Page 6 - Citrix CXO Workshop

88% 65% the other 35% 1
23
of executive decision- of executives will buy from said they will
makers want to have a the company that defines conduct a fair
conversation, the buying vision and square
not a presentation, for bake-off between
sales-related pitches. the top
competitors
Only
34% Only Only
15%
of buying executives 5% of executives and
think that salespeople of executives believe 9% of IT leaders
usually have relevant that their meetings with will usually accept a
examples or case salespeople are follow up meeting
studies to share valuable and live up to
their expectations

Source: Forrester Wave Research (2013)

© 2016 Engage ESM All Rights Reserved