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BizReport : Advertising archives : July 30, 2013

Corporate Visions: Price putting the pressure on sales

According to new data just out from Corporate Visions, most salespeople (81%) say CRM systems aren't helping them close the deal. Why? Because of price points.

by Kristina Knight

According to a new report out today from Corporate Visions B2B sales and marketing staffs are finding it harder and harder to close high-margin deals - because of the focus on price.

While many experts say the overall economy is improving, the continued focus on price - and value, according to some - is making it harder for sales people to close those deals. Even with CRM systems in place.

"This quarter's survey asked questions about how sales and marketing professionals are dealing with increasing pricing pressure, including the impact of sales processes, CRM systems and training," said Tim Riesterer, chief strategy and marketing officer for Corporate Visions. "The results clearly illustrate the right processes and tools are in place, but there are execution gaps in the areas of differentiation and negotiation conversations - and there's nothing in their methodologies or technologies to help them with those dialogues."

Some interesting findings from the report include:

• 87% of surveyed respondents say they're required to use a CRM system
• 79% admit they merely 'check boxes' rather than actually using the system
• 68% report they 'have to negotiate' with leads because of pricing

"Nearly all the respondents of the survey agree that pricing pressures continue to rise, which means that the sales environment is more challenging and tension-filled than ever," said Paul Hennessey, senior vice president for BayGroup International, a Corporate Visions company. "Savvy buyers and competitors are willing to 'commoditize the business,' and quarterly management expectations threaten to undercut the profitability of every deal. It only compounds the problem if your salespeople lack the confidence and skill to differentiate and negotiate in a way that creates and captures more value."

About two-thirds say they 'struggle' with those negotiations because they of the tension associated with negotiations.

Tags: advertising, advertising trends, B2B marketing, B2B sales, Corporate Visions, CRM system trends

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