Richardson

A Streamlined Approach to Onboarding Sales Professionals

Richardson

According to a recent study by Gallup, only 12% of employees strongly agree that their company does a great job onboarding. Effective onboarding is becoming a rising priority for businesses for two reasons.

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The Psychology Behind Customer Decisions

Richardson

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?

3 Keys to Agile Selling

Richardson

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.

How to Close Sales

Richardson

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.

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Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

How to Build Trust With Your Customers

Richardson

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.

Selling Digital Solutions in the Era of the Fourth Industrial Revolution

Richardson

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.

How “Theory of Mind” Drives Effective Selling

Richardson

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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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.

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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.

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.

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.

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.

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.

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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.

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.

3 Steps for Building an Effective Sales Culture

Richardson

The sales culture is the single most important aspect of a selling organization. Culture drives buy-in, professional development, and team dynamics. Culture is the framework on which the organization rests. However, the relentless pressure to deliver on more immediate goals like quarterly quotas can obscure the importance of culture. As a result, culture languishes. Selling organizations occasionally require a culture change.

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Let’s Connect at ATD 2019

Richardson

Do you plan to attend the 2019 ATD Conference in Washington, D.C. this month? If so, join Richardson at our session or at the ATD Sales Enablement Reception. Richardson’s Session: Enabling Sales Teams Throughout the New Buyer’s Journey on Monday, May 20th at 4:30 PM in the Liberty Ballroom MNOP. ATD Sales Enablement Reception Sponsored by Richardson on Tuesday, May 21st at 5:30 PM in the George Washington U Room.

Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery. Listen Time: 40 Minutes. Professional Development

Timing is Everything

John Barrows

The more experienced I get in business the more I realize how important timing is with almost everything. I can’t tell you how many ideas I’ve heard about (or come up with myself) that were great ideas at the time, but failed because the market wasn’t ready for them. Good Ideas, Bad Timing.

Sales Training Playbook by Lessonl

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

How Top Salespeople Anticipate and Manage Resistance

Understanding the Sales Force

Last week Tom Hopkins shared a post on LinkedIn that resembled what I have said so many times. He said, " The art of selling involves two jobs: Job One is to reduce sales resistance and the other is to increase sales acceptance.".

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Rejection Limiting Your Success?

The Pipeline

By Tibor Shanto. There is a line in the original animated Aladdin when Jafar states, “You’ll be surprised what you can live through.” ” Something that can also be used to describe sales and prospecting.

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I’ve Mapped My Customer Journey, Now What?

Sales Benchmark Index

What Is the Purpose of This Customer Journey Map? According to a recent article from Invesprco, “Customer journey maps give businesses a way of getting into their customers’ heads, helping them gain valuable insight and understanding regarding common customer pain points.”

Own Your Time

The Pipeline

By Tibor Shanto. Time is a truly critical element of sales success, yet too many take a very passive approach to their time. If not careful, time can be stolen by or wasted on the wrong opportunities.

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.

Objections Are Not Fatal

The Pipeline

By Tibor Shanto. Too many salespeople confuse objections with rejection. Let’s be clear, rejection hurts and can kill. But for sales pros, objections are not fatal. link]. The post Objections Are Not Fatal appeared first on TiborShanto.com.

Partner Enablement – the Key to a Successful Indirect Go-to-Market Strategy

Sales Benchmark Index

Why Are Your Partners Producing Far Less Than Expected? Selling through the channel can be the most rewarding or painful aspect of your GTM strategy. When a partner takes on the promise of representing your products and brands, it is.

Friday Five – Boost Activity and Sales

Score More Sales

It is that time of year where you and your sellers are going to be more distracted with that upcoming vacation, parents / friends / other family visiting, and other benefits of the summer season. sales leadership sales goals grow revenue

Make It Small

The Pipeline

By Tibor Shanto. Not a popular refrain among sales types, which may explain why nearly half of B2B reps will miss quota this year. In a world obsessed with ‘big,’ even more so than sales success, make it small may seem counter-intuitive.

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!

Better Use Of Your Time

The Pipeline

By Tibor Shanto. On Tuesday I posted about the need for salespeople to own their own time. Had a number of folks reach out to see what steps they can take to ensure they are maximizing from this resource.

10 Things You Can Do to Prospect Faster

The Sales Hunter

We all wish every lead turned into a great prospect and in less time. You probably also want it all to take you less time than it takes to decide what you want to eat for lunch. That would be the greatest customer, right? Yes, in a perfect world, that could happen.

Your Numbers Suck

The Pipeline

By Tibor Shanto. You hear it said a lot in different fields of endeavour, “their numbers” or “his numbers” suck. Told in the abstract about a ballplayer you can understand what they mean.

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Promoted! Effective Sales Management Begins with Letting Go

Connect2Sell

Why is there so much confusion about what effective sales management looks like? delegating for development sales leadership sales management philosophy of leadership

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.