Intentional Pursuit Strategy Training
Train your team to employ as strategic selling approach for more successful opportunity pursuits
Stop selling and start helping customers make buying decisions
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.
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Richardson Sales Performance's Intentional Pursuit Strategy Training Program
The Intentional Pursuit Strategy training program (learn more here) is a strategic sales training program that teaches your sales team to improve their ability to pursue 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 training 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
Momentum Methodology
Richardson Sales Performance’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.
Learn more about the buyer-centric framework needed to execute strategic sales opportunities in the white paper, Pursuing Opportunities with an Intentional Strategy.
Intentional Pursuit Strategy Training Program Business Benefits
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
Intentional Pursuit Strategy Training Program Brochure
Learn how we'll your team to pursue opportunities with a winning strategy.
DownloadKey Areas of Content
Buyer-Centric Methodology
We teach sales professionals how to apply a buyer-centric methodology that embraces the dynamic nature of buying today, and provides a set of practices and an interactive strategic planning tool to help sellers make decisions, avoid traps, and take the right actions at the right time.
Assess Opportunity Health
We equip sales professionals with a planning tool to assess strengths, vulnerabilities, and gaps of a pursuit. The planner provides a set of critical thinking prompts to help you assess your strengths, vulnerabilities, and gaps against the Buying Factors and make a go/no-go decision on the opportunity.
Develop A Strategy and Action Plan
We teach sales professionals how to use their strengths and vulnerabilities to formulate strategic direction and actions to strengthen their position and drive momentum. We enable them with a planner that captures their understanding of the customer’s strategy and the specific strategic objectives and tactical actions that comprise your plan.
Why Richardson
Our Impact
900Global Clients
3.5M+Individuals Trained
12%5-12% Increase in Revenue
24%Improvement in skill efficiency
35%Increase in knowledge proficiency
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