Louise Gulliver: buyers’ views are gold dust.

What do buyers think of salespeople? It’s a question we all want to know the answer to, and that’s exactly what training experts TACK International are aiming to do with their latest research – Buyers’ Views of Supplier Salespeople.

Buyers more discerning

This research has been running regularly for over ten years, building a wealth of insight into the changing and prevailing views of anyone involved in business buying. It now provides really valuable information for anyone involved in business development, according to TACK. As buyers become even more discerning with smaller budgets and greater demands, salespeople must differentiate themselves and stand out from the competition to stand a chance of getting through to/in front of decision makers, the company says.

TACK International’s marketing director, Louise Gulliver tells ModernSelling.com: ‘Knowing what customers think of salespeople – what they like, dislike and value – is gold dust,  particularly in 2010 as opportunities are fewer and buyers more discerning. TACK’s regular research into buyers’ views of salespeople is essential reading for anyone involved in sales and marketing and I for one can’t wait for its publication.’

Free copy of the findings

The company is happy to send any readers a free copy of the key findings once published, says Gulliver. Simply email her with your name, job title and company name.

Take part

If you (or a colleague) are also involved in buying products and services for your organisation you can also help contribute to the research: click to take part in the online survey which takes around ten minutes to complete. Please complete your survey response by Friday 21 May.

Hugh Alford: analyst.

TACK International undertakes regular research into different aspects of the sales profession to provide insight to salespeople and sales leaders attending its development programmes. The goal is to make them better sales professionals, able to develop more client-focused solutions and to improve standards in the industry.

The current research is being conducted by senior training consultant Hugh Alford, who is also an experienced research analyst. He has been associated with TACK for 25 years and specialises in sales and marketing training, training the trainer, coaching and mentoring, and project group facilitation.

Alford served on the Sales Qualification Board for five years, launching the full set of sales NVQs in Telesales, Key Account and Field Sales Management. He is also the author of three previous TACK ‘Buyers’ Views of Salespeople’ research conducted in 1997, 2002, 2005 and 2008, as well as the ‘TACK Sales Force Engagement Index Study 2006’.

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