What Are Your Buyer’s KPIs?
Knowing the buyer’s KPIs is essential if you really want to understand the motivation and behaviour of the professional buyer. But how well do we know what motivates the professional buyer?
We have just published a research on this topic via Buyer Insights. It presents a dashboard of the KPIs that motivate the professional buyer. Some of the KPIs will surprise you. They show that hard-balling suppliers over price is certainly not ‘the only game in town for the buyer’.