Key Buying Criteria Research
We have the expertise to illuminate the complex factors involved in making a B2B purchase. We find the “jobs to be done” that customers need a solution for, frustrations competitors’ customers have with their current solution, how much price factored into the sale, customers’ favorite features, and much more.
Knowledge of B2B customers’ key buying criteria will help you craft strong product development, marketing, and sales strategies.
Get the answers you need. Our B2B tech specialization gives us the context to ask the right questions of the right people.
The Right
People
- Your current customers.
- Target customers.
- Competitors’ customers.
- Former members of rival sales teams.
The Right
Questions
Such as…
- What jobs do customers want the solution to do?
- Why are customers searching for a replacement solution?
- Are any functionalities lacking in customers’ current solution?
- Which features motivate the decision to buy?
- Are customers using certain features more than expected?
- How much did price factor into the sale?
- Are customers buying multiple solutions from a single vendor?
- Do customers prefer subscriptions or fixed prices?
- How do customers measure a successful deployment?
- Do partners drive decisions to purchase?
- How often are customers lost to DIY?
- How frequently do customers choose to do nothing rather than buy a new solution?
Podcasts & Articles from the Experts
For more on our detailed approach to B2B buying criteria research, check out these blog posts and podcast episodes.
How Craig Walker Killed The PIN
Message Testing: Because Intent ≠ Interpretation
B2B Breakups: 200+ Interviews With The Ones That Got Away
SEO: The Balancing Act of Visibility and Utility
Your Favorite B2B Posts of 2017
An Open Letter To B2B Sales Leaders
Market Research Recruiting: How To Get A Superb Sample
Customer Insights: You Need More Than Market Segmentation Data
Key Buying Criteria: The Path to ‘Yes’
Find Your Competitor’s Achilles’ Heel: Post-Sale Questions for Customers
Running B2B Market Research? 26 Questions to Ask Sales Reps
Need answers?
B2B Revealed Podcast
B2B is a complex and challenging field, but most of all, it is fascinating. Join Sean Campbell, CEO of Cascade Insights, as he shares over 20 years of experience in the B2B market.