Blog Posts - Sales Training



Richardson Clients Honored with Eleven Awards by Brandon Hall Group

Richardson Clients Honored with Eleven Awards by Brandon Hall Group Seven of Richardson’s clients have been recognized with Gold, Silver, and Bronze medals by the Brandon Hall Group’s annual Excellence Awards for Learning, Talent Management,...

Value Strategy: The Foundation of Collaborative Account Development

Value Strategy: The Foundation of Collaborative Account Development Sales people must fully understand a client’s industry and business in order to bring real value to the client. This brings something into play called the value strategy, the way t...

Sales Leadership: You are the Practice Squad

Sales Leadership: You are the Practice Squad On every football team you have the team of starters and you have a practice squad, their job is to represent what the competitions offense or defense game plan or playbook might look like. Each week the s...
by Your Sales Management Guru on Sep 2, 2014

7 Benefits of a Prescriptive Sales Process

7 Benefits of a Prescriptive Sales Process By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. In most sales organizations, the majority of salespeople are B or C performers. There are...
by Your Sales Management Guru on Aug 25, 2014

Are Your Salespeople Poised to Sell to Today’s Buyers?

Are Your Salespeople Poised to Sell to Today’s Buyers? Few people need convincing that considerable power and influence has shifted to customers and prospective buyers. Much of this has been driven by technology and access to information. The chall...

Selling SaaS: Essential Activities and Key Dialogues to Expand After You Land

Selling SaaS: Essential Activities and Key Dialogues to Expand After You Land  Closing deals is important. However, closing alone is not sufficient for SaaS company success. Driving to profitable growth requires generating renewals, maintaining cash...

Building Healthy SaaS Revenue: 4 Keys for Landing New Logos

Building Healthy SaaS Revenue: 4 Keys for Landing New Logos  Cloud computing, and the evolution of software as a service (SaaS), has transformed the technology industry. According to IBM, 85% of all new software is now being built for the cloud, an...

Cross-selling Effectively into the Crosswinds of Financial Services

Cross-selling Effectively into the Crosswinds of Financial Services It is said that oak trees grow strong in contrary winds. In the crosswinds of deregulation and re-regulation, financial institutions have gotten bigger, more complex, and more attune...

Smart Salespeople: Power Network Map

Smarter Salespeople: Power Network Map This blog is dedicated to salespeople that never want to “dial for dollars” or who never want to make a cold call again! Now that I have your attention… During a recent client sales meeting we talked about...
by Your Sales Management Guru on Aug 5, 2014

Sales Reps Need to Earn Their Clients’ Trust — And Keep It

Sales Reps Need to Earn Their Clients’ Trust — And Keep It Trust is tough to build and easy to lose. Buyers in the process of making a purchasing decision consider many factors, but none might be more important than trust. When hiring or renewing...

Why Customized Sales Training for “Strategic Relevance” Drives the Best Results

Why Customized Sales Training for “Strategic Relevance” Drives the Best Results In order to achieve desired training outcomes, adults have to be willing to actively participate in the training and take advantage of those opportunities for learnin...

New Research – Best-in-Class Sales Training Reinforcement

New Research from Aberdeen Highlights Best-in-Class Sales Training Reinforcement Most of us appreciate that ongoing professional development is essential to success in this rapidly changing and ultra-competitive market. Basic skills need to be reinfo...

Partner Hiring and Training

Partner Hiring and Training Lessons from Sage Summit Non-productive partner companies often hire the best, but fall short at training their talent. Don’t make that mistake. By Ken Thoreson You see it in college sports — the top teams tend...
by Your Sales Management Guru on Jul 21, 2014

How to Get Your Ducks in a Row for Effective Team Selling

How to Get Your Ducks in a Row for Effective Team Selling Team selling has become a way of life today. Because of the increasing complexity of business, the need for specialists, and the need to match up with players on the client’s team, you w...

The Sales Learning Curve: Getting Sales Process, Skills and Tools Right before a Full-scale Product Launch

The Sales Learning Curve: Getting Sales Process, Skills and Tools Right before a Full-scale Product Launch Over the past 18 months we’ve launched three significant new offerings: Richardson’s Selling with Insights®, Richardson QuickCheck®, Ric...

Richardson Named to Selling Power Magazine’s 2014 Top Sales Training Companies List

Richardson Named to Selling Power Magazine’s 2014 Top Sales Training Companies List Richardson, a leading global sales training and sales force effectiveness company, today announced that it has been named to the 2014 list of the Top Sales Training...

Why Sales Training Sustainment Fails and Five Steps to Improve Success

Why Sales Training Sustainment Fails and Five Steps to Improve Success: Part II of an interview with Gregg Kober This is the second part of an interview with Gregg Kober, Richardson’s Vice President of Change Management, to discuss our experience...

Sustaining Sales Training Impact

Sustaining Sales Training Impact, An Interview with Gregg Kober, Richardson’s VP of Change Management Here at Richardson, we work closely with our clients on what to do not only during training, but also before and after to ensure that sales traini...

SaaS Solution CEO Interview: Advice on Rapid Growth and Enterprise Sales Success from SAVO CEO, Mark O’Connell

Advice on Rapid Growth and Enterprise Sales Success from SAVO CEO, Mark O’Connell Mark O’Connell is the President and CEO of SAVO, a fast-growth enterprise SaaS company and a strategic alliance partner of Richardson. SAVO’s technology solutions...

[Video] What Part Of The Sales Process Is The Most Important Part

What part of the sales process do you think is the most important part? Sales is not a hit or miss strategy, it is about creating a want for your product or service and emotionally connecting with your customers. Watch the video as it explains this i...
by Business Banter on May 20, 2014


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