Brief: How to Engage a Different Kind of Buyer

What’s Inside

Sales professionals need new skills to engage an increasingly diverse set of customers. With more stakeholders come more definitions of success and individual ROI needs.  

Here, we review how sales professionals can engage different kinds of buyers.

In Richardson’s brief, “How to Engage a Different Kind of Buyer,” we look at:

• How to build a stronger preparation strategy encompassing different customer needs
• The steps necessary to gain face time with key stakeholders
• Why it’s important to create a question funnel that clarifies customer challenges
• How to prevent last-minute losses at the hands of unseen decision-makers