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2019 Selling Challenges Study

Richardson’s 2019 Selling Challenges Study research reveals a panoramic view of the changes confronting sales professionals today.

With hundreds of responses, we’ve captured timely insights into how 2019 will unfold and how to address emerging challenges.

Our research reveals that:

  • Nearly one-quarter of respondents cited creating value and insights for clients as a major anticipated challenge.
  • 22% of respondents cited “building a case for change” as a top challenge and the key to building consensus.
  • There is a growing sense of unpredictability and uncertainty in selling.
  • There is a need for contextual agility in selling to adapt to complex buying factors and misaligned stakeholders.

download the study

About the Author

Richardson is a global sales training and performance improvement company. Our goal is to transform every buyer experience by empowering sellers with critical skills so they can create value to buyers and drive meaningful conversations. Our methodology combines a market proven sales and coaching curriculum with an innovative and customizable approach to learning that ensures your sales teams learn, master, and apply those behaviors where and when it matters most — in front of your customers. It’s our job to anticipate change in your industry so that your sales team can focus on fostering long-term relationships, becoming indispensable partners for their buyers.

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