Behind-the-Scenes Look at How Leading Firms are Responding to Shifts in Today’s Complex Buying Process Explored in New eBook from Richardson
This dramatic change in buyer behavior has forced companies to reevaluate the way they train their sales teams to engage prospects and existing customers. This new paradigm is the focus of Richardson’s new eBook, The Roadmap to Scalable and Sustainable Sales Transformation.
Philadelphia, PA - August 22, 2011 - Today, buyers are
conducting much of their early phase buying analysis and research
via the web and relying more on peer feedback collected via social
media. The result? Sales representatives are being brought into
deals much later and missing out on the opportunity to assess and
properly qualify prospects.
This dramatic change in buyer behavior has forced companies to
reevaluate the way they train their sales teams to engage prospects
and existing customers. This new paradigm is the focus of
Richardson's, a leading sales
training and performance improvement company, new eBook, The
Roadmap to Scalable and Sustainable Sales Transformation.
Written by Richardson's Harry Dunklin, SVP of Richardson's Sales
Readiness Practice, this eBook takes a practical look at the
challenges being faced by most sales organizations due to the
shifts to buyers now directing the purchasing process and dictating
the terms of engagement. This eBook will:
• Present three real-world case studies blueprinting how
multinational companies are embarking on sales transformation
initiatives by taking the long-term steps necessary to reengineer
their go-to-market models
• Analyze the fundamental changes in buying behavior, exploring
the challenges and changes now being faced by today's sales
teams
• Highlight common approaches being taken to reconstruct existing
methods for recruiting, talent management, and training processes
in order to better engage buyers
"There has been a dramatic change in buying behavior due to the
immediate availability of information and the growth of social
media that has caught some companies off guard," says Dunklin. "To
keep pace and jump ahead of the curve, progressive companies are
undergoing a sales transformation process to reengineer their
salespeople, process, and technology to better manage in today's
competitive business climate and ensure long-term market
success."
The complimentary eBook, The Roadmap to Scalable and Sustainable
Sales Transformation, is available on Richardson's website by Clicking
here.