Survey says: 50% of salespeople aren’t prepared for new sales opportunities

infoEarlier this week we released the results of our latest sales and marketing survey, in which more than 700 B2B global marketers and salespeople rated their level of confidence when it comes to having key customer conversations. The findings showed a disconnect between where salespeople feel pressure and how well their companies prepare them for these critical conversations. One of the key discoveries was that only half of salespeople feel prepared to create new sales opportunities with the content and training provided to them by their organizations – not good news for the sales organizations or their pipelines.

In addition, when asked what causes the greatest amount of pressure for sales reps, respondents indicated that they experienced the most tension during the following conversations:

  • Demonstrating financial justification – 26 percent
  • Mastering purchasing negotiations – 25 percent
  • Having effective executive conversations – 24 percent

Read the details behind these and the rest of the findings here. Or for a snapshot view, check out the infographic.

Tim Riesterer

Tim Riesterer

Chief Strategy Officer

Tim Riesterer has dedicated his career to improving the conversations marketers and salespeople have with prospects and customers. His books, “Customer Message Management”, “Conversations that Win the Complex Sale”, “Three Value Conversations”, and "The Expansion Sale", focus on improving market-ready messages and tools that marketers and salespeople can use to win more deals. As chief strategy and research officer for Corporate Visions, he sets the direction and develops products for this leading marketing and sales messaging, content and training company.

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