Research: Understanding Selling Challenges in 2018

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SUMMARY: 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”; and Why 22% of respondents cited “understanding the buyer’s decision-making process” as a top challenge and the questions that uncover answers

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