Winning more opportunities means developing a plan that is buyer-centric, strategic, and differentiated.

Solutions are more complex and the buying journey is dynamic and iterative. The result: sales professionals need a plan that leaves nothing to chance.

In Richardson’s new white paper, Pursuing Opportunities with an Intentional Strategy, we reveal the buyer-centric framework needed to execute complex sales opportunities. We show how to:

• Isolate the business issues customers care about
• Influence the buyer’s journey rather than track it
• Compel customers by appealing to their emotions, not just logic
• Bring clarity to a changing and confusing process
• Align and realign decision makers
• Overcome customer skepticism