The report was based on data from a survey of 1,245 buyers and sellers in 66 countries who work primarily for B2B companies.
The sellers surveyed say 70% of sales meetings are valuable to the customer, on average.
In contrast, the buyers surveyed say just 50% of meetings are valuable.
More than half (56%) of sellers think they add value to the purchase process most of the time. However, a third of buyers say vendors rarely or never add value, and just 14% say they always add value.
Buyers say just 38% of meetings result in a follow-up, whereas vendors believe 53% of engagements result in a second meeting.
About the research: The report was based on data from a survey of 1,245 buyers and sellers in 66 countries who work primarily for B2B companies.
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