Industry Insights - Primary Intelligence

The way sellers interact with buyers is changing.

Gartner® predicts that “By 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels.”

As the buyer’s journey shifts to a digital experience, B2B sales teams must evolve to create better buying experiences that increase win rates.

Get insight into how you can optimize digital selling for your B2B organization with this complimentary Gartner report.

Industry Insights: Predicting No Decisions

Predicting No Decisions

Deals that end in no purchase can represent over 30% of lost revenue for some organizations. But, without clear indicators, these “no decisions” can be difficult to identify and monetize. From 1,800 no decisions, we uncovered four indicators to help you identify a no decision before it’s too late.  Our study also includes advice from 125 no decision buyers, who detailed how you can intervene effectively and close a “stuck” deal as a win instead.

How to Win at a Higher Price

How to Win at a Higher Price

It’s true that being a higher priced vendor increases your chances of losing a deal. But your higher price doesn’t have to work against you. In 25% of wins, buyers pick the pricier product. Buyers say these higher priced winners offer the greatest value at the least risk to them. Our study from nearly 900 purchases shows how you can use your higher price as an asset, too.

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Changing Your Sales Outcomes

Your chances of recovering a struggling sale may be greater than you realize. From 1,000 competitive deals, buyers said over 33% of losses could have been won had the vendor done something differently. In most cases, buyers didn’t see price as the problem. Learn how you can save one in three losses without making a single change to your price point.

2017 State of Win Loss Industry Report

2017 State of Win Loss Industry Report

How companies are using win loss analysis to increase revenue

Competition increases each year for B2B businesses. Many companies are realizing the importance of win loss analysis, the study of past sales deals.

As responsible sales, marketing, and product leaders, you must use data-driven analytics to produce actionable intelligence and develop strategies to create a competitive advantage. You know what matters most are the initiatives you’ll take to lead your teams to success.

State of Customer Experience 2016

2016 State of Customer Experience Report

How Organizations Are Leveraging Customer Experience Programs to Build Customer Loyalty and Grow Long-term Revenue

Often referred to as “CX,” Customer Experience helps to explain customers’ overall experiences with their vendors, including the discovery phase, evaluation of products and services, sales engagement, usage of solutions, any service and support interactions, and eventual “end of life” or replacement of the product.

Much has been written about Customer Experience Analysis in the recent past. While Customer Experience initiatives are most visible in the Business-to-Consumer (B2C) market, the prevalence of customer focused organizations continues to gain traction in Business-to-Business (B2B) settings as well, particularly as B2B managers increasingly hold the same expectations of customer service for firms they do business with in their personal lives as those in their professional lives.

B2B Vendor Success Report

B2B Vendor Success Report

How Understanding Buyer Perceptions Can Increase Vendor Win Rates and Improve Customer Engagement

Although most buyers are keenly interested in features and functionality, factors related to company performance also matter. This report analyzes eight company-related factors—such as reputation, service and support, and vendor financial viability—that buyers use when evaluating vendors in competitive B2B sales opportunities.

Primary Intelligence analyzed research from over 10,000 purchase decisions during the past eight years to uncover what’s most important to buyers from a holistic, company-based perspective. We also show how these perceptions have shifted in the recent past. Additionally, we uncover differences between buyers in different parts of the world and in different vertical industries in terms of their perceptions of how well vendors are performing in these company-related categories. Finally, we offer strategies and recommendations vendors can use to improve how buyers perceive them from an overall corporate perspective.

B2B Buyer Loyalty

B2B Buyer Loyalty Report

How Sales Engagements Can Influence Product Perceptions, Referrals, and Future Business

Nearly every business has metrics to measure “stickiness,” often referred to as Key Performance Indicators, or KPIs. This report analyzes three important leading indicators—product quality, recommendation likelihood, and future business—that were collected from decision makers in over 10,000 B2B purchase decisions during the past eight years.

We uncover the most important loyalty indicators and share findings that demonstrate why it’s important to stay in touch with buyers, even when a deal was lost. We show the relationship between buyers’ overall happiness with their purchase decision and loyalty metrics. Additionally, the study includes recommendations for how sales teams can effectively leverage KPIs to increase buyer loyalty and win more deals.

Industry Insights: Understanding Buyer Needs

Understanding Buyer Needs Report

How Sales Effectiveness in Understanding Buyers’ Business Needs Drives Improved Win Rates and Increased Satisfaction

Despite the obvious importance of understanding buyer needs, most sales reps perform poorly. Only 43 percent—less than half of the over 10,000 buyers Primary Intelligence interviewed—rated their sales team as “excellent” in understanding their business needs.

In compelling industry research that analyzes buyer feedback from over 10,000 interviews with B2B decision makers, Primary Intelligence evaluates sellers’ ability to understand buyer needs.

Find out how Primary Intelligence can help you