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2019 Selling Challenges Study

2019 selling challenges

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Richardson Sales Performance’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.

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Research: 2019 Selling Challenges Study

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