The human touch remains a crucially important part of the buying experience. According to this study, 50% of tech buyers and decision-makers at large companies expect an in-person, face-to-face demo when making their final IT buying decision. Show do not tell. Your customers want to see your product in action and get a feel for how it works – simply describing the tool is not enough. Research shows that 73% of executives prefer to work with sales executives referred by someone they know. Vendor websites are amongst the most popular ways for buyers to find out about your technology products.
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