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The Top Sales Challenges of 2016

by Ayaz Nanji  |  
March 7, 2016
  |  2,361 views

What are the biggest challenges that salespeople will face this year—from prospecting through closing and account management?

To find out, Richardson surveyed more than 400 salespeople who work for companies in a wide range of industries: 85% of respondents are employees of B2B companies, 58% work for businesses with more than $500 million in revenue, and 75% have annual quota goals of over $1.25 million.

Below, key findings from the report.

Prospecting

Identifying sales signals ranks as the top prospecting challenge of 2016, cited by 16% of respondents; that's the same percentage as in last year's survey by Richardson.


The number of respondents citing qualifying leads as their top prospecting challenge doubled from 5% in 2015 to 10% in 2016.

Negotiating


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Ayaz Nanji is an independent digital strategist and a co-founder of ICW Content, a marketing agency specializing in content creation for brands and businesses. He is also a research writer for MarketingProfs. He has worked for Google/YouTube, the Travel Channel, AOL, and the New York Times.

LinkedIn: Ayaz Nanji

Twitter: @ayaznanji

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