Article: A Better Way to Sell to Complex Accounts
Improving win rate
What’s Inside
Today, almost every opportunity pursuit involves a degree of complexity, and most sales methodologies still need to catch up.
Sellers need a method for identifying critical areas of the sale needing attention. They need a better way to gauge the pursuit's status and build a high level of trust.
Here, we show how to:
- Determine when and where to apply the right resources
- Focus on the customer’s state, not just their stage
- Earn the status of a trusted advisor
Resources You Might Be Interested In
Brief: How Sellers in the Healthcare Industry Can Adapt to Three Key Trends
Download the brief to learn three skills that help sales professionals adapt to emerging changes in the healthcare industry.
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Webinar Recording: The Future of Prospecting - Agile Meets Social
Download a copy of our webinar where we explore how agile prospecting combined with social selling skills enhances your sales professionals prospecting efforts.
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How LexisNexis Drives Sales Wins and Enhances Customer Satisfaction
Discover how LexisNexis Risk Solutions partnered with Richardson to elevate their sales team with a transformative training approach. Watch the full interview to learn about the results and insights gained from the journey, and see how focusing on confidence, curiosity, and courage reshapes their success.
Video, Blog
Solutions You Might Be Interested In
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Accelerate Sales Performance System
Learn More: Accelerate Sales Performance SystemBring clarity to the most critical skill gaps you need to address to move your business metrics with the NEW Accelerate Sales Performance System
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Sales Training Delivery
Learn More: Sales Training DeliverySpeed to proficiency is crucial for today’s competitive sales teams looking to upskill. We offer a variety of delivery options including live, virtual, and digital to meet you where you are and quickly lift you to where you want to go.
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Sales training content that improves performance
Learn More: Sales training content that improves performanceGrounded in behavioral science, our Connected Selling Curriculum addresses all selling roles and all phases of the sales cycle to give your team the right learning at the right time.
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Professional services tailored to your needs
Learn More: Professional services tailored to your needsWe define and target the most critical selling behaviors your team needs for sales success in your market and offer customized sales training, coaching and consulting.
