The Mind of Your Target Buyer

Trust, support, and transparency: that’s what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

DiscoverOrg partnered with sales researcher Steve W. Martin to compile this report summarizing the results of Martin’s study with 230 business decision-makers to get feedback on their perceptions of sales people & what resonates with them when being sold.



The survey results might surprise you:

  • 70% buyers prefer not to be challenged by new ways of thinking
  • Buyers rate two-thirds of B2B salespeople as being average or poor
  • Nearly every selection committee has a dominant personality who gets their way
  • Most buyers prefer salespeople wait several days before following up after an initial sales call

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