Here are the results of our most recent annual surveys. Our May’17 survey asked U.S. corporate sales heads, “What do salespeople most wish they’d known in advance of their presentation to a prospect?”
May’17. U.S. Market Survey:
We asked U.S. corporate sales heads, “What do salespeople most wish they’d known in advance of their presentation to a prospect?”
The questions asked were:
- Given hindsight, what do salespeople most wish they’d known in advance of their presentation to a prospect? Tick a maximum of three from below.
- Their intended budget
- What the major purchase criteria were
- The nature of vendor competition (i.e. was it a vendor beauty parade?)
- If a favourite had already emerged
- Who was going to be in the room on the day
- What the politics / dynamics of those in the room were
- If all the eventual decision-makers were going to be in the room
- The timescales to completing the purchase
- Whether ‘no decision’ was an option
- In what you consider your ‘main’ pitch presentation, do you believe all the major decision influencers are typically present?
- Do you feel you know which individuals are exerting most influence on the decision in advance of your pitch presentation?
- Do you feel you know which individuals are exerting most influence on the decision by the time you leave the pitch room?
The survey received 233 responses from U.S. Corporate Heads of Sales.
Influencer50 U.S. Market Survey
Feb’15. U.S. Market Survey:
‘As a vendor, what are you most looking for in your Influencer Marketing outreach?’
The questions asked were:
- What pain-points incentivised you to commission an Influencer Marketing program?
- What were the core skills you wanted from your choice of Influencer Marketing partner?
- At the outset of the program what was the single most important outcome you hoped to achieve?
- Having seen the results, what was the greatest surprise in your eventual findings?
- In hindsight, where do you believe you were previously wasting most budget / effort beforehand?
The survey was issued to 890 U.S. Heads of Marketing, resulting in 261 respondents.
Influencer50 Global Market Survey
Fill out this form and download your copy of our May’17 U.S. Market Survey: “What do salespeople most wish they’d known in advance of their presentation to a prospect?”
Fill out this form and download your copy of our Feb’15 U.S. Market Survey: ‘As a vendor, what are you most looking for in your Influencer Marketing outreach?’
