BSVI buyer seller value index 2016
14 TOP CLUES TO UNLOCK THE TRUTH ABOUT THE GAP BETWEEN BUYERS AND SELLERS
Buyers engage salespeople earlier than previously assumed, but globally $1.4Tn is wasted on pointless meetings between buyers and sellers.
I am delighted to announce that on April the 13th 2016 Altify, the global leader in smart sales transformation, released the inaugural Buyer / Seller Study, a one-of-its-kind research study with simultaneous input from both buyers and sellers. The study is a collaborative initiative between Altify and iDDea (formerly IDD Consult). It brings buyers and sellers together, for the first time, to help buyers better understand the seller’s perspective and to guide sellers to add more value to the buyer by fully appreciating the buyer’s point-of-view. It examines empirically the gap between buyer and seller perspectives and the economic cost of misalignment. The study’s findings are based on quantitative analysis of the submissions of 1,245 respondents from 66 countries between February 16, 2016 and March 24, 2016. Comparative analysis of each of the data points for both buyers and sellers was undertaken to establish absolute and relative perspectives