Set the New Pace of Selling with Sprint Selling
After years of volatility and massive change in the buying/selling landscape, it’s time for selling to hit its stride. Richardson Sales Performance is proud to unveil the most innovative, forward-thinking sales methodology in the market today. It is a game-changing approach to sales standing on the shoulders of two of the most powerful selling approaches ever to exist, Solution Selling and Consultative Selling, that distills more than 40 years of experience into a single effective program for increasing win rates, reducing cycle time, and driving revenue.
At A Glance
130Global Certified Facilitators
3,500Virtual Sessions Completed in Past 6 Months
4.7Average Facilitator Score out of 5
Introducting Sprint Selling™, an agile selling methodology that helps you and your sales team understand buyers’ changing needs and act quickly to win. Buying isn’t linear, so neither is selling. Sellers need to know and execute the critical actions that drive momentum and win deals. Yet they must apply these actions in an agile way to address the dynamic nature of buying today. How they apply these actions matters. Buying is fraught with risk that incites emotion that can stall or kill the deal. To win, sellers must build trust and confidence in the decision to buy in a world where customers are highly skeptical and risk-averse. Sprint Selling™ balances the need for prescription and agility by arming sellers with a formula for success and the ability to execute it.
Designed with an innovative vision for the future of selling, Sprint Selling™ delivers clarity—and empowers every seller with the confidence to know what to do, when, how and why. By striking the right balance between logic and emotion, sellers have everything they need to move with purpose.
Key Elements of the Sprint Selling™ Training Program
Sprint Selling™ is a blended learning training program. It integrates four key elements that teach sales professionals what critical actions are needed to win deals and how to apply those actions in an agile way with skills, techniques and tools:
The Sales Formula
The Sales Formula nets out a broad set of sales activities into a manageable set of elements on which to focus and defines criteria for success.
The Four Selling Drivers
The Four Drivers guide WHAT you need to accomplish across your customer interactions to drive progress against the Sales Formula to win the deal.
Selling Sprints are HOW you move through the sales cycle as you accomplish the Four Drivers. A sprint is a burst of activity that revolves around key moments of conversation with the customer. Each sprint should result in a mini close.
Six Critical Skill Building
These critical skills give sales professionals the power and ability to apply the Sprint Selling™ Methodology dialogue models effectively. They help to leverage a sales professional’s natural strengths to create a dialogue, foster the openness and trust needed to understand needs, and communicate in a compelling way.
CRM-Enabled Tools Help Sellers and Managers Visualize Progress Throughout the Sale
The Sprint Selling™ program includes tools and templates embedded into your CRM to score against the formula and see how your sales professionals advance the sale over time. These tools provide an objective assessment of opportunities to guide coaching strategy and develop a plan to win.
The tool gives sales teams the ability to:
- Grade opportunities on critical success criteria defined by our Success Formula
- Complete multiple Strength of Sale Checks on a given opportunity to view the opportunity’s progress over time
By using the Strength of Sale Check, sellers can:
- Objectively assess opportunities to define their plan to win
- Provide clear and objective information to their sales manager, necessary for opportunity reviews
Sales managers can:
- Identify the areas of improvements or the blocking points in an opportunity
- Help their sellers define or adjust their plan to win
- Coach their sellers on the areas they need to improve
Key Areas of Content:
Preparing for Complex Sales ConversationsPrepare for and effectively execute the critical actions needed to drive consensus, manage stakeholders, and mitigate risk
Avoiding Common Selling TrapsAvoid traps by staying focused on the right things with the right stakeholders at the right time
Quantifying ValueShape the vision of capabilities by applying techniques for quantifying value and differentiation of your offerings
Driving ConcensusDrive consensus and pre-empt late-stage delays by cocreating a collaboration plan that transparently leads the customer through the buying journey
Using Advanced Selling ToolsApply tools, techniques, and skills to execute the critical actions and score and track opportunity strength
Understanding the Behavioral Science Guiding Customer Buying DecisionsOur content is grounded in behavioral science. The focus on behavioral science across our program 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 behavioral 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 behaviors, and reach their goals.
Program Delivery Options
Sprint Selling is Available in the Following Modalities
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.
This program 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.
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 program by the best facilitators in the business.