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2021 Buyer Preferences Study: Reconnecting with buyers

October 19, 2021

Buyers are becoming harder to please, and sellers are failing to prove their value. Discover how sales organizations can overcome this gap.


Our 2021 Buyer Preferences Study reveals a fundamental shift in the way that buyers engage sellers — and we aren’t done with the changes yet.

Many people toss around the term “the new normal” when describing the after-effects of the COVID-19 pandemic. But, for many sales organizations, few things are normal about the transformation that’s needed to adapt their sales methods to how customers buy.

Read the Buyer Preferences Study for more on:

  • How good are salespeople at virtual selling?
  • What do buyers really think of sellers?
  • What are the top ten deal-breakers and deal-makers?
  • What convinces buyers to move forward with a purchase?
  • How can we overcome the buyer-seller gap?

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