Michael Dalis says, “You are not alone. That’s what Richardson uncovered in its 2015 Selling Challenges Study, conducted at the end of 2014. Field sales reps, senior sales professionals, and senior leaders across various B2B industries are all facing troubles in the very fundamentals of successful selling: prospecting, account management, negotiating, and closing deals.

Here is the number one challenge in each area:

  • The #1 prospecting challenge: Gaining appointments
  • The #1 account management challenge: Adding relevant value for various stakeholders
  • The #1 negotiation challenge: Gaining higher prices
  • The #1 closing challenge: Competing against a low-cost provider“.

The Top 4 Sales Challenges in 2015 Revealed

HubSpot

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