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Richardson’s Annual Selling Challenges Research Study
Blog / For Sales Pros / Dec 26, 2017 / Posted by Ben Taylor / 4836

Richardson’s Annual Selling Challenges Research Study


Selling challenges are constantly changing, and to be successful, sellers must change with them. With this in mind, Richardson Sales Training is issuing their Annual Selling Challenges Research Study as part of our ongoing effort to bring sellers the latest thinking in the sales performance improvement space.

Please complete this short survey and share your insights regarding the future of the sales environment. Each year, our report provides a holistic overview of emerging trends in selling. This gives professionals the head start that they need to get the results that they’re looking for in 2018.

As a thank you for your participation in this brief, 13-question survey, you will receive a free copy of the final report — including our insight and analysis of how to address the top selling challenges in 2018.

If you’re a Sales or Learning leader and would like to send your team a personalized survey link so that we can provide you with a specialized report of your team’s results, please click here to email us.

A Look Back At the 2017 Study Results

With more than 350 respondents, our findings revealed key takeaways for sellers. For example, we discovered that for many sellers, administrative duties consumed too much of their time, cutting into their productivity. Other common challenges arose from the need to sell effectively as a team while facing low-cost competitors. Other challenges included:

  • Prospecting: Creating an effective strategy for targeting higher-quality leads
  • Negotiations: Closing deals with higher prices without sacrificing mutually beneficial outcomes
    Closing: Competing against low-cost providers while positioning differentiated value
  • Productivity: Finding a better alignment between sales and marketing teams
  • Value: Articulating the strength of a solution while competitors leverage new products

Click Here to Take the Survey

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About Author

Ben Taylor is the content marketing manager at Richardson. He has an MBA in finance from LaSalle University and over a decade of business & writing experience. He has covered content for brands including Nasdaq, Barclaycard & Business Insider.


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