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.
2-Day ILT Workshop; Four 4-hour VILT Workshops; Pre and Post Digital Learning
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
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
Key Areas of Content
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.
Deep & modern sales curriculum enables you to develop your individual sellers against role-based competencies while achieving consistency across teams.
Our customization approach ensures we fully reflect your unique selling environment while leveraging best-in-class training content to ensure efficiency and relevancy.
A modern delivery approach that includes live and virtual training workshops in which participants learn and practice skills complemented with a digital, blended learning journey that reinforces, sustains, and certifies desired behaviors.
Build agile selling skills within your sales teams so that they can lead customers through a new, dynamic and digital buying journey. Agile selling skills and an outcome-focused pursuit plan are the future of selling.
Our technology provides visibility into performance so that we can measure progress and deliver real-time insights.