Marketing and sales challenges

We recently conducted a survey of sales and marketing professionals to learn more what were the challenges facing relation to provide education to customers, understanding customers as “actors in the commercial chain.” We wanted to share some of the conclusions that we found interesting to our readers.

As we expected, the sales force itself out as the main actor in the chain. However, we found that prescribers and intermediaries also play an important role as “sellers” of goods or services . Remain a little behind the buyers or purchasing centers.

Furthermore, asking about the challenges, we have obtained that customer objections management and product differentiation from the competition appear as challenges in 50% of companies surveyed.

In addition to the challenges posed, the executives we have proposed some more, related to education:

  • Constant market changes require continuous training
  • The lack of new technologies knowledge by customers makes more difficult to sell because you must explain the competitive advantages that this will pose.

…. And cultural change:

  • Difficulty to change the traditional mentality of businessmen
  • We currently have businesses in China and India, and we do not get these to function as we want. The cultural issue is still a factor that is slowing enough to us in achieving our goals
  • Since my salesforce to promote products have different families, an additional challenge is to devote the necessary effort to each of them, without alienating those in which they feel less comfortable or more complicated

In a future post will discuss a bit more with what priority and how companies address the education of their customers.

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