Earlier 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