The New Buying Journey Is Dynamic, Not Linear
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.
In Richardson Sales Performance’s latest white paper, Embracing the Turns: The New Buyer Journey, we show why the buyer’s journey is an iterative process and how sales professionals can stay ahead of the curve. We uncover:
- How risk, ROI, and consensus all influence the buyers’ decision
- How needs, stakeholders, and perceptions all change throughout the journey
- Why the combination of information and people causes the customer to refine their thinking
- Why the customer’s change in scope and priorities means aligning and realigning stakeholders
- The importance of understanding, anticipating, and shaping customer thinking
If you’d like to learn more about the new buying journey and how to equip your sales team to navigate it, please contact us.
White Paper: Embracing The Turns, The New Buyer Journey
DownloadGet industry insights and stay up to date, subscribe to our newsletter.
Joining our community gives you access to weekly thought leadership to help guide your planning for a training initiative, inform your sales strategy, and most importantly, improve your team's performance.
Resources You Might Be Interested In
CEO Insights: Looking Ahead to 2025
Richardson CEO, John Elsey, outlines the challenges and opportunities the world's top sales leaders anticipate in 2025.
Brief, Article
White Paper: Accelerating Sales Performance with AI
Learn how organisations successfully set themselves up for future success by embedding AI into their sales processes.
White Paper, Article
White Paper: The Coaching Efficiency Paradox
Learn why effective coaching transforms sales teams how top-performing organizations leverage coaching for success.
White Paper
Solutions You Might Be Interested In
![sales technology]()
Accelerate Sales Performance System
Learn More: Accelerate Sales Performance SystemBring clarity to the most critical skill gaps you need to address to move your business metrics with the NEW Accelerate Sales Performance System
![sales training delivery services]()
Sales Training Delivery
Learn More: Sales Training DeliverySpeed to proficiency is crucial for today’s competitive sales teams looking to upskill. We offer a variety of delivery options including live, virtual, and digital to meet you where you are and quickly lift you to where you want to go.
![sales training content]()
Sales training content that improves performance
Learn More: Sales training content that improves performanceGrounded in behavioural science, our Connected Selling Curriculum addresses all selling roles and all phases of the sales cycle to give your team the right learning at the right time.
![sales consulting services]()
Professional services tailored to your needs
Learn More: Professional services tailored to your needsWe define and target the most critical selling behaviours your team needs for sales success in your market and offer customized sales training, coaching and consulting.
