If you sell complex services or technology solutions I encourage you investigate these reports, I think you’ll find a ton of value. I’ve read both of them and they are terrific.
Do you sell services? Get this report focused exclusively on Business-to-Business Professional Services by RainToday.com. They studied almost 200 business decision makers with the intention of understanding what it is like to be a buyer of your services.
I gained a ton of insight about the mindset of various decision makers for professional services such as accounting & financial consulting; architecture, engineering, & construction; legal services; information technology consulting & services; human resources consulting; training; management consulting; and marketing, advertising, & public relations.
How Clients Buy: The Benchmark Report on Professional Services Marketing and Selling from the Client Perspective by RainToday.com
If you are a marketer for a company that sells software, hardware, or IT Services, I urge you to get a copy of MarketingSherpa’s IT Marketing Benchmark Guide. It will definitely help you budget, forecast, and benchmark your marketing results. I found the data (from 826 IT marketers) on numerous marketing and lead generation tactics especially valuable.
MarketingSherpa’s IT Marketing Benchmark Guide 2005-2006