What buyers demand: What buyers typically get:
Products and services that best suit their needs/wants
generate or save real dollars and services for the wrong reasons on price alone salespeople who create genuine followed by an obvious generic sales pitch. value before signing agreements. Accurate, unbiased and plausible business cases for their purchase spec sheets.
Salespeople selling the wrong products
High value contact time with Salespeople asking irrelevant questions
Little, if any, connection to the buyer’s specific needs or wants.
Generic, boiler-plate proposals