In our latest brief, Drive More Business by Growing Existing Accounts and Expanding Relationships, we offer specific takeaways to navigate this challenge. We look at why sales professionals must:
- Access the customer’s “hidden dialogue” to understand underlying needs
- Develop and articulate individualised value that’s relevant
- Maintain follow-through post-closing to ensure solution success
- Use the power of recency to stay top of mind in the customer’s world
- Diversify the points of contact within the customer’s business
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.
