Opportunity Pursuit

Training overview
Next start date: Anytime - enquire to book - United States of America
On-site / Company-specific

Course description

Opportunity Pursuit

Richardson’s new High Performance Selling™ (HPS) is the next evolution of sales performance training.  The program focuses on improvement solutions that balance both the science and the art of selling to provide a measured blend of both.  It is based on best practices and current research about how customers buy, and it consists of three key components:

  • Sales Process — the ability to follow a structured, consistent path and set of activities throughout the selling cycle
  • Strategy — the culmination of decisions a salesperson makes to win an opportunity
  • Customer Dialogues — the skills needed to have productive customer interactions throughout each stage of the sales process

Each training component of High Performance Selling™ is important to both salespeople — who want strategies and skills to win deals — and sales managers — who want to ensure that their sales teams are following a customer-centric process to increase their probability of winning and to improve the reliability of their forecast.

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Who should attend?

This course is suitable for sales professionals and sales managers.

Training Content

Learning objectives:

  • To apply a client-focused approach to develop and expand customer relationships, leverage internal resources, and increase your sales results
  • To apply a consistent and repeatable sales process — based on winning practices — and to increase selling efficiency and improve opportunity forecasting
  • To learn a method for evaluating the appropriate stage for each opportunity in the sales process
  • To identify the appropriate points in the sales process for strategic decision making to advance the sale
  • To define what different stakeholders value and to tailor how you communicate your value accordingly
  • To expand existing relationships by reaching new decision makers

About supplier



We’re Richardson, a global sales training company focused on helping youdrive revenue and grow long-term relationships. Unlocking revenue for ourclients is what we do. Our goal is to transform every buyer experience byempowering sellers with the critical selling skills they...

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