The B2B Buying Disconnect

February 22, 2017

So how closely aligned are buyers and vendors in the world of B2B technology sales? That’s the question that TrustRadius’ director of research, Megan Headley, explored in her recent landmark study. Listen now as she shares her findings on:

  • Which information sources buyers use, find most helpful, and consider most trustworthy, versus the resources vendors focus on providing buyers
  • Which selection criteria buyers care about, versus what vendors think is important to buyers
  • How buyers view the role of vendors, and how vendors try to engage their buyers
  • And, based on these disconnects, what can vendors do differently

To download the full study, visit TrustRadius and also check out one of our Market courses near you to learn how you can align your marketing and sales processes to how your market buys.

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