richardson's 2017 selling challenges research study
TRANSCRIPT
Research Study: Understanding Selling Challenges in 2017
The annual Richardson Selling Challenges research survey was designed to gain insight into the issues sellers face as they navigate the sales process from prospecting through closing.
Richardson’s annual research survey of field reps, senior sales professionals, and sales leaders across industries aims to paint a clear picture of existing sales challenges and how they are evolving.
WHAT IS THE RESEARCH & DEMOGRAPHICS
Prospecting
Negotiations
Closing a Deal
Purchasing decisions
Sales team’s productivity
Team Selling
KEY FOCUS AREAS
1. Productivity: Sellers cited spending too much time on non-selling activities.
2. Team Selling: Sellers cited that they lack the knowledge on how to team-sell effectively.
3. Negotiating: Sellers cited that they struggle with combating the status quo, gaining higher prices and competing against low-cost providers.
TOP 3 CHALLENGES
SNEAK PEAK
Thank You
To download the full research report, click here:http://info.richardson.com/2017-selling-challenges-1-1
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