Today’s selling space moves at the speed of light, and as the B2B industry continues to accelerate…only the survival-of-the-fittest salespeople will thrive. It’s crucial that sellers learn how to adapt to new buyer behaviors so that they can navigate through the sales process and close more deals.
Are you curious about the kinds of challenges salespeople face head-on? The 2017 Richardson Selling Challenges Research Survey aims to paint a clear picture of current sales challenges and how they are evolving. So, let’s dive in.
Top Prospecting Challenges
- Creating a targeted prospecting strategy- Creating a targeted prospect strategy is vital to avoid wasting time, which is why it is the #1 prospecting challenge. Every week, sellers must dedicate time to growing their portfolio. Sales enablement can give sellers better visibility into their target prospects and the issues they face, by laying out the groundwork for developing an executable strategy.
- Quality of leads from marketing- Sales and marketing need to work together to define what the standards are for a quality lead, so that marketing can identify them and help sellers connect with the right prospects at the right time.
- Gaining Appointments- Getting prospects to agree to a meeting has become more and more challenging. Doing research and understanding industry challenges and relevant messaging will lead to successful prospecting efforts.