In this SlideShare, Richardson explains as the customer’s business changes and grows, sales professionals need to become more strategic in their drive to maintain and grow key accounts. For more information: https://info.richardson.com/drive-more-business-by-growing-existing-accounts-and-expanding-relationships

1. 2019
SELLING CHALLENGES

3. TOP SELLING CHALLENGE BY SELLING ACTIVITY

4. Richardson’s 2019 selling challenges survey revealed
that changes in the business environment are demanding
that sales professionals be more agile and able to
transition from one skill to another as they encounter
different challenges. Success today is about knowing
when and where each skill needs to be deployed. The
customer’s needs and perceptions change throughout
the buying process, and therefore, the sales professional
must adjust accordingly.

5. What will be your biggest challenge in creating a
strategy to win an important piece of business?
SELLING CHALLENGES BY SELLING ACTIVITY

6. What will be your biggest challenge
in your prospecting efforts?

7. What will be your biggest challenge in
uncovering and exploring clients’ needs?

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

9. What will be your toughest
negotiation challenge?

10. What will be your most difficult
challenge in closing a deal?

11. What will be the most difficult to deal with in terms
of managing accounts and expanding relationships?

12. What is the biggest challenge your buyers
face when making a purchasing decision?

14. At Richardson, our approach to helping our
customers solve these challenges is to build
sales skills through our Connected Selling
Curriculum™. The curriculum is a collection of
sales training programs built to work together
and build upon each other across roles and
capabilities to drive a common language and
clear approach for sales performance at scale.
In 2019, sales
professionals will be
able to read each
selling scenario and
fine-tune their
approaches in the
moment.

15. To download the full report, click the link in the description, or
contact Richardson to learn how we can help your sales organization
with their current challenges at info@richardson.com.
www.richardson.com