Vendors have a better shot at closing deals for large-scale B2B software purchases when they are upfront and honest about the quality of their products, a new study suggests. There is a bit of a trust gap between what is promised in negotiations for these deals and what actually is provided, indicates the poll of more than 650 technology vendors and buyers. Eighty-five percent of participating vendors claimed to be upfront about their products’ limitations, but only 37 percent of customers said the vendors met their expectations for honesty.
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Honesty Proves Best Policy for Closing B2B Deals: Study
Posted by: David Jones April 23, 2018 11:25 AMVendors have a better shot at closing deals for large-scale B2B software purchases when they are upfront and honest about the quality of their products, a new study suggests. There is a bit of a trust gap between what is promised in negotiations for these deals and what actually is provided, indicates the poll of more than 650 technology vendors and buyers. Eighty-five percent of participating vendors claimed to be upfront about their products’ limitations, but only 37 percent of customers said the vendors met their expectations for honesty.