The buyer journey has changed dramatically, and successful sellers need to be armed with the latest approaches and thinking to connect with their buyers and drive sales success.
There is no single competency or skill that drives sales excellence – rather, it is a collection of behaviors and skills across the selling process that need to be honed and mastered.
Each of these skills falls into one of three categories, find, win, and grow. These three segments happen in that order.
The ‘find” segment consists of understanding the market and prospecting to source opportunities. The win segment involves all of the steps required to move an identified opportunity through the pipeline to close. Finally, the “grow” segment is the sales professional’s ongoing effort to maintain and grow existing accounts. In our brief, we break down the skills involved in each of these three sections in more detail.
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 Brief: Sales Capabilities Required to Compete Today