Richardson

Building the Foundation for an Effective Sales Academy

Richardson

A sales academy is a structured system for training and developing a sales team. A sales academy consists of numerous programs, which together form a single competency framework for driving the sales professional’s performance throughout their career.

Using Learning Analytics to Expose Sales Training Impact

Richardson

Data from ATD State of Sales Training Research shows that the average annual sales training spending per person has reached $2,326. Earning a return on this investment requires measurement reflecting the full spectrum of a sales training initiative. Simply put: What gets measured, gets managed.

Drive More Business by Growing Existing Accounts and Expanding Relationships

Richardson

As the customer’s business changes and grows, sales professionals need to become more strategic in their drive to maintain and grow key accounts. In our latest brief, Drive More Business by Growing Existing Accounts and Expanding Relationships , we offer specific takeaways to navigate this challenge.

Selling Challenges Study Infographic

Richardson

Click here to download the 2019 Selling Challenges Study. Click here to download a copy of the infographic.

Study 60

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

Why Perspective Taking is So Difficult in Sales

Richardson

Leaders are discovering the importance of emotional intelligence, which is the ability to manage one’s emotions and those of others. Developing this skill requires perspective taking.

Why Active Learning Works for Sales Teams

Richardson

Active learning is a form of teaching that seeks involvement and engagement from the learner that goes beyond listening.

Webinar: Using Analytics to Expose Impact

Richardson

Investing in your sales team’s effectiveness, like all significant business investments, needs to be monitored. Join Richardson for a complimentary webinar, Using Analytics to Expose Impact , on March 25th at 11:00 a.m.

Blended Learning Boosts Performance in Sales

Richardson

Effective learning leverages multiple strategies. That’s why Richardson’s approach combines digital learning with traditional workshop experience.

2019 Selling Challenges Study

Richardson

Richardson’s 2019 Selling Challenges Study research reveals a panoramic view of the changes confronting sales professionals today. With hundreds of responses, we’ve captured timely insights into how 2019 will unfold and how to address emerging challenges.

Study 52

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Speaker: Claire Beatty, Editorial Director - Asia, MIT Technology Review Insights

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

Video: A Sneak Peak Into The High-Stakes Consultative Dialogues Program

Richardson

Richardson’s High-Stakes Consultative Dialogues program builds advanced selling skills. It is targeted at sales professionals who have mastered the fundamentals of selling and want to provide high-impact value for their customers.

Maximize Every Prospecting Call

The Pipeline

By Tibor Shanto. Every mode of communication offers opportunities for proactive prospectors, which is why you don’t want to skip the phone. The phone offers a number of advantages absent from email, LinkedIn and other social platforms. It creates contact between two human beings.

Is This Mental Trap Making It Harder for You to Close Deals?

Jill Konrath

The first time I heard the call-in radio interview with the "deer crossing lady," I couldn't believe it. Tears of laughter were streaming down my face. The more she talked, the worse (or perhaps better) it got. Working Smarter

The Biggest Sin In Sales

John Barrows

Do you know the biggest sin in sales? It’s not to lose a deal. It’s to take too long to lose a deal. You know the ones: they sit in our pipeline or forecast as the 20 percenters and get pushed out month over month over month because we’re “saying there’s a chance.”

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Unlocking Cross-Sell and Upsell Potential by Activating the Product Team

Sales Benchmark Index

The role of a Product Leader is dynamic. Listening to the market, monitoring competitors and developing new products are core responsibilities. They set the organization up for growth. Yet, one of the lesser associated responsibilities of a Product Leader is translating.

Look At Objections From A Different Direction

The Pipeline

By Tibor Shanto. I hate objections, and I bet you don’t wake up looking to be rejected first thing in the morning, and then have to work the rest of the day.

Creating a Habit for Success

Anthony Cole Training

In sales, it is critical for a producer to develop behaviors for success and systems to support those behaviors. But often times, salespeople struggle and settle for the results they get because they don’t know how to adapt.

Does Your Marketing Team Match Your Customer Acquisition Strategy?

Sales Benchmark Index

Marketing team structures too often are remnants from the days of print ad dominance. Sure they’ve evolved, but the core structure is often the same. Modernization has been performed by adding ‘vertical’ skills onto existing structure. Few organizations have retooled.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Are You Taking Care of This Person Well Enough?

The Sales Heretic

Whether you’re a salesperson, leader, or business owner, you have a lot of people you need to take care of: customers, support staff, family, and more. But there’s one person who needs your time and attention more than any other.

How Not to Close End of Quarter Deals

John Barrows

For many of us, April marks the start of a new quarter, fresh targets and quota and new opportunities to focus on. Sometimes you hit your quarterly number with weeks to spare, other times you’re pushing in any deal you can to Make It Happen by the end of that third month.

7 Rules of the (Prospecting) Road

Anthony Cole Training

There are a certain number of rules that must be followed when it comes to prospecting in sales.

The 4 Most Common Buyer Types (And How To Sell To Them!)

MTD Sales Training

One feature of modern, relationship-selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. It is a fact that people buy differently. They can be known as ‘buyer types’. Some people prefer to buy quickly, others slowly.

Buyer 208

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Enough is Enough

Anthony Cole Training

Complacency in selling is not a new phenomenon.

Developing strategic referral alliances. WOW!

Jeffrey Gitomer

Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? Yes, if there is mutual trust. Here are the prerequisites: You consider yourself the best at what you do. You do a memorable job in making the sale.

Why CMOs Need to Resist the Onslaught of the Trivial

Sales Benchmark Index

Your job description probably reads something like “generate revenue by increasing sales through successful marketing for the entire organization, using market research, pricing, product marketing, communications, advertising and public relations.”

I gotta question for ya

Bernadette McClelland

Hello there! With the New Year about to kick off again we may do one, or both, of two things. We may reflect on the year just gone or project on the year ahead.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

How the Rubber Band Sabotages Sales Performance

Understanding the Sales Force

I have written many articles about Sales DNA, the combination of strengths that support sales process, sales strategy and sales tactics; or, when it appears as a weakness and sabotages ones ability to execute. Dave Kurlan sales weaknesses Sales DNA

Best Time To Prospect?

The Pipeline

By Tibor Shanto. With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?”.

Are Small Business Owners Salespeople in Disguise?

Jeffrey Gitomer

The success of a small business rests on the owner's ability to sell. Small business owners have about 50 different hats to wear, but sales is the biggest hat an entrepreneur wears. Actually without the sales hat, the other hats are useless.

3 Ways to Overcome Call Reluctance

Mr. Inside Sales

Do you or your team suffer from call reluctance ? Would you rather send emails than make calls? If you have to pick up the phone for a living, then I’ll bet making cold calls isn’t one of your favorite activities. And if you struggle making those calls, then take comfort in knowing you’re not alone.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

How a CEO Exceeds Integration Expectations

Sales Benchmark Index

Today Chris Downie, CEO of Flexential, joins us to discuss the best practices in merging companies together. He provides insight into the checks and balances of company mergers and shares his experience forming Flexential from two legacy companies. Click here for.

8 Disciplines of Sales Execution

Sales Benchmark Index

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Shifting Prospecting Habits

The Pipeline

By Tibor Shanto. The first week of Q2 is always welcome, spring is in the air, and the commissions are beginning to mount. While it is tempting to take a breath after a Q1 that was a blur in its speed and results, it is the last thing you should be thinking.

As a Product Leader, Are You Regularly Engaging the Sales Team in Product Ideation?

Sales Benchmark Index

A product leader at a recent client of mine expressed a frustration that most product leaders can relate to. His organization had recently invested heavily in developing a new product that targeted a growing segment of the company’s customer base.

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.