Although B2B buyers are most interested in product features and functionality when evaluating companies, buyer’s perception of your company can sway their decision in your favor (or not). Primary Intelligence discovered that 20% of buyers, approximately 1 in 5, rate vendors as “poor” in most company-related criteria.
While solution capabilities are typically the most important aspect in B2B sales evaluations, consideration of how vendors are perceived overall – including vendor reputation, service and support, and future direction – are also influential in the final decision.
How can you improve buyers’ perceptions of your company? Here are three best practices you can implement at your organization.