Richardson

How to Improve Sales Productivity

Richardson

In 2004, productivity growth in the US began to decelerate. In 2011, it slowed to a crawl and even became negative for a period in 2016. Today, productivity remains low, and economists don’t know why. Economists measure productivity by comparing units of input to units of output.

Optimizing Sales Training for Outcomes

Richardson

Selling skills are only as strong as the outcomes they deliver. Therefore, effective leaders seek sales training solutions that have measurable results. Knowing what to measure, however, means getting specific about business goals.

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Richardson Announces Plans for Merger with Sales Performance International (SPI)

Richardson

Today marks a significant milestone in the sales performance space. I am excited to announce the merger of Richardson and Sales Performance International (SPI).

5 Factors Driving Change in Sales in 2020

Richardson

We see 2020 as a year when the balance between culture and analytics will be critical for the success of selling organizations.

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.

Sales Productivity Best Practices

Richardson

Why does sales productivity need a set of best practices? The answer: consistency. A defined set of best practices means that sales professionals have a consistent framework for determining where to focus their efforts.

2019: Taking Directional Cues From a Look Back

Richardson

As the year draws to a close, sales leaders have an opportunity and an obligation to understand the impact of changes seen in 2019. The global economy evolved in 2019.

Sales Coaching for New Hires

Richardson

Attrition among sales professionals is a problem, and it’s getting worse. Across industries, turnover in sales is twice that of the total labor force. In highly competitive industries, like tech, more than one in ten businesses suffer turnover exceeding 55% according to Matrix Partners.

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

Richardson

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

Richardson

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.

Sales Training Playbook by Lessonl

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

The 3 Most Effective Sales Negotiations Skills

Richardson

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.

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 Benefits of Online Sales Training

Richardson

Training a team of sales professionals is difficult. At a large organization, the team is often geographically distributed. Representatives are separated by hundreds of miles and different time zones.

Five Skills for Managing Large Accounts

Richardson

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.

5 B2B Marketing Trends that You Can't Ignore in 2020

Speaker: Pam Didner, Marketing Consultant, Author and Speaker

Pam Didner, B2B tech marketing consultant, speaker, and author of Effective Sales Enablement and Global Content Marketing, will present the essential marketing trends you need to know in 2020. She'll discuss digital challenges that marketers commonly face and share actionable solutions and templates you can apply to your job in real-time.

Putting Strategic Account Planning Into Practice

Richardson

When mapping a hike, some calculate the mileage “as the crow flies.” That is, the mileage doesn’t represent the additional distance of summiting and descending the peaks and valleys in between the start and end points. Nothing about strategic account development is “as the crow flies.”.

How Retail Banks Are Meeting a Wider Scope of Customer Needs

Richardson

Traditional retail banks are struggling to attract and retain customers. The rise of digital entrants has equipped consumers to bank with more independence than ever. In fact, research from PwC shows 55% of bank executives see these new solutions as a threat.

How Sales Teams Can Succeed in a Soft Economy

Richardson

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.

Prospecting with a Customer-Centric Approach

Richardson

Sales prospecting is a maze. Sales professionals face dead ends, circular routes, and backtracking. These long paths are the result of complex stakeholder groups, elongated sales cycles , and ineffective lead data.

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7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

5 Reasons Why Strategic Account Planning Matters

Richardson

Strategic account planning is a customer-centric approach to identifying priority accounts, capturing and analysing critical information, and developing a strategy to expand and grow existing customer relationships.

A Strategic Approach to Exploring the Customer’s White Space

Richardson

Research from Bain shows that it is six to seven times more expensive to acquire a new customer than to retain an existing one. In fact, boosting customer retention by just five percent increases profits by 25 to 95 percent. These findings illustrate the importance of strategic account planning.

The 5 Training Exercises We Swear By

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Pretesting. Traditionally, tests serve as a tool for measuring what we know. For most of us, this kind of assessment instills anxiety, but a study published in the Journal of Experimental Psychology may finally lay that anxiety to rest.

How to Close a Deal: A Step-by-Step Guide

Richardson

There are 26 working days remaining in 2019. After accounting for holidays, this number drops to about 24. Many can expect this number to drop even further after factoring in additional time off taken.

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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.

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.

Building Consistency into Your Sales Methodology

Richardson

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.

The Three Skills to Focus on at Your Next Sales Kickoff

Richardson

Customer organizations are making strategic shifts into digital transformation, customer experience, and data-driven insights. As a result, sales professionals are increasingly positioning solutions that are dynamic, abstract, and broad.

Building a More Agile Sales Organization

Richardson

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.

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.

modern-trusted-advisor-sales

Richardson

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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4 Ways to Close More Sales by the End of the Month

Richardson

Month-end is a critical time for sales professionals as quotas loom large. Reaching a sales goal is difficult because customers are often distracted by their own month-end responsibilities. Moreover, many solutions are complex.

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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.

3 Ways Sales Coaching Drives Sales Team Alignment

Richardson

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.

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!

Video: Richardson’s Connected Selling Curriculum™

Richardson

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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