B2B Vendor Success eBook - TruVoice from Corporate Visions (Formerly Primary Intelligence)

B2B Vendor Success eBook


B2B Vendor Success

Understand 3 Buyer Perceptions to Increase Win Rates in Close Competitions

Primary Intelligence analyzed research from over 10,000 B2B purchase decisions since 2008 and identified perception factors most important to buyers from a holistic, company-based perspective. Of course B2B buyers are most interested in product features and functionality when evaluating vendors. But these 3 key findings related to the buyer’s perception of your company can tip the scale for you… or against you, especially in a close competition.

Company-related factors we studied include criteria such as:

  • Reputation
  • Customer references
  • Service and support
  • Financial viability
  • Experience in a buyer’s industry
  • Long-term future direction
  • Delivering what was ordered
  • Vendor size