Thought Leadership

Richardson is recognized for our thought leadership in sales performance improvement, specifically in the areas of sales and coaching. We introduced the concept of Consultative Selling into the sales lexicon over 30 years ago and have trained over two million sales and sales management professionals’ to-date. Research is core to Richardson, and we conduct over 1,000 interviews with senior-line sales professionals each year to validate our methodology to ensure our programs are updated and are kept ahead of the curve. We remain true to “Consultative Selling” as a customer-centric philosophy.

We continue to adapt, refine, and add to our core products and models and provide new high-impact offerings such as CRM-enabled tools, diagnostics, and talent management. We invest in technology, conduct and stay abreast of relevant research, and develop and add best practices to our body of sales knowledge. We are innovative in our solutions and continue to add to our capabilities so that we may add value to our clients and support them in achieving their business goals. Please visit our BLOG to see our latest thinking

Linda Richardson


Our founder, Linda Richardson, is an award-winning author who has written ten books on sales and sales management including “Perfect Selling,” which made The New York Times best-seller list and received the SBA gold medal for best sales book of 2008, and Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach, 2nd edition, which won the SBA Sales Coaching Book Award. Linda was inducted into the Sales Hall of Fame in December, 2010 and is a member of ASTD’s Sales Drivers Sales Training Committee.

We have deep working relationships with industry analysts and research providers such as Aberdeen, Bersin, Brandon Hall, and CSO Insights to provide us with the most up-to-date and relevant best practices, information, trends, and industry data. Finally, our executive team frequently develops thought leadership articles, white papers, and online videos. They are also frequently asked to speak on webinar panels and participate at industry conferences.

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