Gartner: Buyers Demand Less Pitch, More Value-Story

According to a study from Gartner, most solution providers are not providing what buyers need when it comes to content and sales engagements.

From the survey of over 350 decision makers:

> Almost three quarters (74%) say Providers focus too much on their product features and technology, rather than the benefits.

> Nearly half (48%) don’t think Providers do a good job of communicating the business value (outcomes) that their technology and services provide.

> Customer stories and case studies are the best way that providers can communicate differentiation that buyers trust, this according to 70% of the decision makers surveyed.

Buyers have changed and are now more numbers centric, demanding more financial justification, as well as being risk averse, wanting assurances that other customers have achieved significant value and are willing to shout about it.

The challenge: Reshape your marketing content and sales conversations from
pitching-products to better communicating and quantifying your unique value and customer story.

Here are a couple of resources to help:

1) The definitive guide on how to shape your content and sales conversation from product to value: The Frugalnomics Survival Guide: How to Use Your Unique Value to Market Better, Stand Out and Sell More -

2) Schedule a value consultation so we can show you specific examples of how other sales and marketing innovators are better communicating their value and customer success stories -


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