Page 70 - CSAM2 - Successful Sales Engagement for Cloud Services
P. 70
What Customers Want from Sales
Q. What are the biggest shortcomings you have experienced with technology
vendor sales reps?
Understanding our business 73.6%
needs/requirements
57.2%
Tailoring the discussion to 55.3%
our issues 46.6%
36.7%
Quantifying the value
proposition
Clarifying business impact
Understanding our industry
Product/service knowledge 29.9%
0%
10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Percentage of respondents
Source: 2013 Meta Group Survey of over 600 decision makers from Fortune 2000 companies.
