More than half of your buyers say that if you can’t demonstrate that you have good ideas for solving their business problems, they won’t buy from you. That's why "thought leadership" is important.
When asked whether a provider with a good idea means a prospect is more likely to buy from that supplier, 30 percent of respondents said "yes." Of that 30 percent, 54 percent said they’d consider sole sourcing the project. Buyers look for "ideas" first
The other important element is that information technology buyers rank "peer" advice and experience right at the top of all buying influences. Research, in other words, inherently is social. You draw your own conclusions about what that means for use of social media.
In addition to talking with peers, buyers also rank talking to analysts and advisors as the second most important source of information. Information gathered from web searches ranks third in importance when IT buyers are conducting their research. IT buyers do their own research
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