Customers are demanding much more

13th February 2023 |   Journal Of Sales Transformation

Customers are demanding much more

As buyers become ever more demanding, companies should consider how to put customers front and centre as part of their growth plans, according to a survey by strategic consultancy McKinsey.

Moreover, for around three-quarters of buyers there is no customer loyalty without 5 key “must haves”:


performance guarantees to be offered during the sale


real-time/always-on customer service


product availability shown online


consistent experience across channels


ability to purchase from any channel

*Percentage of survey respondents who will actively look for another supplier if this component is missing.

For more information, see the article: “Future of B2B sales: The big reframe”.