Richardson Sales Enablement Blog

The most effective sales professionals do more than follow the buyer’s journey — they incite it.

The buying journey is a long and customers need more than a map, they need a guide. Sales teams need a strategy for leading customers through the buying journey. The answer is better planning that address every outcome.

Sales enablement professionals ensure that the right training, content, and tools get to sales professionals so that they can be effective.

Here, we demystify the mechanics of a sales strategy. We provide an overview of these six levers in no particular order. We look at how they work and what they mean. By understanding each, a company can develop its sales strategy with an informed approach.

Join Richardson for a complimentary webinar, Great Coaching is Counter-intuitive, on September 18th at 11:00 AM EST.

In Richardson’s latest brief, The Top 10 Considerations for Your Sales Training Budget in 2019, we breakdown the ten critical factors to building a budget that delivers results.

The sales cycle is the process of developing a lead into a closed sale. Sales professionals know this progression well. They know where each of their prospects fall within the cycle. However, there is a reverse side to the sales cycle: the buyer’s journey.

The buyer’s path to the sale is full of sharp turns and unexpected off-shoots. Sales professionals need to keep their hands on the wheel.

A choice isn’t always a luxury; sometimes it’s a burden, and the way a choice is presented influences what a decision maker chooses, Find out how sales professionals can use this tenet of behavioral science to close more deals.