Blog Posts - Sales Training



5 Key Elements for Rolling out a Global Sales Training Initiative

5 Key Elements for Rolling out a Global Sales Training Initiative I am an American who has lived outside the US for 27 years. I’ve worked in 42 countries, lived in the Far East for eight years, in Europe for the last 19 years, and am now based in t...

Sales Training Preference Survey

Sales Training Preference Survey We are gathering input from our blog subscribers to help us identify and prioritize some important strategic initiatives. We value your opinion and would really appreciate your participation in this brief, four-questi...

The Challenge (and Necessity) of Implementing a Global Sales Training Program

A Global Sales Training Program Can Be Challenging, but it’s Worth It! Global companies often have global customers, which creates certain global expectations. While customers desire customization on the local level, they require consistency ac...

Trade Shows Can Work!-new idea!

Trade Shows Can Work-new idea! NOTE: Several weeks ago I wrote a blog on “Why Trade Shows Don’t Work”, shortly after a good friend, Todd Schnick, wrote me a note to discuss how he makes trade shows work!  I asked Todd to write a blog regarding...
by Your Sales Management Guru on Jun 22, 2015

Some of the Best Open-ended Questions for Winning Sales

What are Some of the Best Open-ended Questions for Winning Sales? There is no magic wand to reveal the five best open-ended questions to ask for all sales situations. That’s the bad news. The good news is, there are several ingredients that will ma...

How to Interview a Sales Rep Candidate for Coachability

Learn three tricks to assess a sales rep candidate’s coachability — the ability to both absorb and apply feedback. Source: blog.hubspot.com Mark Roberge, the Chief Revenue Officer of HubSpot Sales Division, provides some tricks on assess...
by Leadmanagement.com on Jun 3, 2015

Richardson Welcomes John D. Elsey as New President and CEO

Training Industry Executive to Lead Richardson; John D. Elsey Named New CEO Philadelphia, PA — June 1, 2015 — Richardson, a global sales training and performance improvement firm, today announced the hiring of John D. Elsey as president and chief...

Building Rapport with WIIFO, not WIIFM

Building Rapport with WIIFO, not WIIFM Salespeople can spend a lot of time on the road, traveling to meetings or client presentations. Thoughts naturally wander to internal dialogue: “How am I going to meet my goals?” or, “What’s in it for m...

Prospecting and networking apps for ATD Conference attendees

Prospecting and networking apps for ATD Trade show and Conference attendees If you were to time travel back a decade or two, you could revisit attending conferences with reams of promotional paper goods and boxes of business cards in tow. In the pre...

Do You Know What Ensures the Greatest Payoff from Sales Training Program Investments?

Do You Know What Ensures the Greatest Payoff from Sales Training Investments? (The Answer Will Most Likely Surprise You.) In a comprehensive survey of research and literature conducted more than 25 years ago, it was determined that there was a grow...

Andrea Grodnitzky to Present on Selling with Insights at the 2015 ATD Conference

Andrea Grodnitzky to Present on Selling with Insights at the 2015 ATD International Conference and Expo Andrea Grodnitzky, Richardson’s Senior Vice President of Global Performance Solutions, will be speaking at the ATD 2015 International Confer...

Six Tips to Leverage Trade Shows as a Sales Prospecting Tool

Six Tips to Leverage Trade Shows as a Sales Prospecting Tool Spring means trade show season, and it’s time to take them seriously. Trade shows fall in and out of fashion as a marketing and sales prospecting tool. But, whether you love them or hate...

Getting Past “No” – Overcoming Objections in Sales

Assistant Sales Training Manager – Unilever Pakistan – Lahore

Our brands are trusted everywhere and, by listening to the people who buy them, we’ve grown into one of the world’s most successful consumer goods […]The post Assistant Sales Training Manager – Unilever Pakistan – Lahore appeare...
by PkVacancy on May 3, 2015

New Reporting Analytics Platform Launched for Richardson’s Sales Training Reinforcement Tool

New and Improved Reporting Analytics Platform Launched for Richardson’s Sales Training Reinforcement Tool, Richardson QuickCheck™ Philadelphia, PA — April 24, 2015 — Richardson, a leading global sales training company, announced today the lau...

Sandler Sales Training – President’s Club Training

Sandler Sales Training - President’s Club Training Market price: $197 Author: Sandler Sales Training Size: 1.12 GB Website Sale:http://www.sandler.com/solutions/sales-training/presidents-club The President’s Club is the mainstay of Sandler® sale...
by Tutorialdl on Apr 24, 2015

Why Can’t I get an accurate forecast?

Why can’t I get an accurate forecast? Just last week I heard that comment from a new client and he was the President of the company.  Frankly it is a common phase I have often heard from CFO’s, Presidents and VP of Sales-but what’s the resolut...
by Your Sales Management Guru on Apr 23, 2015

Benchmarks to Becoming a Trusted Advisor

Benchmarks to Becoming a Trusted Advisor In our  last blog post we  discussed, as a trusted advisor,  how to earn your seat at the table as part of the buying process so that you are able to help shape opportunities rather than just react to th...

8 Attributes of a Highly Successful Salesperson

8 Attributes of a Highly Successful Salesperson You may recall that oh-so-70’s TV series called The Six Million Dollar Man, in which a secret government agency rebuilds former astronaut Steve Austin after an accident into a spy with bionic speed, s...

Get Post-sales Training Visibility with Learning Analytics

Get Post-Sales Training Visibility with Learning Analytics Your salespeople are effusive in their praise of the new sales training.  Sales Managers are feeling confident that the new sales training will help their teams achieve (or exceed!) their nu...


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