The Disconnect Between B2B Tech Buyers and Vendors

The Disconnect Between B2B Tech Buyers and Vendors

• May 15, 2018
• Dan Hoff
• 0

by Ayaz Nanji

It seems that today, B2B technology vendors tend to focus on a number of marketing and sales tactics. And it also seems that their buyers don’t find those tactics especially useful or trustworthy. This is according to recent research from TrustRadius.

Are Buyers from Venus and Vendors from Mars?

The report indicates that buyers use five different sources of information, on average, to evaluate B2B technology vendors. And that the most influential information sources in evaluating vendors are their prior experiences with the product. After that, they found free trials/accounts, product demos, and referrals from friends/colleagues/peers to be most helpful. And the buyers also rank these four sources as the most trustworthy.

But vendors don’t seem to be recognizing these facts. And, in that, are missing opportunities they otherwise might gain. To see more of the data and some added insights, read the full article at MarketingProfs

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