The new independent survey of 212 sales executives worldwide, sought to identify the biggest sales challenges and priorities facing Fortune 1000 firms worldwide, and in the process, uncovered several significant challenges and great opportunities for improvement.
The Value Gap
First, these global sales executives indicated that there is a decided “value” gap between what customers want, and what sales is able to deliver. The survey responses indicated that the most important areas needing development included:
1.Identifying new ways to add value for the customer
2.Moving from ‘vendor’ status to become a trusted advisor
3.Gaining access to executive decision makers
4.Getting involved earlier in the customer's decision making process