PHILADELPHIA, Feb. 1, 2018 /PRNewswire/ — Richardson, a leading global sales training and performance improvement company, announced today the results of its annual research study, “Understanding 2018 Selling Challenges.”
With hundreds of responses from in-the-field sales professionals and managers, Richardson’s annual Selling Challenges Study equips readers with the data and insights needed to make 2018 a success. The data reveals challenges, such as driving buyer consensus, overcoming the status quo, and the need for better team selling.
In the research, Richardson explores participants’ answers to six key questions covering the sales environment today. The research shows that success in 2018 will require the sales professional to reach a level of preparation that yields insights necessary to become a trusted advisor. However, increasingly complex sales have made this goal a challenge.
“Buying decisions are becoming more sophisticated, as additional stakeholders enter the picture, each with individual needs,” remarked Richardson’s Chief Marketing Officer, Andrea Grodnitzky. “Rising to this challenge means understanding the decision-making process so that the sales professional can articulate the value that speaks to each stakeholder.”
Richardson is a global sales training and performance improvement company. Our goal is to transform every buyer experience by empowering sellers with critical skills so that they can create value for buyers and drive meaningful conversations. Our methodology combines a market-proven sales and coaching curriculum with an innovative and customizable approach to learning that ensures your sales teams learn, master, and apply those behaviors where and when it matters most — in front of your customers. It’s our job to anticipate change in your industry so that your sales team can focus on fostering long-term relationships and becoming indispensable partners for their buyers.
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