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Customer View:
Shortcoming of Technology Sales Reps Today
Understanding our business
needs/requirements 73.6%
Tailoring the discussion to A clear need for
our issues 57.2%
outcome-based
Quantifying the value selling
proposition 55.3%
Clarifying business impact 46.6%
Understanding our industry 36.7%
Product/service knowledge 29.9%
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Percentage of respondents
Source: Meta Group Survey of over 2000 decision makers from 600 organizations.
