The 3 Most Effective Sales Negotiations Skills


Profitability in sales is in question. Customers are more empowered by information and more sensitive to risk. Moreover, an increasing number of buyer side stakeholders means that pricing pressure is compounding.

Drive More Sales by Stepping Out from Under the “Streetlight Effect”


There is an old joke with a modern insight: A police officer finds a man on his hands and knees on the sidewalk under a streetlight. The officer asks the man what he is doing. The man explains that he is looking for his keys. The officer then asks where the man last saw his keys.

Elevating Customer Service To Meet The Wider Scope of Customer Needs


Customer service professionals have unique access to clients. Information learned on a service call reveals customer details that are more personal than any survey or study.

How Sales Teams Can Succeed in a Soft Economy


Dimming economic indicators are prompting sales leaders to reconsider their strategies. Consider data like the Business Confidence Index , which is at its lowest point in more than three years, or the Global Economic Policy Uncertainty Index , which reached its highest-recorded point this year.

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.

Five Skills for Managing Large Accounts


Large accounts require a careful approach because they often represent a considerable portion of revenue for a company. A misstep could prove costly. This risk is heightened by the complexities involved in managing large accounts.

Building a More Agile Sales Organization


Today “about two-thirds of companies have a strategy horizon of four years or less,” according to ATKearney. The reason: products and services are no longer a durable competitive advantage.

Building Consistency into Your Sales Methodology


Consistency drives long-term success in selling. However, consistency is elusive. The reason: daily challenges create “drift.”. Sales professionals and sales leaders make quick moves to put out the fire of the day. In time, the approach to selling emerges from circumstances, not consistency.



Selling has fundamentally changed, yet few understand what this change means. Many agree that the act of selling is different today than it was in the past. They cite factors like technology, pace, and complexity when articulating how the profession has evolved.

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3 Keys to Agile Selling


Successful business models today are fundamentally different than those of previous decades. At one time, companies could sell a product and build revenues behind protective barriers. These barriers insulated the company from threats.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

3 Ways Sales Coaching Drives Sales Team Alignment


Despite praises for teamwork, many businesses operate in an unspoken culture of individualism. The origins of this individualism in the US, however, didn’t start with the emergence of corporate structures. It started on the farm. America’s climate and land are optimal for growing corn.

Video: Richardson’s Connected Selling Curriculum™


Sales professionals who gain a competitive advantage do so by being prepared to quickly flex and adapt. Richardson’s Connected Selling Curriculum ™ equips sales professionals with the skills needed to meet modern buyer expectations.

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How to Build Trust With Your Customers


Selling occurs in the dialogue, person to person. The interaction may be face-to-face or over the phone, but a successful outcome is based on trust between seller and buyer. Therefore, salespeople must be at their very best, bringing value to the table and to their customers.

How to Plan for a Sales Call


Comfort comes at a cost. When we gain experience, we also gain confidence. Over time, however, confidence can lead to complacency. This trap is evident to anyone who has opted to simply “wing it” when making a sales call.

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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.

4 Benefits of a Consistent Selling Methodology


A growing business presents challenges. Expanding departments, merging divisions, and growing teams lead to inconsistent selling methods. Sales professionals with a long tenure have an established approach while those who are new have a different style.

4 Ways to Be More Assertive in Sales


Attention is a limited resource. Priorities compete for the customer’s time, leaving little for sales professionals.

The Top 10 Characteristics of Effective Sales Professionals


Competition in selling is as intense as it has ever been. The sales professionals who succeed bring the extra 10 percent that makes the difference between a win and a loss. However, this 10 percent is elusive because it is not always clear what it represents.

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How “Theory of Mind” Drives Effective Selling


By the time we reach the age of 4 or 5, we develop something called “theory of mind.” We learn that another person’s knowledge is different from our own. One simple study shows how theory of mind works. A child is shown a box with a label reading “Smarties,” a candy. An adult opens the box, revealing that pencils are inside. Then, the adult closes the box and asks the child what they think another child will guess when asked what’s inside.

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4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Why Open-ended Questions Drive Effective Coaching


Effective sales coaching is collaborative, and to be collaborative, you must ask questions. However, too often, people misunderstand this critical component of coaching. They ask questions designed to elicit a specific response. These kinds of questions feel like an interrogation.

Drive More Business by Growing Existing Accounts and Expanding Relationships


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.

Summer Reading


Summer is here! We’ve compiled some of our top thought leadership pieces from the last few months to give you expert advice, tips, and sales training enablement content. Happy reading.

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How to Close Sales


Closing sales requires a combination of sales strategy, skills, and trust. Despite varying degrees of complexity in the sales process, this statement is true for both B2B and B2C sales professionals. The most important factor in this equation is trust.

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!

Selling Challenges Study Infographic


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

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The Psychology Behind Customer Decisions


Why is something as simple as a cup of coffee enough to change someone’s international travel plans? Why are bronze medalists happier than silver medalists? Why does crossing a dangerous suspension bridge influence a decision made several days later?

Selling Digital Solutions in the Era of the Fourth Industrial Revolution


The capability and influence of digital technologies is accelerating. The scope of this change is so sweeping that many are calling it the Fourth Industrial Revolution. Keeping pace with exponential growth is difficult.

Building the Foundation for an Effective Sales Academy


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.

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.

Using Learning Analytics to Expose Sales Training Impact


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.

Why Perspective Taking is So Difficult in Sales


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


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


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.

2019 State of Sales Coaching: Managers, Reps, and Enablement Pros Weigh In

Speaker: Henry Bruckstein, Founder at Canam Research, and Jake Miller, Product Marketing Manager at Allego

Virtually every sales organization sees the value of good sales coaching. So why do so few organizations do it systematically and well? Join Henry Bruckstein, Founder of Canam Research, and Jake Miller, product marketing manager at Allego, to learn why--and more--from the new 2019 State of Sales Coaching survey. Our speakers will synthesize the different views from sales reps, managers and sales enablement pros to uncover common areas of misalignment, proven methods to overcome coaching barriers, and the best coaching approach for you.

Blended Learning Boosts Performance in Sales


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

2019 Selling Challenges Study


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.

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


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.

Enabling Sales Teams Through the New Buyer’s Journey


Two major factors characterize the customer’s buying journey: increased rigor and decreased resources. Customers are performing more upfront research and following an increasingly formalized process when exploring buying options. More stakeholders are involved, leading to elevated expectations. Simultaneously, customers are working under constraints as other priorities compete for their attention. Time is in short supply, and stakeholders are dispersed across the organization.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.