B to B Buyer Need Price Product 
KoMarketing Associates
OCTOBER 18, 2017
Although B2B marketers are now offering a wide array of products and services, new research suggests that B2B buyers are still challenged to search, identify and choose the right solutions for their needs. B2B buyers are also challenged because marketers do not understand their needs (31 percent) or their company (30 percent).
The ROI Guy
NOVEMBER 29, 2010
Marketing needs to develop content and assessment tools to help sales professionals add value earlier in the sales process, helping to morph current product / solution sales methodologies towards value selling engagements.
Webbiquity
JANUARY 3, 2012
Buyers are better informed (and expect sales reps to be better informed about their industry and likely challenges as well), and often need only a few key questions answered (most critically, price) by the time they contact a sales person. The Future of Buyer Relationships by Business2Community.
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