Today's sales representatives agree that the most common challenge they face is getting prospects to respond to them. Despite all kinds of modern devices and communication technology available to everyone, today's people are becoming less responsive than ever before.
Fremont, CA: Cold calling a prospect, or walking into a meeting with the prospect is the thing of the past. New technologies have transformed the way sales representatives used to work. On the other hand, technologies have enabled prospects to do thorough research about companies, products as well as their salesperson before committing to them.
Here, we are discussing the challenges that sales representatives often face today:
Today's sales representatives agree that the most common challenge they face is getting prospects to respond to them. Despite all kinds of modern devices and communication technology available to everyone, people today are becoming less responsive than ever before. This may be caused by the rapid increase in channels or communication overload.
Getting Quality Leads
Extracting quality leads from the heap is becoming harder with time. Salespeople often complain that their companies are providing poor quality leads. Technology has made it easier for consumers to engage with brands and companies. On the contrary, this has made it difficult for sales representatives to identify their potential sales.
The price war between the prospect and the salesperson seldom works in favor of the company. In order to bring in new business, salespeople feel compelled to consider negotiating on their pricing, which eventually becomes a client expectation. Here, sales folk should try adding value, instead of discounting on price as a solution to make the sale.