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Intentional Pursuit Strategy Training Program

Employ an Intentional Strategy for More Successful Opportunity Pursuits

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.

Richardson’s Intentional Pursuit Strategy Program

Richardson’s Intentional Pursuit Strategy training program is a strategic opportunity management sales training program that teaches your sales team to improve their ability to purse 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, practices, 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 behavioral science, the methodology helps sales professionals create momentum and guide the customer through the logical and emotional buying decision.

The Intentional Pursuit Strategy program 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
    • Recognize and influence the factors buyers consider in every buying decision:
        • The Case for Change
        • Stakeholder Dynamics
        • Decision Process
    • Utilize our Momentum Methodology to assess their position, create the right strategy to differentiate, and execute with precision to drive the sale to close

Richardson’s Momentum Methodology

Richardson’s Momentum Methodology is a dynamic set of practices 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.

account management & strategic opportunity management sales training momentum methodology

Learn more about the buyer-centric framework needed to execute strategic sales opportunities in Richardson’s white paper, Pursuing Opportunities with an Intentional Strategy.

Intentional Pursuit Strategy Training Program Learning Objectives

Upon completing the Intentional Pursuit Strategy training program, your sales team will be better able to:

    • Apply a buyer-centric methodology to strategic opportunity management:
        • Objectively assess strengths and vulnerabilities
        • Avoid making fatal assumptions
        • Avoid traps and inefficiencies by staying focused on the right moves at the right times
        • Make the right decisions around which opportunities to pursue
        • Create an Action Plan to advance the sale
    • Create a differentiated buying experience that motivates customer to buy from you:
        • Be creative and agile in adapting to evolving circumstances
        • Proactively combat Status Quo Bias
        • Understand and appeal to both the logical and emotional sides of buying and selling
    • Apply methodology to a real deal:
        • Develop an Action Plan to move the deal forward
        • Gain insight into personal strengths and opportunities
        • Gain feedback, insight, and ideas to strengthen your Action Plan

Intentional Pursuit Strategy Training Program Business Objectives

Upon completing the Intentional Pursuit Strategy training program, your sales team will experience the following business benefits:

    • Increased win rates and deal size
    • Reduced sales cycle duration
    • Improved forecasting and resource utilization
    • Improved use of time and resources on the right opportunities to pursue

Program Delivery

The strategic sales training program content is appropriate for any sales professional who needs to win complex opportunity pursuits, including supporting team members who actively support the development of a pursuit strategy. It also applies to sales leaders and executives responsible for leading pursuit teams.

Richardson’s Intentional Pursuit Strategy program is a blended offering that includes:

Want More Info?

Complete the form and a team member will be in touch within 24 hours. If you need immediate assistance call us at 800-526-1650.