2019 Selling Challenges
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In this SlideShare, Richardson explains as the customer’s business changes and grows, sales professionals need to become more strategic in their drive to maintain and grow key accounts. For more information: https://info.richardson.com/drive-more-business-by-growing-existing-accounts-and-expanding-relationships
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This presentation explores why sales professionals must not only engage in customer-centric activities that add real value, but they must also navigate and anticipate the constant changes taking place for their buyers and help lead them through the buying process.
This presentation will cover the following:
1. Understanding how and why the buying process has changed and the imperative this change has created for sales professional's to think and act differently to compete today
2. Recognizing and influencing the critical factors buyers consider today in every buying decision
3. Utilizing Richardson's Momentum Methodology to assess position, create the right intentional and proactive strategy to differentiate, and execute with precision to drive the sale to close
Driving Key Account Growth: Planning and Execution to Access the White Space
Decreasing customer loyalty, higher expectations, and constant competitive threats are making forecasted business from your best customers anything but a certainty. The presentation will cover the following:
1. The guiding principles for excellence in strategic account planning
2. Quantitative and qualitative factors to consider in choosing accounts for strategic account planning
3. How to align to the customer’s strategy
Account plan execution
Advanced Selling: High-Stakes Customer Dialogues
How your sales professionals can gain the confidence and skills to engage in higher-stakes dialogues to advance alignment and drive momentum?
This presentation will cover:
1. How to guide and assert thinking to clarify and strengthen the customer’s case for change
2. How to raise risk to preempt late-stage concerns and address stalls or delays
3. How to align stakeholders by understanding and resolving areas of internal misalignment
4. How to uptier to senior-level stakeholders
Financial Services E-book
The purpose of this e-book is to highlight some of the major change themes we see and how winning organizations are adapting their approach with Richardson’s support.
Sales Coaching: Real-deal Enablement is Essential
The document discusses the importance and benefits of real-time deal coaching for sales teams. It finds that sales organizations that provide formal one-on-one coaching on individual deals achieve 15% higher conversion rates, 14% shorter sales cycles, and 11% stronger quota attainment compared to those without such coaching. Winning organizations are also more likely to move beyond generic training and seek external consultants or trainers to assist with real-time coaching on specific deals. Regular coaching in this way helps sales teams avoid unnecessary delays in closing deals and missing sales targets.
Richardson Research: Teamwork in Selling
The document discusses team selling in organizations. It finds that over 81% of respondents reported teaming in over 50% of critical sales meetings. Successful team meetings involve discussing goals and roles, sharing client information, and reviewing materials. During meetings, teams ask questions, convey value, support each other, and handle objections well. After meetings, effective teamwork includes assigning follow-up and internal accountabilities and debriefing. Barriers to teamwork include conflicting demands, but teams collaborate significantly in critical client meetings.
Richardson's Selling with Insights® White Paper
The document discusses how insights must be carefully incorporated into a comprehensive customer-focused selling methodology rather than being the entire toolkit itself. It warns of three "insight traps" including acting on assumptions without validating them, an inability to maintain objectivity to understand customer needs, and "insight dumping" without listening to the customer. The document emphasizes that while insights are an important tool, sellers must still focus on dialogue, trust, and using all their skills, substance, and integrity when interacting with customers.
8 Critical Sales Metrics to Measure Sales Performance
Richardson’s 8 Critical Sales Metrics reveals the eight core sales metrics that you should be looking at to measure your sales team performance, sales KPIs, and the effectiveness and impact of your sales training.
Driving Key Account Growth
In this SlideShare, Richardson discusses how decreasing customer loyalty, higher expectations, and constant competitive threats are making forecasted business from your best customers anything but a certainty. Richardson analyzes how to Driving Key Account Growth by Planning and Execution to Access the White Space.
Using Analytics to Expose Impact
In this SlideShare, Richardson discusses how your organization can implement an ongoing measurement approach that encompasses real-time collection of data rather than solely relying on the traditional approach of surveying “before and after.” The slides show you that a continuous feed of analytics creates data-driven insights for sales professionals, sales managers, and learning leaders about what’s working and where a course correction may be necessary.
Consultative Negotiations
In this SlideShare, Richardson discusses how successful sellers are moving beyond the adversarial approach to negotiating. Winning the sale today requires a consultative style. In the end, the relationship between the buyer and seller strengthens winning the sale today and tomorrow.
High-Stakes Customer Dialogues
In this Slideshare, Richardson discusses how your sales professionals can gain the confidence and skills to engage in higher-stakes dialogues to advance alignment and drive momentum.
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How Sales Organizations Can Prevail Against Economic Headwinds
How Sales Organizations Can Prevail Against Economic Headwinds
Winning Complex Sales With an Intentional Strategy
Winning Complex Sales With an Intentional Strategy
Driving Key Account Growth: Planning and Execution to Access the White Space
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2019 Selling Challenges
- 3. TOP SELLING CHALLENGE BY SELLING ACTIVITY
- 4. Richardson’s 2019 selling challenges survey revealed that changes in the business environment are demanding that sales professionals be more agile and able to transition from one skill to another as they encounter different challenges. Success today is about knowing when and where each skill needs to be deployed. The customer’s needs and perceptions change throughout the buying process, and therefore, the sales professional must adjust accordingly.
- 5. What will be your biggest challenge in creating a strategy to win an important piece of business? SELLING CHALLENGES BY SELLING ACTIVITY
- 6. What will be your biggest challenge in your prospecting efforts?
- 7. What will be your biggest challenge in uncovering and exploring clients’ needs?
- 8. When in a team selling situation, what is the biggest challenge you or your team will face?
- 9. What will be your toughest negotiation challenge?
- 10. What will be your most difficult challenge in closing a deal?
- 11. What will be the most difficult to deal with in terms of managing accounts and expanding relationships?
- 12. What is the biggest challenge your buyers face when making a purchasing decision?
- 14. At Richardson, our approach to helping our customers solve these challenges is to build sales skills through our Connected Selling Curriculum™. The curriculum is a collection of sales training programs built to work together and build upon each other across roles and capabilities to drive a common language and clear approach for sales performance at scale. In 2019, sales professionals will be able to read each selling scenario and fine-tune their approaches in the moment.
- 15. To download the full report, click the link in the description, or contact Richardson to learn how we can help your sales organization with their current challenges at info@richardson.com. www.richardson.com