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.
In Richardson’s new white paper, Pursuing Opportunities with an Intentional Strategy, we reveal the buyer-centric framework needed to execute complex sales opportunities. We show how to:
Isolate the business issues customers care about
Influence the buyer’s journey rather than track it
Compel customers by appealing to their emotions, not just logic
Bring clarity to a changing and confusing process
Align and realign decision makers
Overcome customer skepticism
About the Author
Richardson is a global sales training and performance improvement company. Our goal is to transform every buyer experience by empowering sellers with critical skills so they can create value to buyers and drive meaningful conversations. Our methodology combines a market proven sales and coaching curriculum with an innovative and customizable approach to learning that ensures your sales teams learn, master, and apply those behaviors where and when it matters most — in front of your customers. It’s our job to anticipate change in your industry so that your sales team can focus on fostering long-term relationships, becoming indispensable partners for their buyers.
Complimentary White Paper: Pursuing Opportunities With An Intentional Strategy