Richardson

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4 Sales Messaging Framework Essentials to Move the Needle

Richardson

Compelling, clear communication across the buying journey creates momentum. From the first brand and marketing messages to the closed deal, your marketing and sales teams must be armed with the right stories and key data points to drive leads and move the conversation through each step of the process. Certain points should be clearly conveyed early-on in the marketing process to drive leads – like your awards, credentials, and overall brand messaging.

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RevOps and Revenue Enablement: Aligning Diverse Teams for Revenue Generation

Richardson

In the business ecosystem, prospects and clients weave in and out of communication with many diverse teams and individuals. While, traditionally, the Marketing and Business Development Teams are singled out as being responsible for generating sales, when you think about how numerous and impactful those interactions are, it stands to reason that revenue generation is so much more than acquisition.

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Common Mistakes Sellers Make Following Up on a Sales Call

Richardson

Effective follow-up to a sales conversation advances the dialogue rather than restating it. Most sales professionals are aware that following up is important. Yet, few are clear on the proper way to execute this critical step. Following up on sales call is about taking opportunities to explore emerging customer needs, surface nascent concerns, and address all stakeholders.

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Selling Technology to the CTO

Richardson

Selling digital solutions means going beyond the technology. The buyer is often familiar with the specifications of the solution before the selling conversation begins. Therefore, the most effective sales professionals are prepared to discuss the product or service as a holistic, connected solution that ties into the buyer’s long-term growth strategy.

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3 Ways to Access More Healthcare Buyers with Virtual Prospecting

Richardson

In the early months of the pandemic, virtual engagement was the only option for healthcare sales professionals. Now, as sales organizations work to define the “new normal” many are making virtual selling a permanent part of their selling and prospecting model. In fact, research from Veeva shows that 88% of field sales professionals use digital channels to contact and engage their healthcare buyers.

Buyer 52
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How to Sell to the C-Suite

Richardson

Earning a chance at success with the C-suite means proving credibility in the first 5 minutes. The opportunity to meet with and sell to the C-suite can be a long or short conversation. The meeting will end early if the sales professional is unable to show that they have a clear understanding of the stakeholder’s business and ways to provide measurable value.

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Powerful Ways to Build Trust in the Post-COVID Selling Environment

Richardson

The current environment has made trust building difficult. The global pandemic has surfaced anxieties across businesses. Stakeholders are discovering that the unforeseen represents a much larger range of possibilities than previously thought. As a result, business leaders have less trust in nearly everything. They have less trust in their assumptions, the economy, and the future.