Inside the report : Possible recipes for growth
Growth is partly based on customer retention and customer success. How to define this success?
Is it the salesperson or the customer who should define it?
Recipe 1: Segmentation
You can’t do everything for every customer company…
Recipe 2: Accurately measuring
You can’t improve what you don’t measure well…
Recipe 3: Execution
You better finish what you started…
Recipe 4: Closing the loop
It is not about your company…
About the report
We're pleased to share our first research report, The Buyer's Code. It helps sales leaders understand today’s buyers better and find new opportunities in 2024.
Based on 203 semi-structured interviews with both sales and purchasing managers, we found a serious and increasing misalignment between selling and buying organizations. While the future will bring even more technological innovations, the results of the report show that the buyer’s side is much better prepared and has stronger, well-established processes—something the sales side will have to catch up with. We explain in detail what the buyer’s side thinks and acts, and how to increase their efficiency in managing their hundreds of suppliers.
About us
Intenz : With proven methods from sales research and experience from hundreds of sales companies, we will help you find the way to a better-performing sales force – whether it is through the development of sales, better leadership, or a stronger culture. Rasmus Kej Åradsson is a partner at Intenz.
EvaluationsHub is a customer feedback and client success software to help B2B businesses and consultants accurately measure and automate customer health scores using any metric or KPI. Dr. Bert Paesbrugghe is the founder of EvaluationsHub and the author of The Buyer’s Balance: what your customers want to share with you. He is also an associate professor of sales and purchasing at IÉSEG School of Management in Paris.
Customer satisfaction in B-to-B is based on how much and how consistent you can exceed your customer’s expectations.
Challenges you might face
Selling executives shared their main challenges related to managing customer relationships.
- Customers are changing, but we don’t know in which direction to follow them
- It is difficult to proof the strategic value of our offer
- Satisfied customers are not always loyal customers
- The buyer is not always ready to pay for innovations
Stay ahead of the curve
Discover the key factors that influence purchasing decisions in the B2B landscape. From budget constraints to strategic priorities, gain a clear understanding of what drives your potential clients.
Take the quiz
Find out how strategic your sales offer is to your prospects or customers
What’s in it for you?
The Buyer's Code is not just a report; it's a backbone for better understanding the complexities of B2B buyer behavior. With detailed analyses and practical guidance, it serves as a critical document for businesses aiming to improve their level of customer orientation.
The missing
link
How to
fix it
How to keep
it well
What we found out
Find out more about the authors of this report
Digital Sales Room
A digital sales room gives buyers and sellers a central, online location to communicate and negotiate throughout the sales cycle. Use this resource hub to learn more about digital sales rooms and their benefits for revenue teams and buyers.
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Question Bank
A Powerful, flexible platform
A digital sales room gives buyers and sellers a central, online location to communicate and negotiate throughout
A digital sales room gives buyers and sellers a central,
A Powerful, flexible platform
A digital sales room gives buyers and sellers a central, online location to communicate and negotiate throughout
A digital sales room gives buyers and sellers a central,
A Powerful, flexible platform
A digital sales room gives buyers and sellers a central, online location to communicate and negotiate throughout
A digital sales room gives buyers and sellers a central,
