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sales opportunity pursuit training

Intentional Pursuit Strategy Training

Train your team to employ as strategic selling approach for more successful opportunity pursuits

Stop selling and start helping customers make buying decisions

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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For Who

Sales Professionals
Sales Managers
Account Managers
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Format

Virtual instructor-led
Blended Learning
Digital Learning
Instructor-led
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Duration

2-Day ILT Workshop; Four 4-hour VILT Workshops; Pre and Post Digital Learning

Richardson Sales Performance's Intentional Pursuit Strategy Training Programme

The Intentional Pursuit Strategy training programme (learn more here) is a strategic 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, practises, 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.

Leveraging 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

Momentum Methodology

Richardson Sales Performance’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 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.

opportunity pursuit methodology

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 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
sales opportunity pursuit training

Intentional Pursuit Strategy Training Programme Brochure

Learn how we'll your team to pursue opportunities with a winning strategy.

Download

Key Areas of Content

  • Buyer-Centric Methodology

    We teach sales professionals how to apply a buyer-centric methodology that embraces the dynamic nature of buying today, 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.

  • Assess Opportunity Health

    We equip sales professionals with a planning tool to assess strengths, vulnerabilities, and gaps of a pursuit. 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.

  • Develop A Strategy and Action Plan

    We 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.

Deep & modern sales curriculum enables you to develop your individual sellers against role-based competencies while achieving consistency across teams.

what makes richardson sales performance different

Our customisation approach ensures we fully reflect your unique selling environment while providing best-in-class training content to ensure efficiency and relevancy.

Program Design & Customization train stop image

A modern delivery approach that includes live and virtual training workshops in which participants learn and practise skills complemented with a digital, blended learning journey that reinforces, sustains, and certifies desired behaviours.

international sales training company

Build agile selling skills within your sales teams so that they can lead customers through a new, dynamic and digital buying journey. Agile selling skills and an outcome-focused pursuit plan are the future of selling.

agile sales skills training

Our technology provides visibility into performance so that we can measure progress and deliver real-time insights.

data driven sales performance improvement

Why Richardson

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Our Impact

  • 900Global Clients

  • 3.5M+Individuals Trained

  • 12%5-12% Increase in Revenue

  • 24%Improvement in skill efficiency

  • 35%Increase in knowledge proficiency

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