How Are SaaS Solution Sales Teams Benefiting from a Buyer-focused Sales Structure?

SAVO's President and CEO Mark O'Connell shares his insights in a new blog post from Richardson

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May 28, 2014, 02:00 ET

PHILADELPHIA, May 28, 2014 /PRNewswire/ -- Richardson, a leading global sales training and sales force effectiveness company, today launched a new blog post, "Advice on Rapid Growth and Sales Success," on their award-winning blog, the Richardson Sales Excellence Review. Featuring SAVO Group's president and CEO Mark O'Connell and Richardson's Chief Strategy Officer Dario Priolo in a one-on-one interview, this post highlights a discussion on the reasons behind the technology industry's transition to cloud-based software and how SaaS sales teams benefit from a buyer-focused sales structure.

Mr. O'Connell shares his insights on the impact a cloud-based system has on a company's ability to deliver its solutions to customers in a way that best supports their needs and challenges. In an industry that is almost completely in the buyer's hands, today's software salespeople must be attuned to the client's business pains, not just an understanding of the company's product offerings.

"To be a successful sales rep in this industry, you have to be extremely buyer-focused," says O'Connell. "This means allocating more time to understanding client challenges, partnering with clients to shape the vision for the solution, and articulating value throughout every step of the relationship — from the initial meeting to post-implementation touch points."

To access the blog post, please click here

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About Richardson
Richardson helps leaders prepare their organizations to execute sales strategies and achieve business objectives. Richardson has the expertise and resources to help clients scale their initiatives quickly and confidently across their entire sales force and supporting functions. Working together, Richardson identifies sales best practices, evaluates talent, builds capability and consistency through world-class sales training, and sustains necessary change. Through a proprietary customization process, Richardson ensures that each solution reflects the unique culture and values of its client, driving rapid adoption and lasting results. To learn more about Richardson, please contact Jim Brodo at [email protected], or visit www.richardson.com.

SOURCE Richardson