richardson's 2017 selling challenges research study
TRANSCRIPT
![Page 1: Richardson's 2017 Selling Challenges Research Study](https://reader031.vdocuments.us/reader031/viewer/2022030309/58f2d47b1a28abb6448b4607/html5/thumbnails/1.jpg)
Research Study: Understanding Selling Challenges in 2017
![Page 2: Richardson's 2017 Selling Challenges Research Study](https://reader031.vdocuments.us/reader031/viewer/2022030309/58f2d47b1a28abb6448b4607/html5/thumbnails/2.jpg)
Richardson’s Annual Selling Challenges Research was designed to gain insight into the issues sellers face as they navigate the sales process from prospecting through closing.
The annual study 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.
RESEARCH & DEMOGRAPHICS
![Page 3: Richardson's 2017 Selling Challenges Research Study](https://reader031.vdocuments.us/reader031/viewer/2022030309/58f2d47b1a28abb6448b4607/html5/thumbnails/3.jpg)
Prospecting
Negotiations
Closing a Deal
Purchasing Decisions
Sales Team Productivity
Team Selling
KEY FOCUS AREAS
![Page 4: Richardson's 2017 Selling Challenges Research Study](https://reader031.vdocuments.us/reader031/viewer/2022030309/58f2d47b1a28abb6448b4607/html5/thumbnails/4.jpg)
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
![Page 5: Richardson's 2017 Selling Challenges Research Study](https://reader031.vdocuments.us/reader031/viewer/2022030309/58f2d47b1a28abb6448b4607/html5/thumbnails/5.jpg)
SNEAK PEAK
![Page 6: Richardson's 2017 Selling Challenges Research Study](https://reader031.vdocuments.us/reader031/viewer/2022030309/58f2d47b1a28abb6448b4607/html5/thumbnails/6.jpg)
Thank You
To download the full research report, click here:http://info.richardson.com/2017-selling-challenges-1-1
If you have any feedback or comments, please send an e-mail to: [email protected]
You can connect with Richardson:LinkedIn: https://www.linkedin.com/company/richardson Twitter: @Richardsonsales Call us: 215-940-9255Join our blog: http://blogs.richardson.com/
Contact Us