Selling Challenges Study Infographic


Click here to download the 2019 Selling Challenges Study. Click here to download a copy of the infographic.

Study 60

2019 Selling Challenges Study


Richardson’s 2019 Selling Challenges Study research reveals a panoramic view of the changes confronting sales professionals today. With hundreds of responses, we’ve captured timely insights into how 2019 will unfold and how to address emerging challenges.

Study 52

Is the Sales Force Getting Dressed Up or are Real Changes Taking Place?

Understanding the Sales Force

Yesterday I received an email from Richardson Training, letting me know that they have completed their 2018 Selling Challenges Study. Dave Kurlan Consultative Selling sales process Richardson value selling

Report 176

Closing and Negotiating Challenges - Symptoms of Another Selling Problem

Understanding the Sales Force

Surprisingly, recruiting salespeople was not one of the topics addressed in this year's 2017 Selling Challenges Study. Dave Kurlan Consultative Selling close more sales negotiating objective management group selling value Richardson OMG Assessment

5 Insurance Sales Secrets for Millennial Agents

RAIN Group

A Gallup Panel Study revealed that millennials are more than twice as likely to buy insurance online, and are the least likely to be engaged with insurers. are the ones now selling insurance? How do you sell to baby boomers who don't buy and think the same way you do?

How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities


Understanding Sales Challenges , Richardson’s recently compiled survey, identified the top 3 concerns among seller executives: (1) Competing against a low cost provider, (2) Combatting the status quo and (3) Knowledge about how to team sell effectively. It isn’t hard to start value selling.

Sales Skills: The Best and The Worst

RAIN Group

In our The Top-Performing Sales Organization study, the RAIN Group Center for Sales Research asked, across a number of areas, if sellers have the skills they need to find and win business consistently and at a high level. Below are the skills that rose to the top and fell to the bottom of the list: Sales Performance Improvement Consultative SellingTo succeed in sales, you need to have the right skills.

Book Review: The Challenger Sale | Sales Motivation and Sales.

The Sales Hunter

Selling a Price Increase. In the book, the authors reveal the findings from their extensive studies regarding the sales process. Summing it up, the authors don’t believe relationship selling is all it’s cracked up to be, and they have the data to back it up. Their study breaks salespeople into 5 distinct categories and one of them is “the challenger.” Boost Your Sales Motivation with SNAP Selling. high profit selling. selling.

So You Think You Are Selling Consultatively? Let’s Find Out

Jonathan Farrington

80% of front-line sales professionals around the world sell in the “traditional” way: There isn’t anything wrong with that if their market sector or industry demands – or tolerates -that style of selling. You ‘sell’ product. •

B2C 48

Sell to C-suite with early engagement and added value

The ROI Guy

According to our studies, sales professionals that connect best with executives have acheived: > 60% higher competitive win rates - engaging when baseline decisions are made vs. responding to RFPs after the competition has set the stage > 20% higher deal sizes - selling on strategic problem solving and quantified business value vs. feature / function / price. However, consultative selling to executives is easier said than done for even the best sales professionals.

Sales Management Best Practices - Are Top Salespeople Challengers?

Understanding the Sales Force

Read this article and be sure to read the comments - a disagreement between me and the editor of the study. Make sure you read this article too, written when the study appeared in the Harvard Business Review. Also worth noting, the approach or methodology is only one part of selling.

How to use customer insights to power up your consultative sales team


Consultative selling is often regarded as one of the most effective sales strategies. A 2015 study of more than 350,000 salespeople from over 200 countries showed that the average consultative seller skill set was exhibited by only 48% of salespeople —a mere one percentage point higher than it was four years prior. One of the challenges of consultative selling is that the conversation is steered by your customers—as it should be.

The Best Top 10 Lists for Sales and Sales Management

Understanding the Sales Force

Top 10 Ways Salespeople are Selling in the Dark. Top 3 Reasons Why Salespeople Fail at Consultative Selling? Top 5 Insights From Latest Sales Organization Studies. Top 7 Things That Consultative Sellers Do. Top 10 Reasons Consultative Sellers Outsell Everyone Else. Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own.

Three Key Skills to Distinguish Sellers from Sales Managers

Miller Heiman Group

For example, fewer than 22 percent of organizations say that their sales managers consistently coach sellers to higher performance, according to CSO Insights’ 2018 Sales Talent Study. You may have been trained in this type of consultative selling approach. The role of a sales manager may be the hardest job in sales. From day one, you’re in the spotlight, ensuring every salesperson on your team hits their target.

Why Doesn't Sales Methodology Get More Attention?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan According to , the original definition of Methodology is, "the theoretical analysis of the methods appropriate to a field of study or to the body of methods and principles particular to a branch of knowledge."

Research: Align Your Customer Service, Marketing, and Sales Teams to Drive Revenue

The Brooks Group

That’s why it’s key that your salespeople use a customer-focused, consultative selling process with every prospect and customer they interact with. Companies that have marketing and service departments in sync have customers who are more loyal and spend more, as the study reveals.

The Coming Sales Talent Crisis, Part 2

Partners in Excellence

The traditional solutions and consultative selling skills become table stakes. I wrote The Coming Sales Talent Crisis , focusing on the struggles our customers face in their buying journey. We are all painfully aware of the struggles they face in solving problems and buying.

The Ultimate Guide to Creating a Sales Process

Hubspot Sales

It’s worth considering the finer points of how your team should carry out their day-to-day selling activities. Solution Selling. First popularized in the late 1970s and early 1980s, solution selling focuses on the customer's pain instead of his or her own company's products.

Selling to hospital information technology departments

Sales Training Connection

Selling IT to Hospitals. Because of the transformational changes in the buying environment selling to hospitals is a much-discussed topic – including in our blog the Sales Training Connection. Here are three: Apply classic consultative selling best practices.

Value Propositions to Drive Buyer Enablement: Effective Value Selling vs. Marketing Mush – 5 Key Ingredients


Obituaries for product selling and solution selling have been written many times. Strategic consultants are not advocating the wholesale demolition of B2B sales teams. Value Propositions are central content for account-based marketing and account-based selling.

The 23 Best Sales Training Programs for Every Budget and Team

Hubspot Sales

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. Focus: Prospecting, negotiating and closing, social selling, and sales management. Selling With Stories. Sandler Selling System. Focus: Relationships selling.

Vendor 114

4 Tactics for Asking Great Follow-up Questions on Sales Calls

The Brooks Group

Position a salesperson as a consultant and strategic advisor. Bonus: Asking follow-up questions makes your salespeople more likeable, as a study published in the Journal of Personality and Social Psychology reveals. .

What Does ZoomInfo’s Acquisition of Datanyze Signal to the Sales Industry?

Sales Hacker

For example, perhaps I sell advertising technology that’s highly complementary to other technologies in the space. Sales therefore cedes some of its selling territory to marketing. Consultative selling is king.

An Open Letter to Social Sellers Everywhere

Tony Hughes

It is dangerous to implement basic social selling techniques. I wanted to take a moment to express a word of caution in applying a cure-all or over-simplified approach to strategic selling within social mediums. or Social Selling is it's often missing the context of the coming Web 3.0

What Are the Five Stages of B2B Sales Transformation?


In fact, a recent study from SiriusDecisions found 81% of B2B today base purchase decisions on buying experience, over product or price. . To meet the changing expectations of buyers and continue to grow, organizations must mature how they sell. Transforming your entire organization to mature the way you sell can seem like a pretty tall order. Success Selling. Scalable Selling. Guided Selling. Collaborative Selling. Start-up Selling.

eBook 40

6 Tips to Jump Start 2012 Sales Now | Sales Motivation and Sales.

The Sales Hunter

Selling a Price Increase. Studies have shown salespeople who have a dedicated time to prospect and have a process are more successful than salespeople who do not have either. Selling a Price Increase: Tips To Start Using Now. high profit selling. selling. selling a price increase. selling skills. Blog , Consultative Selling , Prospecting. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter.

Sales Management – Top 4 Essentials


We have all heard this a million times yet studies show 85% of companies do not have a sales plan. Your Email: We will never rent, sell your details, or compromise your privacy in any way.

How to Help Your Technical Sales Reps Be More Business-Minded

The Brooks Group

Some companies sell complex solutions that require sales reps to have an in-depth technical expertise. They’ll understand their “default” communication style—and how they can adapt it to be more effective in a selling situation.

7 Tips for Implementing a Customer-Centric Strategy

The Brooks Group

To be fully effective, customer-centric selling should go beyond the sales department – to your customer service, marketing, and account management teams as well. How Do You Implement Customer-Centric Selling? Be Consultative.

How to Use Value Propositions in the Middle of the Sales Cycle: Focus Sales Teams on Customer Outcomes


Understanding Sales Challenges , Richardson’s 2018 survey, identified the top 3 concerns among sales executives: (1) Competing against a low cost provider, (2) Combatting the status quo and (3) Knowledge about how to team sell effectively. Effective Team Selling as Customers Evaluate.

Top 25 Incendiary Social Selling Secrets

Tony Hughes

Can you close million dollar deals with social selling fully inside? Get a good night of sleep and unleash your inner advanced strategic social selling 'beast mode' tomorrow. Step one: study your competitors. You never want to sell or link-bomb in groups.

What Are You Doing to Enable B2B Sales in 2018? Align Your Value Proposition with Your Sales Initiatives


Richardson Training , in their approach to consultative selling, highlights that “sellers need to come with relevant insights, and knowledge of industry specific challenges” to “create a connection between the value of their solution and the customers’ priorities.”

ROI 26

How To Motivate Sales People – Without Money


The Kelly workforce study survey indicates 66% of employees in the UK are looking for additional training and education to forward their career. Related Posts Sales People – 5 Reasons They Discount To Sell Psychometric Tests  Sales DNA or Sales Tarot Cards?



The way companies sell has changed and evolved over the last 40 years, and the way we communicate has also changed and evolved. Your Email: We will never rent, sell your details, or compromise your privacy in any way.

Buying Isn’t Important, It’s The Results Of Buying That Are Important!

Partners in Excellence

We’ve presented case studies to show the results they might expect from our solutions. We’ve gotten them to think differently about their business, we’ve done our best in consultative selling. The customer gets caught up in the minutiae of buying–as good consultative sales people we get sucked down that death spiral with them. Is Your Customer Buying What You Are Selling? We’ve spent a lot of time nurturing the customer.

Who was your sales mentor, and what was their greatest lesson?


” Still, you have to persevere if you truly believe in the product or service that you’re selling. The Sell to Win Playbook collects 55 of the best expert sales tips we’ve ever published. Jeffrey Orens, retired chemical industry executive: All my success in business was based on what I learned in selling, most of it from two mentors. My first mentor was my father, who indirectly infused me with a desire to sell. Selling is hard.

Generate Momentum in Value Selling: A Checklist for Sustainable Improvements in B2B Sales


Value selling improves results. CRM data from B2B organizations adopting value selling show that opportunities where a Value Proposition is used have 5-15% higher win rates and 5-25% higher price outcomes. Adoption of value selling should be a no-brainer. It should be simple.

Who was your sales mentor, and what was their greatest lesson?


” Still, you have to persevere if you truly believe in the product or service that you’re selling. Jeffrey Orens, retired chemical industry executive: All my success in business was based on what I learned in selling, most of it from two mentors. My first mentor was my father, who indirectly infused me with a desire to sell. He was energized by selling and managing his sales force. Selling is hard.

Close the Right Deal Based on a Shared Business Case to Buy: Using Value Propositions Later in the Sales Cycle


The best B2B commercial teams drive simplicity into the way their teams sell complex solutions. Yet no matter how streamlined your team’s approach to selling , B2B buying processes are rarely straightforward or transparent to the sales teams navigating them.

The 33 Best Sales Training Video Channels on YouTube

Hubspot Sales

Sales Videos by Well-Known Selling Experts. You might know him from The Little Red Book of Selling, the best-selling sales book of all time (and one of our picks for 10 must-read sales books for rookie reps). He published a best-selling book of the same name.