Feel free to comment as well.......these are always fun.
Dman1b
Prospecting, Building Rapport or Closing? What is hardest......
What is the toughest part of sales?
Attached poll
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3
I never have too much trouble identifying the key stakeholders and pain in an account, the challenge is building the relationship. Once that happens, the close naturally happens if we are a good fit for the pain.
Building rapport, especially if they don't have much out there is arguably my biggest challenge. ..."So, I saw you liked the Citywide BBQ cookoff in 2012...how was it?"
"I loved the BBQ, we should meet immediately.......over BBQ, you're buying."
I'd have to say prospecting. Just so difficult with so many folks prospecting in every market and so much "automation" (garbage)
I find that as crucial as building the relationship is, you’re typically not only making a case to one stakeholder even in mid-market software sales, so there are a lot of variables that impact the close outside of the relationship itself for the org at large and ensuring all the boxes are ticked off when some are outside of your control can be very challenging.
I'd say prospecting for sure for me. I sell to VPs and Heads of Sales and almost every trick in the book get's noticed. It has it's advantages, but for the most part the sales community is sort of an echo chamber. What works today will not work in a week's time. :|
Selling to sellers is the hardest and easiest at the same time. They want to hardball your "tactics", but are a very quick yes if you are bringing value.
I second @BigMeech Getting the "at-bats" with qualified companies is the hardest part. If they are truly a good fit, the eval and close should go smoothly.
Building trust takes more time then prospecting.
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