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Research: Understanding Selling Challenges in 2018

Sales performance improvement

2018 sales challenges research

6 July 2018Research

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What’s Inside

Richardson Sales Performance’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 capitalise 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
Richardson Sales Performance’s annual research study of sales professionals offers insights into changes within the sales environment. 2018 belongs to sales professionals who engage every customer with a level of understanding, preparation, and insight that rises to the level of a trusted advisor. Complete the form below to download the complete research report.

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