I was reading an IT analyst report on "What Do Customers Really Think About Your Marketing Techniques and Sales Teams?" It raised a number of interesting points about how IT sales were changing and what IT buyers wanted. I was curious to see if those patterns applied to what you are seeing with surveillance sales. (note: hat tip to @kpainc for tweeting an article that linked to this report).
The key points were:
- In preparing to purchase, buyers far more value interacting with vendor technical teams and reading vendor content than they do interacting with sales reps.
- A majority of buyers are reading business and tech blogs at least once a month though they rarely blog or tweet themselves
- Buyers are most motivated to respond to a sales rep if they have already provided them some value (like a webinar or whitepaper).
This slide shows preferences for pre-purchase decisions:
This ranks motivation for returning a sales call:
This shows how buyers are keeping up with tech trends:
So what do you think? Do you see similar or different patterns?