WHEN BUYERS WANT TO HEAR FROM YOU
Many B2B sellers assume buyers don’t want or need to talk to them early in the buying process. According to the “Top Performance in Sales Prospecting” report by the RAIN Group Center for Sales Research, they’re wrong. In their own words, here’s what 488 buyers with $4.2 billion in purchasing power said in the survey on when buyers want to engage with them:
- 71% – When I’m looking for new ideas and possibilities to drive results
- 62% – When I’m actively looking for a solution to fix what’s broken or solve a problem
- 49% – When I’m analyzing a situation and its causes
- 54% – When I’m identifying and evaluating possible providers
- 30% – After a provider response to my request for a proposal or quote
- 2% – I don’t want to engage with providers at all during the buying process
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