The most challenging tasks facing marketers are generating leads and traffic, proving ROI for marketing activities, and securing budget.
Metrics driven challenges (amount of traffic and leads generated
and proving ROI) are the big challenges facing marketers -- they
still lack access to tools that can help them track concrete
results for their campaigns.
What are your company’s top marketing challenges?
The part of the sales process salespeople are struggling with most is prospecting. In addition, 20% of respondents indicated that identifying the lead -- a new option in this year’s survey -- was the biggest challenge at their company. It’s clear that the beginning of the sales process is thorny for reps, more so than the middle or the end.
In your opinion, what part of the sales process do reps struggle with most?
Why is prospecting so painful? One reason might be buyers’ lack of knowledge about the products or services our sales respondents are selling. A full 63% of survey takers indicated that prospects are “somewhat” or “not at all” knowledgeable about their companies before a sales rep makes first contact.
How knowledgeable are your prospects about your company before your sales rep makes their first contact with them?
Indeed, the less knowledgeable a prospect is about a company before that critical first sales touch, the more likely prospecting is to be cited as a challenge. Marketers, take note.
How knowledgeable are your prospects about your company before your sales rep makes their first contact with them?
In your opinion, what part of the sales process do reps struggle with most?
