Unique Sales Methodology
Richardson has developed a flexible selling methodology that addresses the challenges of today’s selling environment created by customers expecting more value and control of the sales cycle. Our methodology is important to both the sales person – who wants a simple process and skills to compete and win deals and sales managers who want to ensure that their sales people and/or resellers are pursuing high quality, winnable opportunities and the forecast is accurate and reliable.
The first component of our sales methodology is the stages and high value activities that indicate to the sales person what needs to be accomplished in order to win new business. This component is typically known as “sales process” and while we look for common sales process steps across a sales organization we recognize that the timing of the sales process and some of the activities will be different depending on the complexity of the clients’ business or a division, for example Inside Sales vs. Channel Account Manager, so we customize our methodology to capture what is common and define what is unique. And because we know that “one-size does not fit all” our approach ensures that the sales methodology is 100% relevant to each selling role and reflects differences in global go-to-market strategies.
The second component of our sales methodology is where Richardson provides significant advantage. We understand that it takes more than strategy and tactics to build relationships with customers and/or partners and win business. So we enable the sales methodology at each stage by providing the skills that even very experienced salespeople can use to have a more productive and deeper level of dialogue with their customers and partners. These are the “how to” transition from a product centric discussion to a more “business value” discussion where the customer shares their business objectives and challenges and the salesperson relates solutions to those challenges.
The third component of our selling methodology is the practical tools that support salespeople throughout the process to qualify, pursue and win business and maintain and expand relationships including account plans, opportunity plans, value maps, relationship maps, calls planners and close plans. Our tools are powerful, simple to use, collaborative and can be fully integrated into CRM so that they are accessible in the everyday work stream of the sales person – which is critical to driving adoption of the sales methodology.
The fourth component of our sales methodology is the verifiable outcomes. These are road signs that indicate the customer is engaged and buying in and the opportunity is truly qualified to move to the next stage. These verifiable outcomes are where managers need to be spending their time coaching. They are considered leading indicators of performance.
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