Find out why building a dynamic sales process means developing a clear and shared definition of the optimal customer experience, focusing coaching activities on a common framework, and creating a simplified, layered process that addresses most opportunities.
A smarter approach to the virtual discovery call can yield insights that rise to the level of a competitive advantage. With a structured, repeatable approach and highly tuned selling skills, sales professionals can get to the center of the customer’s changed needs faster while simultaneously guiding the conversation and qualifying the opportunity to determine if the pursuit offers value.
Recently, at Richardson Sales Performance, we asked more than 200 sales professionals and sales leaders how they are handling their strategic accounts during the pandemic. Their responses provided a dimensional picture of current challenges and those expected in the coming months.
Discover 3 actions sales leaders can take now to provide the stability and support that is lacking in the current business setting and help their sellers prevail through helping customers find unseen opportunities to restore their confidence in the future.
Although it might seem, that sellers with long-term relationships are best poised to weather the storm, that is not always the case. At a time when understanding your customer’s business is the only key to a very narrow doorway, many sellers may find that they do not know their customer’s business very well.
White Paper: Success in the Era of Virtual Selling
Learn why when economic factors return to pre-crisis levels, many customers will have acclimated to a new reality of virtual selling, and discover how developing virtual selling skills now will position organizations for success in a changed future.