This year’s report continues to highlight a challenging sales environment driven by ongoing shifts in buyer behaviors, competitive pressures, and operational trends. It also suggests that there has never been a better time to understand, challenge, and change how sales are made. With unprecedented access to mobile and digital technologies, sellers can understand their buyers better than ever before, creating new opportunities to build lasting engagements in today’s hyper-connected world.
The new customer expectation — regardless of industry — is one of value and trust. As a result, sales success in 2017 and beyond means acting as a true business advisor by delivering value through authentic curiosity, prepared relevancy, and unmatched credibility.
Over the past few months, Richardson surveyed over 350 sales professionals, managers, and leaders from all industries to gain insight into the challenges they expected to face in 2017. We asked questions that touched upon every phase of the sales cycle, from prospecting to closing. The study compares these results to the results from previous years. In 2017, we dug deeper, expanding our survey to include questions about productivity, team selling, and buyer perceptions.
Our team carefully reviewed the data to create actionable and practical insights to help sales teams determine strategies to overcome these challenges and achieve sales success in 2017 and beyond.
Selling in 2017
Today’s selling environment presents tremendous opportunities for sales professionals who understand the changing dynamics at the buyer’s table. Sellers, like buyers, have a world of information at their fingertips — along with sales and marketing enablement tools and the collaborative efforts of marketing in nurturing warm leads.
Sellers need to use these available tools to understand not just their own product or service, but their buyer’s needs, internal political environment, buying cycle, and both the client’s and seller’s competitors.
The challenges facing sellers today keep us at Richardson committed to our work: helping sales organizations to improve their performance, make stronger connections with customers, and gain confidence in their power to sell.