Buyer Need Forrester Personalization Price 
Outreach
JUNE 22, 2021
Our K nowledge AI A ssistant, or Kaia, surfaces the information your reps need on a Zoom call at exactly the moment they need it. Sales managers don’t have time to analyze 100 percent of their reps’ communications and provide personalized feedback. Or they might bring up our position on the Forrester Wave report.
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.
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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. What feedback are they receiving in-person?
The ROI Guy
SEPTEMBER 22, 2014
A whopping 76 % of the deals don’t go to the company that wins the competitive bake-off, where features make a difference, rather the win goes to the solution provider who engages early to help the buyer establish the buying agenda (Forrester). Engage too late and price may be the only differentiator there is.
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
NOVEMBER 29, 2010
This requires the right content at each stage of the buying cycle; Information Overload –buyers are inundated with more marketing messages over more channels than ever before, becoming overloaded and confused, leading to stalled decision cycles.
The ROI Guy
JANUARY 17, 2011
As today’s buyers are empowered by the Internet to do their own research and drive their own purchasing due diligence – engaging sales later than ever, or not at all – easy to use versions of these diagnostic tools need to be on-line, readily available, interactive and personalized to empower self-service research.
Expert insights. Personalized for you.
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