Here is an other article based upon $3.1 billion in purchases confirming that what matters most in the buyer's perspective is not the solution you offer, but the sales rep's competence. This follows similar studies that show the sales rep's competence contributes to 39% of a buyer's decision while total solution is only 22% of the buying decision. Quality is 21% and price comprises 18% of a decision. (study from the HR Chally Group)

Top 10 Factors Separating Sales Winners from the Rest