Blog Posts - Sales Training



DIFFERENT YEAR, DIFFERENT YOU | Selling in 2017

This is the little-known story of how Albert Einstein changed sales performance forever*. And, though history may not be your thing, this story may help you strengthen your performance next year and beyond. You have probably heard of Einstein’s The...

5 Essential Elements of an Effective & Efficient Online Training Program

A major challenge facing many of today’s organizations is the need to find a training program that is both effective and efficient because taking sellers out of the field for days at a time is no longer an option for many companies in a fast-paced,...

3 Ways Video Learning Transforms Good Sellers into Great Sellers

Video learning is a modern solution to sales training challenges. Not only does it enhance learning outcomes and help make the learner’s journey more engaging, but it also solves the practical problem of providing consistent training across geograp...

Are Companies Setting Their Sellers Up for Success?

Selling has never been an easy profession. Sellers have always been faced with rising quotas, pricing pressures, new competitors or competitive technologies, and other roadblocks. But now, there are added degrees of complexity, with buyers just a web...

Training Millennials – Personalizing the Learning Library

Today’s workplace is now composed of a majority of Millennials, along with Gen Xers, baby boomers, and traditionalists. Training millennials presents a challenge for sales organizations, and especially the Learning & Development group, because...

The Millennial Generation in the Workplace – Adapting to the Millennial Learner

In case you missed it, last year marked a significant turn in the workforce. That was when millennials—those born between the early 1980s and late 1990s—became the largest segment of employees in the nation. This boom in the millennial generation...

3 Magic Questions a Sales Manager Must Know

Three Magic Questions a Sales Manager Must Know One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions consider asking these three questi...
by Your Sales Management Guru on Aug 18, 2016

Building a Sustaining Partner Community: a Channel Strategy

Channel Strategy: Building a Sustaining Partner Community -A Case Study- After working in a VAR partner organization for 8 years as a Sales Manager,  leading an entire channel focused company for 8 years as a VP of Sales and spending the last 19 yea...
by Your Sales Management Guru on Aug 10, 2016

Making Sales Coaching Visible, Practical, and Accountable

According to Aberdeen Research, coached teams achieve 15% higher lead conversion rates and 14% shorter sales cycles than teams that are not coached (Aberdeen, 2014) … but we don’t really need research to justify coaching — it’s intuitive to a...

Multigenerational Sales Coaching: Myths, Truths, and Key Considerations When Coaching Millennials

Modern sales leaders and managers are often faced with the challenge of providing multigenerational sales coaching. Providing sales coaching to millennials might seem like a particularly challenging endeavor – this is because there are many myt...

The Neuroscience of Sales: Unseating an Incumbent

Competing against an incumbent provider is one of the more challenging sales situations that we encounter.  The existing account holder likely has a stronger relationship with the client, first-hand knowledge of the client’s business, and enjoys t...

Do You Know How to Train a Multigenerational Sales Team?

Move over, baby boomers. You too, Gen Xers. In 2015, millennials became the largest segment of the American workforce, with more than one in three workers being from this generation. Figuring out how to train a multigenerational sales team presents...

Weak Sales Performance vs. the Greatness of Strategic Sales Development

The definition of insanity, as attributed to Albert Einstein, is doing the same thing over and over again and expecting different results. When talking with sales leaders, I’ll often modify this definition and apply it to their circumstances. I’l...

4 Objections to Sales Training

I have been in sales for many years, well before joining Richardson last August. I have heard my share of objections from prospects and clients, and I thought it worthwhile to share some of the most common objections to sales training. I don’t ha...

If it is too good to be true, it is! Sales Managers protect yourself…

If it is too good to be true, it is! KEN: Today I want to introduce John Moroney to you! He is more than a guest blogger, John has worked for Acumen Management Group for many years and is re-joining our organization after a long permanent engagement...
by Your Sales Management Guru on Apr 12, 2016

Is sales training important for growing your business?

This could be a very short blog post. The answer, in a word, is “Yes.” But let’s look a little deeper into the reasons why sales training is important for growing your business. First, consider these assumptions: Sales professionals drive reve...

Recognizing why You're sales are down and what You need to do

April 8, 2016 The worst mistake you can do is to panic, thinking that this sale slump will never come to an end. You start second guessing yourself, wondering what it is your not doing. The... This blog has a lot of information regarding social me...
by JFBMarketing at APSense on Apr 8, 2016

Selling the Part or the Whole – You Decide #selling #fintech #salestraining

Lately my entire profession life keeps shrinking things down to small easy to understand things. I can’t really tell if this is […]...
by AP Automation News on Apr 6, 2016

Entrepreneurial Sales – Teaching Your Customers – #selling #sales #entrepreneurship

I love the quote by Einstein and more importantly I am so attached to the sentiment. In by business career as soon […]...
by AP Automation News on Mar 30, 2016

“What Keeps You Up at Night” and Other Pitfalls When Asking Open Ended Questions

There is one question that comes up in virtually every Richardson sales training session that I have conducted over the past 23 years. It is part of an activity in which teams practice coming up with and asking open-ended questions to buyers. This is...


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