Enhancing Sales Forecast Accuracy Through Buyer State Understanding

In our 10th episode, host⁠⁠ Chris Tine⁠⁠, Richardson's EVP Enterprise Solutions welcomes Richardson’s VP Partner & Alliances, ⁠⁠Tim Sullivan⁠⁠. Chris and Tim explore the tension that exists today between a traditional, linear sales process and how buyers are actually making decisions, and why that linear process is no longer valuable to the customer. Listen in and learn how to develop a sales process that balances flexibility and discipline by leveraging agility to understand a buyer’s status and help guide the buyer to a decision. Tim and Chris also discuss how your managers can coach to an agile sales process. Don't miss out on this engaging conversation.