Buyer Need Features Forrester Price 
Outreach
JUNE 22, 2021
However, if they forget a key product feature (especially when they have a buyer on a Zoom call), it could cost them the sale, wasting all the hours spent on scoring that critical customer meeting. When a prospect asks about your integrations or how you stack up against a competitor, your reps need the answers at their fingertips.
Customer Experience Matrix
DECEMBER 27, 2010
Recognizing that buyers will use the chart to select products no matter what I tell them, I settled on dimensions that are directly related to the purchase process: - product fit , which assesses how well a product matches buyer needs. This is a combination of features, usability, technology, and price.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
The ROI Guy
JANUARY 25, 2017
Although buyers leverage digital more than ever in their decision making process, and as a result appear to engage with reps later in the decision making process (up to 57% of the way through), sales reps still have a big impact, ESPECIALLY if they can intersect early in the buyer’s journey, and with value.
The ROI Guy
SEPTEMBER 22, 2014
Many times, when organizations try to articulate the differentiating value of their solutions, they start with a “solutions first approach”, communicating each feature they perceive as a differentiator and the value these features might deliver. Engage too late and price may be the only differentiator there is.
Mereo
MARCH 26, 2020
you have nothing of which to serve your buyer. And over time, your buyers’ needs you first set out to alleviate change. According to LoSasso research, 34% of B2B buyers say their purchase decisions are driven most by features, while 27% say price and only 39% say brand. A past problem is wiped out.
The ROI Guy
MARCH 15, 2011
Empowered Buyers: Fueled by the Internet, with access to a wealth of resources, research, discussions, product and pricing information, buyers are self-empowered to drive the buying cycle, inviting sales later and later into the decision making process, if at all. Commodity sales professionals are being disinter-mediated.
The ROI Guy
AUGUST 17, 2011
Forced to “do more with less”, these buyers need more consultative advice and help from vendors. Buyers are actively seeking solution partners with a sales & marketing approach focused not on the transaction, but on the outcome. The majority of engagements are perceived as transactional versus value-add.
Expert insights. Personalized for you.
89 
Let's personalize your content