Richardson 2015 Selling Challenges Study

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  As 2014 came to a close, Richardson conducted a survey with field sales reps, senior sales professionals, and sales leaders to gauge what they felt would be their biggest challenges during 2015.
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  • 1. ©2015 Richardson. All Rights Reserved. 2015 Selling Challenges Study By: Michael Dalis, Senior Consultant
  • 2. ©2015 Richardson. All Rights Reserved. The Study 1 As 2014 came to a close, Richardson conducted a survey with field sales reps, senior sales professionals, and sales leaders to gauge what they felt would be their biggest challenges during 2015. • We received more than 370 responses from across the globe. • The responses were mainly from B2B industries.
  • 3. ©2015 Richardson. All Rights Reserved. Key Findings 2 What are the biggest challenges to closing a deal in 2015? 30.61% of respondents said competing against a low- cost provider is the biggest challenge to closing a deal in 2015.
  • 4. ©2015 Richardson. All Rights Reserved. Key Findings 3 The next 10 years will see the vast majority of software in the world moving to a secure cloud. What are the biggest prospecting challenges in 2015? 18.59% of respondents said gaining appointments.
  • 5. ©2015 Richardson. All Rights Reserved. Key Findings 4 What are the most difficult challenges in expanding relationships? 30.11% of respondents said providing insights and challenging clients is the most difficult challenge in expanding relationships in 2015.
  • 6. ©2015 Richardson. All Rights Reserved. Additional Challenges 5 Some additional challenges that clients expect to face in 2015: • Time Management • Providing Great Post-sales Service • Account-specific Sales Approach • Growth in Technology
  • 7. ©2015 Richardson. All Rights Reserved. End Result 6 The survey results suggest that sales leaders and professionals are going into 2015 with concerns about: • Driving New Business • Retaining and Growing Existing Client Relationships • Maintaining Market Share and Margin
  • 8. ©2015 Richardson. All Rights Reserved. Connect with Us Thank you for viewing this slide share. To download the full research report, click here: http://hubs.ly/y0CY--0 If you have any feedback or comments, please send an e-mail to: info@richardson.com You can connect with Richardson: LinkedIn: https://www.linkedin.com/company/richardson Twitter: @Richardsonsales Call us: 215-940-9255 Join our blog: http://blogs.richardson.com/ 7
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