Process

A company’s sales process defines the steps required to generate and win opportunities and manage and expand relationships. At Richardson, we have mapped our curriculum directly to the critical strategies, competencies, skills, and tools needed for salespeople to successfully execute each stage of the sales process.

Generate Opportunities

Build skills and strategies that enable your people to: Strategize, Target, Connect, Prospect, Validate

Programs Include:

	Territory and Pipeline Management		Time Management
	Strategic Prospecting		Social and Business Networking
	Selling through a Channel Partner

Win Opportunities

Build skills and strategies that equip your people to: Plan, Explore, Present, Negotiate, Close

Programs Include:

	Consultative Selling		Pursuit Management
	Advanced Consultative Selling		Real Deal Coaching
	Selling to Executives		Telephone Selling
	Creating Cross-selling Opportunities		Winning Sales Presentations
	Team Selling		Consultative Negotiations

Manage Opportunities

Build skills and strategies that encourage your people to: Collaborate, Anticipate, Partner

Programs Include:

	Leading a Relationship Review		Leading Virtual Teams
	Service to Sales		Exceptional Customer Care
	Internal Partnering and Collaboration

Expand Relationships

Build skills and strategies that empower your people to: Strategize, Service, Leverage, Partner, Advise

Programs Include:

	Become a Trusted Advisor		Key Account Networking
	Strategic Account Management		Gaining Referrals
	Sales Accelerator		Accessing Decision Makers

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CONTACT RICHARDSON


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Click the following link to Contact us if you have any questions, or would like to learn more about Richardson's comprehensive sales performance improvement solutions.

ADVISORY SERVICES

In order to execute your sales strategy, you need an effective process and the right people to execute it. Richardson's Advisory Services diagnose both

your current sales process and your current sales talent to ensure that you can successfully achieve results. Click here to learn more.

PEOPLE

Providing sales management with the strategies and skills to lead and manage their teams is a key area of focus for Richardson. Our programs and

consulting services build the skills of managers at all levels to lead, manage, and coach their teams to deliver results.

Click here to view more on PEOPLE

ENABLEMENT

We enable the solution that supports your business by embedding tools and skill development in the work stream where your teams

can access knowledge and learning in their every day work life.

Click here to view more on ENABLEMENT