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Intentional Pursuit Strategy Training Programme

Employ an Intentional Strategy for More Successful Opportunity Pursuits

As the buying journey becomes more complex, dynamic, and iterative, sales professionals often find themselves reacting to customer changes and competitor moves.

To compete today, sales professionals must shift from a mindset of selling to a customer, to helping the customer buy. This involves strategic thinking and doing.

Richardson’s Intentional Pursuit Strategy Programme

Richardson’s Intentional Pursuit Strategy training programme teaches your sales team to think and act strategically when pursuing complex sales opportunities to increase their chance of winning and shorten the sales cycle.

Participants learn a buyer-centric methodology that embraces the dynamic nature of buying today. This methodology provides a set of strategic thinking prompts, practices, and interactive planning tools to help sales professionals make decisions, avoid traps, and take the right actions at the right time to move the sale forward.

Using insights from behavioural science, the methodology helps sales professionals create momentum and guide the customer through the logical and emotional buying decision.

The Intentional Pursuit Strategy programme trains your team to:

    • Understand how the buying process has changed and the imperative this change has created for them to think and act differently
    • Recognise and influence the factors buyers consider in every buying decision:
        • The Case for Change
        • Stakeholder Dynamics
        • Decision Process
    • Use our Momentum Methodology to assess their position, create the right strategy to differentiate, and execute with precision to drive the sale to close

Richardson’s Momentum Methodology

Richardson’s Momentum Methodology is a dynamic set of practises for developing an intentional pursuit strategy to win and grow business.

When applied in sales opportunity pursuit, the methodology is used for assessing a customer relationship, developing a strategy, and taking internal and external actions to proactively build customer relationships.

account management training momentum methodology

Learn more about the buyer-centric framework needed to execute complex sales opportunities in Richardson’s white paper, Pursuing Opportunities with an Intentional Strategy. Download it here.

Intentional Pursuit Strategy Training Programme Learning Objectives

Upon completing the Intentional Pursuit Strategy training programme, your sales team will be better able to:

    • Apply a buyer-centric methodology to strategic opportunity pursuit:
        • Objectively assess strengths and vulnerabilities
        • Avoid making fatal assumptions
        • Avoid traps and inefficiencies by staying focused on the right moves at the right times
        • Make the right decisions around which opportunities to pursue
        • Create an Action Plan to advance the sale
    • Create a differentiated buying experience that motivates customer to buy from you:
        • Be creative and agile in adapting to evolving circumstances
        • Proactively combat Status Quo Bias
        • Understand and appeal to both the logical and emotional sides of buying and selling
    • Apply methodology to a real deal:
        • Develop an Action Plan to move the deal forward
        • Gain insight into personal strengths and opportunities
        • Gain feedback, insight, and ideas to strengthen your Action Plan

Intentional Pursuit Strategy Training Programme Business Objectives

Upon completing the Intentional Pursuit Strategy training programme, your sales team will experience the following business benefits:

    • Increased win rates and deal size
    • Reduced sales cycle duration
    • Improved forecasting and resource utilisation
    • Improved use of time and resources on the right opportunities to pursue

Programme Delivery

The programme content is appropriate for any sales professional who needs to win complex opportunity pursuits, including supporting team members who actively support the development of a pursuit strategy. It also applies to sales leaders and executives responsible for leading pursuit teams.

Richardson’s Intentional Pursuit Strategy program is a blended offering that includes:

Want More Info?

Complete the form and a team member will be in touch within 24 hours. If you need immediate assistance call us at 800-526-1650.