentiator is when vendors understand the buyer’s business and prescribe tailored solutions – yet only 27% of Executives find Salespeople knowledgeable about their business (Forrester research). And with the average buying committee consisting of 5.4 buyers (across multiple departments), it is critical for sales to be able to connect with each member of the committee and address their concerns.
A Sales Playbook is a robust tool for the B2B sales professional that takes them from a point of market and customer understanding through a successful sale. It helps improve sales confidence, enhance credibility, improve customer satisfaction (by being more customer centric), and ultimately leads to an increase in sales and revenue.