Richardson

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.

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 Plan for a Sales Call

Richardson

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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4 Benefits of a Consistent Selling Methodology

Richardson

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.

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.

4 Ways to Be More Assertive in Sales

Richardson

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

Summer Reading

Richardson

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.

eBook 52

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.

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.

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.

Study 52

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.

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.

Study 61

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?

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.

Why Open-ended Questions Drive Effective Coaching

Richardson

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.

Sales Training Playbook by Lessonl

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

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.

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

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.

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.

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.

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.

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

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.

Enabling Sales Teams Through the New Buyer’s Journey

Richardson

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.

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.

Quota 40

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!

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

Two different approaches to getting in-the-door

Sales 2.0

If you run a small company, you usually end up being one of your company’s early sales people. If you are in this position, this post may help you. It’s about an alternative way to get in front of your target buyer without cold calling.

Promoted! What Is Strategic Sales Management?

Connect2Sell

he notion of making selling more strategic is not new or novel. It’s been discussed and described for decades by a variety of thought leaders including: new sales manager sales leadership sales managers strategic sales management

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.

Friday Five - Cold Calling Dead or Alive

Score More Sales

Let’s get some sales activity going! How great will you feel when you connect with the right buyers and have a strong conversation today? Here are a few great resources we like. Cold Calling Tips from Gong’s research – 17 Proven Techniques. 21 Cold Calling Secrets From the Sales Masters.

How a CEO Drives Revenue Growth with Digital Strategy

Sales Benchmark Index

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.

Podcast 110: The Changing Role of SDRs in Sales With Amir Reiter

John Barrows

In this week’s episode we have Amir Reiter on the podcast, the CEO of outsourced sales company CloudTask. Amir has traveled far and wide having started businesses young and learn the hard way.

Oracle 251

The Best Stories Are Told By Buyers

The Pipeline

By Tibor Shanto. There is a lot of focus on storytelling in sales these days and for all the right reasons. Stories help spark the imagination, help people look beyond their limits.

Buyer 221

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.