New eBook: Understand 3 Buyer Perceptions to Increase Win Rates in Close Competitions
Understanding what B2B buyers consider when new vendors sell to them may seem challenging, but it doesn’t have to be. Knowing what criteria are most important to buyers from an overall company perspective can be the glaring difference of winning or losing business from those companies. And of course, you don’t want to lose.
When Competitive Price Discounting Becomes Your Company’s Biggest Weakness!
The company’s strategies were not working. In fact, the majority of their loss deals, the buyer had a budget that was OVER the total cost proposed, and they ended up spending more money with the competitor. So why were they losing on price?