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 sales training.
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Richardson Sales Performance’s Intentional Pursuit Strategy Training Programme
The Pursuit Strategy training programme is a strategic opportunity management sales training programme that teaches your sales team to improve their ability to pursue complex sales opportunities, increase their chances of winning the deal 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.
Applying 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 training 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
- Utilise our Momentum Methodology to assess their position, create the right strategy to differentiate and execute with precision to drive the sale to close
Richardson Sales Performance’s Momentum Methodology is a dynamic set of practices for developing an intentional pursuit strategy to win and grow business.
When applied in sales opportunity management training, the methodology teaches your team to assess a customer relationship, develop a strategy and take internal and external actions to proactively pursue deals.
Learn more about the buyer-centric framework needed to execute strategic sales opportunities in the white paper, Pursuing Opportunities with an Intentional Strategy.
Intentional Pursuit Strategy Training Programme Business Benefits
Upon completing the Intentional Pursuit Strategy training program, 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
Key Areas Of Content:
Apply a Buyer-Centric MethodologyWe teach sales professionals how to apply a buyer-centric methodology that embraces the dynamic nature of buying today . It considers today’s modern buying journey from both the buyer and seller perspective, and provides a set of practises and an interactive strategic planning tool to help sellers make decisions, avoid traps, and take the right actions at the right time.
Assessing Opportunity Health, Stakeholders and Competitive PositionWe teach sales professionals how to determine where the customer is in the buying journey and how to use a planning tool to assess strengths, vulnerabilities, and gaps. The planner provides a set of critical thinking prompts to help you assess your strengths, vulnerabilities, and gaps against the Buying Factors and make a go/no-go decision on the opportunity. We then teach them how to use the planner to conduct a deeper-level stakeholder analysis to help you identify your strengths and vulnerabilities. Finally, we teach them how to conduct a deeper-level competitive analysis to help you identify your strengths and vulnerabilities.
Developing a Strategy and Action PlanWe teach sales professionals how to use their strengths and vulnerabilities to formulate strategic direction and actions to strengthen their position and drive momentum. We enable them with a planner that captures their understanding of the customer’s strategy and the specific strategic objectives and tactical actions that comprise your plan.
Content Grounded in Behavioural ScienceOur content is grounded in behavioural science. The focus on behavioural science across our programme matters because we know that buyers make decisions based on both logic and emotion, an important and often overlooked component in both buying and selling. In fact, the emotional component of buying overrides the logical one. Sales professionals familiar with behavioural science concepts improve their ability to connect with customers because they have a greater understanding of their customer’s biases and their own. This helps them to more objectively evaluate opportunities and challenges, avoid aggressive behaviours, and reach their goals.
Programme Delivery Options
Our Intentional Pursuit Strategy Programme is Available in the Following Modalities
VIRTUAL INSTRUCTOR-LED TRAINING THAT REPLICATES IN-PERSON CLASSROOM EXPERIENCE
Our VILT solution leverages video and digital technology and 40+ years of sales and learning expertise. Our virtual classroom replicates the experience and impact of live, in-person training by using interactive tools such as polling, chats, and breakout groups, to ensure time for small group work like group drills and role plays.
DIGITAL, ONLINE LEARNING PLATFORM BUILT TO INSPIRE SELLERS
This programme is available on our digital learning platform, sitting at the heart of a blended learning solution. It is built to engage and inspire sellers, provide real-time visibility into performance for sales managers, and drive long-term results.
INTERACTIVE, INSTRUCTOR-LED TRAINING
Our onsite, Instructor-led workshops are an experience. We use a ‘Learn-by-Doing’ methodology, where sellers are actively participating in role plays, problem-solving, and brainstorming exercises. They also receive intensive coaching and feedback throughout the onsite programme by the best facilitators in the business.