What one thing most separates winning sellers & vendors? Research* of over 700 B2B transactions...
... asked the buyers in each transaction
to rate the winning vendor versus
the 2nd place competitor
on 42 factors.
🟨 The SINGLE biggest difference? 🟨
In first place among 42 factors was:
"They educated me with new ideas or perspectives"
🟥 This was DEAD LAST for the 2nd place option. 🟥
__________________________
Something new
definitionally means
the buyer wasn't considering it previously.
→ They didn't put it in their RFP.
→ They didn't mention it when you asked.
→ They legitimately weren't thinking about it at all.
But they should be.
__________________________
🟩🟩🟩 ACTION 🟩🟩🟩
Answer this question NOW:
→ What is it that your market is not considering
that no one else is telling them,
and they need to know?
(𝗧𝗼 𝗯𝗲 𝗰𝗹𝗲𝗮𝗿: 𝘁𝗵𝗶𝘀 𝗶𝘀 𝗹𝗶𝗸𝗲𝗹𝘆 𝗮 𝗹𝗶𝘀𝘁, 𝗻𝗼𝘁 𝗮 𝘀𝗶𝗻𝗴𝘂𝗹𝗮𝗿 𝘁𝗵𝗶𝗻𝗴)
__________________________
with a business hitting growth plateaus
▶️ REACH OUT ◀️
and we can diagnose (and improve) your GTM.
*Research by the RAIN Group
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