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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%
55.3%
Tailoring the discussion to 46.6%
our issues
Quantifying the value
proposition
Clarifying business impact
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: 2013 Meta Group Survey of over 600 decision makers from Fortune 2000 companies.
