Richardson’s 2018 Selling Challenges Study reveals a panoramic view of the changes confronting sales professionals today.
With hundreds of responses, we’ve captured timely insights into how 2018 will unfold and how to capitalize on a changing but robust economic setting.
The data reveals:
- That one-third of respondents cited “competing against a low-cost provider” as a major anticipated challenge and how to win
- Why 19% of survey participants “need to gain higher prices” and maintain margin and the negotiation skills that will help
- Ways to build momentum to overcome the common problem of “combating the status quo”
- Why 22% of respondents cited “understanding the buyer’s decision-making process” as a top challenge and the questions that uncover answers