For the fifth straight year, the number of sellers meeting or exceeding their quotas has dropped, with slightly more than half (53 percent) of all sales organizations hitting their target numbers. The reason it’s so tough to sell? Today’s buyer expectations are changing faster than today’s sellers can adapt and evolve, creating a chasm that sales organizations are struggling to close.
B2B buyers are consumers first. They expect the same personalization, transparency, fulfillment and streamlined ordering processes they experience when they make B2C purchases. However, sellers are slow to adapt to changing buyer demands and in many cases, the way organizations sell is misaligned with the expectations of the marketplace.
"The Growing Buyer-Seller Gap: Results of the 2018 Buyer Preferences Study” from CSO Insights, the research division of Miller Heiman Group, explores the growing gap between business buyers and sellers. Surveying 500 B2B buyers at mid-to-large sized companies around the world, this study uncovers:
- How B2B buyers perceive their interactions with sellers
- The buying process challenges and obstacles faced by today’s sellers
- What buyers want from their sellers
To learn more about the gap between today’s buyers and sellers, and how sales organizations can start moving closer to their buyers, download “The Growing Buyer-Seller Gap: Results of the 2018 Buyer Preferences Study” today.