Larry Rudolf  | Larry is the co-founder of RevenuePerform.com (RPM), a business strategy firm to the Technology Sector. He was formerly the Vice President of Marketing and Global Investor Relations for Hummingbird being the catalytic force on their 14 years rise to a high of $350m before being acquired by OpenText. His insight, approach and understanding of the marketing and sales of technology products and services today can be found in many in of our clients across North America and Europe.

Larry provides guidance and advisory services to many global information technology firms assisting several large vendors secure multi-year $10m+ million dollar contracts. More notable was the award of a $200m+ contract for one of RPM's offshore partner clients. He is an avid tennis player, Liverpool soccer pendant and as a musician himself, a devoted follower of the Beatles since their origins in his homeland of London, UK.

He is a graduate of York University, certified soccer coach and tennis instructor.

Current projects include business development strategy for Hitachi Consulting, the 7th Largest Information Technology firm, as well as projects with QA Consultants, North America's largest Independent Quality Assurance firm and Shore Consulting Group, Canada's largest independent IT solutions provider to the Canadian Public Sector. 

Your sales people are the representatives of your organization.  They are the initial point of contact once a buyer is ready to engage with a human contact.  Buyers are sophisticated and may already be  70% through the buyer process. They have however,  not yet crossed the "Chasm of Trust" with your brand.  The job of sales is to earn he right to be the custodian of enabling the buyer to cross the chasm with confidence in their decision to do so.  

An unknown fact is that buyers often judge the company based on the relationship they have with your sales personnel.  Therefore achieving exponential growth may be at risk if your salespeople do not fully understand the stage of the buyers' interest.  An ineffective salesperson may not fully understand the buyers needs or may misjudge the buyers appetite to engage thereby placing the opportunity at risk the conversion to purchase.

• To avoid such scenarios, and increase the level of trust, the inbound.digital 'Empowerment Portal' integrates with your CRM providing up to the minute timely and often exclusive insight into the buyer's digital activities.  This may include notification when a visitor has download a white paper or recently visited your website and poked around.

• A Buyer Empowerment Portal replaces the traditional sales playbooks and serves as the custodian of buyer interactions, their current state of readiness to act and provides sales with insight that enables the seller to conduct a higher quality engagement that accelerates their "crossing the chasm of trust."
  

What is the mindset of your prospective buyer when they contact your customer service or sales resource?  What stage of the buying process are they at?  Are in the early stages looking for information that is relevant to their needs?  Does your sales point of contact have the knowledge of the buyer state of readiness or are they required to ask them 20 questions.

• What does your buyer believe is what they need?
• What if you could accelerate the conversation in your favour such that the buyer align exactly to the capabilities you provide? 
• What "social proof is needed to demonstrate to the buyer they are making the best decision in you favour?

By installing a Buyer Empowerment Portal you accomplish three things.  a better human engagement experience for the buyer, a better enablement experience from the seller and the ability to empower both parties such that they are synchronized on the outcomes that is mutually beneficial.