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Report DiscoverOrg Why Didn’t They Buy? A Deep Dive into Buyer Preferences

Why Didn’t They Buy? A Deep Dive into Buyer Preferences

Past experiences with salespeople affect buyers a lot - as does the industry and department they work in.

DiscoverOrg partnered with sales researcher Steve W. Martin to do a comprehensive study of 230 business decision-makers and got their thoughts about how and why they made their decisions.

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Report Snap Shot

The survey results might surprise you:

  • Some departments and industries are more likely to stick with an industry-leading product vs trying a new one
  • Buyers who have a favorable view of salespeople are willing to take risks. Here’s who’s not
  • Buyer’s regret is real - but 70% of the time, it’s not the salesperson’s fault