--- title: What I See Right Now | The Sales Blog description: "My observations of the current landscape as it exists right now: Lack of value creation; pushing products and services and solutions," image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_245353639.jpg --- ### [Now booking SKO meetings for 2026/27! 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A complete [reliance on subject matter experts](https://www.thesalesblog.com/blog/52-percent-subject-matter-expert) to do any real discovery. Salespeople who lack the confidence to sell effectively and unable to hold the position of peer. A lack of patience in developing opportunities, too few meetings, [too few stakeholders](https://www.thesalesblog.com/blog/the-sales-call-planner-identifying-stakeholders), much too rushed. No control of the process. Skipping necessary commitments, allowing the client to skip the steps necessary to make real change inside their organization. A lack of good language choices, unable to engage in business conversations, no models to [mimic](https://www.thesalesblog.com/blog/where-have-all-the-mimics-gone). An inability of salespeople to determine what work they need to do and when they need to do it, enabled by sales manager who are not directive or prescriptive enough, who are not saving people from themselves. Role confusion around opportunity creation, [opportunity capture](https://www.thesalesblog.com/blog/proactive-opportunity-creation-and-reactive-opportunities), client services, and operations. Salespeople doing non-sales work and using it as an excuse for the lack of results. This is made worse for some, where sales roles have been sliced too thinly to make any sense. [SDRs](https://www.thesalesblog.com/blog/sdrbdrbroken) who believe their role is to qualify, alienating prospects and creating no value. Companies who think BANT is still a thing. An inability and/or unwillingness to hold salespeople accountable for results, especially around prospecting and opportunity creation. A reliance on [marketing](https://www.thesalesblog.com/blog/marketing-needs-to-focus-on-opportunity-creation-not-leads) for all lead generation. A desire to automate prospecting activity. A lack of the fundamental disciplines of a sales organization, territory plans, pipeline meetings, opportunity reviews. No cadence. An inability to coach salespeople to better performance. No methodology, no training, no skills. An unwillingness to engage in internal conflict with other departments and leaders, and a resistance to dealing with non-performers. Marketing content that is geared towards product and why us, and that doesn’t help the client understand the dissonance they are experiencing. Leadership teams who struggle to choose and defend a business [strategy](https://www.thesalesblog.com/blog/the-leadership-playbook-allowing-your-sales-force-to-change-your-strategy), making concessions to gain market share in order to compensate for poor sales and marketing execution. Purchasing maturing into true supply chain managers, asking their suppliers to reduce their costs in ways that don’t require them to offer price concessions. Looking for more strategic partners and being more concerned about [execution](https://www.thesalesblog.com/blog/ideas-are-worthless-execution-is-priceless). Successful companies investing in new business offerings, new verticals, new markets. Investing in training and development, and the willingness to change, including players. Successful companies planning their initiatives over longer periods of time, identifying capabilities that enable future capabilities, perpetually changing, but doing so very intentionally.   ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2017](https://www.thesalesblog.com/blog/tag/2017) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on June 29, 2017 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2024-09-11T10:51:19 AM", "datePublished" : "2017-06-29 22:46:08", "description" : "My observations of the current landscape as it exists right now: Lack of value creation; pushing products and services and solutions,", "headline" : "What I See Right Now", "image" : { "@type" : "ImageObject", "height" : 16, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/Image/favicon.ico", "width" : 16 }, "mainEntityOfPage" : { "@id" : "https://www.thesalesblog.com/blog/what-i-see-right-now", "@type" : "WebPage" }, "name" : "What I See Right Now", "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "height" : 24, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/TSB/images/TSB%20Logo%20Dark.svg", "width" : 228 }, "name" : "The Sales Blog" } } ```