Selling Power People-Metrics Special Edition

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Lesson 1: Reputation carries the most weight.

PeopleMetrics found of all the methods that buyers use to learn about companies, word-of-mouth is still a powerful influence.

Recommendations affect whether a buyer adds any company to the consideration set, and ultimately, the buyer’s purchase decision. According to the research:

• 8 in 10 B2B buyers seek

recommendations from their team and network when putting a list of potential partners together.

• 3 in 4 successful vendors were originally

recommended by someone the buyer knew. Alternatively, just 1 in 3 of rejected vendors was originally recommended.

Early Steps in the Buyer’s Journey 78% 69% 59% 56% 51% 42% 42% 38%

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