One of the fundamental questions in sales is, “What does my buyer want?” Surprisingly, very few sales people can answer that question correctly. Note, I said, “correctly.” Every sales person thinks they know what their buyer wants but not many reps actually do. In this episode, we review the latest InsideSales.com research on what buyers actually want.

In This Episode You'll Learn:

• An objective approach to determining what buyers want
• What the top priorities of key buyers are
• The importance of title level and title function

Links and Resources Mentioned in This Episode:

• LinkedIn Post
• Inside Sales Top Challenges Study
• 14: Using Sales Operations to Drive Growth and Productivity w/Leaders from Apttus, New Relic, Xactly, and Splunk