Richardson's 2018 Annual Selling Challenges Research Study

As part of our ongoing effort to bring you the latest thinking in the sales performance improvement space, we've issued our annual Selling Challenges Research Study. As a thank you for your participation in the study, you will receive a free copy of the final report – including our insight and analysis of how to address the top challenges.

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* 1. In 2018, will you or your sales team work in a sales role that carries a quota?

Yes

Not Sure

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* 2. In 2018, which of the following do you think will be your biggest challenge in your prospecting efforts?

Identifying target accounts

Creating a targeted prospecting strategy

Identifying triggers/sales signals that indicate issues that you can resolve

Obtaining referrals and/or introductions

Leveraging social selling tools

Creating and delivering insights

Gaining appointments

Qualifying prospects

Demonstrating business/financial acumen and domain expertise

Quality of leads from marketing

Delivering a concise value statement

Getting to the right stakeholder

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* 3. In 2018, which of the following do you feel will be your biggest challenge in uncovering and exploring clients' needs?

Overcoming buyers' misperceptions of what they need

Preparing strategic questions to keep the client/prospect engaged in the dialogue

Credentializing during the opening of the dialogue

Exploring client's issues and challenges to define the strategic impact of your solution

Skillfully adapting your questioning strategy

Creating value and insight during the conversation with the client

Uncovering complete information regarding the decision-making process

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* 4. In 2018, which of the following do you believe will be your toughest negotiation challenge?

Maintaining profitability

Gaining higher prices

Closing win-win deals

Handling adversarial negotiations

Managing procurement

Clients who continue to reopen the negotiation/more concessions

Understanding what would be a win for my customer

Maintaining control throughout the negotiation process

Successfully making trades

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* 5. In 2018, which of the following will be your most difficult challenge in closing a deal?

Managing budget restrictions

Gaining commitments to next steps

Asking for the business

Accelerating the close

Positioning value propositions (differentiating your product/service)

Developing solutions to meet needs

Competing against a low-cost provider

A lack of a clear and consistent sales process

Creating a compelling case for change to avoid a “no-decision"

Demonstrating business/financial acumen and domain expertise

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* 6. What is the biggest challenge you think your buyers face when making a purchasing decision?

Comparing their options

Building internal consensus

Securing budget

Gaining senior leadership involvement

Dealing with the pressure to mitigate risk

Combatting the status quo

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* 7. In 2018, which of the following will be the most difficult to deal with in terms of managing accounts and expanding relationships?

Balancing sales and relationship management

Finding ways to add relevant value for various stakeholders

Finding reasons to maintain contact

Providing insights and expertise to clients

Addressing problems and complaints

Creating value through executive dialogue

Cross-selling

Becoming a Trusted Advisor

Getting internal referrals

Providing insights and challenging clients

Aging products

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* 8. When in a team selling situation, what is the biggest challenge you or your team might face?

Knowledge about how to team-sell effectively

Ability of salespeople to lead teams

Availability of high-impact team members

Consistency in executing meetings as an effective team

Practice time

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* 9. What do you think will be your most valuable selling skill in 2018?

Using storytelling to engage and influence customers

Delivering a compelling value proposition

Positioning insights that shape a customer's thinking

Asking insightful and relevant questions to understand customer needs and challenges

Matching the benefits of my solution to customer needs

Maintaining momentum throughout the sales process

Being well prepared

Resolving customer objections/concerns

Having a strong pursuit strategy

Leading a strong pursuit team

Other (please specify)

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* 10. Please feel free to include any additional feedback that you may have about your thoughts, concerns, challenges, or opportunities about selling in 2018.

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* 11. What is your annual quota?

<$500,000

$500,000 to $750,000

$750,000 to $1,000,000

$1,000,000 to $1,250,000

$1,250,000 to $1,500,000

>$1,500,000

n/a

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* 12. Please choose your company's size in revenue:

<$200 million

$200 million to $500 million

$500 million to $1 billion

>$1 billion

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* 13. Please choose your location:

United States

United Kingdom

Europe

Asia

Australia

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* 14. To receive a complimentary copy of our 2018 report, please enter your contact information in the spaces below:

First Name:

Last Name:

Email:

Company: