White Paper: Embracing The Turns, The New Buyer Journey
Sales performance improvement
What’s Inside
Today’s buying journey is a dynamic path full of sharp turns and unexpected off-shoots.Sales professionals need to keep their hands on the wheel.
In Richardson Sales Performance’s latest white paper, Embracing the Turns: The New Buyer Journey, we show why the buyer’s journey is now an iterative process and how sales professionals can stay ahead of the curve.
We uncover:
- How risk, ROI, and consensus all influence the buyers’ decision
- How needs, stakeholders, and perceptions all change throughout the journey
- Why the combination of information and people causes the customer to refine their thinking
- Why the customer’s change in scope and priorities means aligning and realigning stakeholders
- The importance of understanding, anticipating, and shaping customer thinking
Resources You Might Be Interested In
Commercial Selling Excellence: Role-based, Agile Sales Capabilities
Learn the capabilities and behaviors needed for each role within a sales organization to stay competitive in the market.
Brochure Download
Video: Navigating Seller-focused Adaptive Learning
Explore how Richardson’s Accelerate Sales Performance System delivers adaptive, personalized, and highly effective sales training.
Video
Brief: Creating Personalized Learning Journeys to Change Behavior in the Field
Learn how to create personalized learning journeys to change behavior in the field for results that last.
Article, Brief
Solutions You Might Be Interested In
![sales technology]()
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
![sales training delivery services]()
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.
![sales training content]()
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.
![sales consulting services]()
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.
