Developing a Successful Prospecting Strategy Amid Uncertainty

With economic uncertainty rising, is it too much to ask that sellers even get a foot in the door?

In Richardson and Challenger’s 2025 Selling Challenges Research Study, we asked nearly 500 B2B sellers and sales leaders to tell us where they struggled most when prospecting.

Our data showed:

• 57% cited tailoring messaging to varied stakeholder priorities as a top challenge
• 50% of respondents reported that getting a first meeting was difficult
• 45% told us they struggle to develop a clear and compelling message

In the brief, “Developing a Successful Prospecting Strategy Amid Uncertainty,” you’ll learn how to help your team overcome these common barriers to success by understanding and assessing your targets, bringing a structured approach to prospecting, and tailoring messaging so the prospect feels understood.

Download the brief to access these insights.