Richardson's Connected Selling Curriculum

Key Takeaways: Connected Selling Curriculum™

• Richardson’s Connected Selling Curriculum™ is a comprehensive sales training approach grounded in behavioral science.
• It includes foundational and advanced programs that build on each other to support long-term performance growth.
• The curriculum is fully customizable to your industry, roles, and real sales scenarios.
• Programs are delivered in multiple formats and can be integrated into your existing sales and learning tech stack.
• The curriculum is embedded within the Accelerate Sales Performance System™, providing reinforcement, analytics, and CRM-linked sustainment.
• Ideal for Learning & Development, Sales Enablement, and Revenue Operations leaders focused on scalable, measurable impact.

What Is the Connected Selling Curriculum™ by Richardson and Challenger?

The Connected Selling Curriculum™ is Richardson’s core sales training solution. It is a collection of interconnected, customizable programs designed to build foundational and advanced selling skills across your team. Grounded in behavioral science, the curriculum enables consistent, high-performance sales behaviors at scale.

It equips sales teams to build trust, strengthen customer conversations, and deliver business value by applying proven methods that align with today’s complex buyer expectations.

A Modular System: Core Curriculum and Advanced Capabilities

The Connected Selling Curriculum™ begins with core, foundational programs like Consultative Selling and the Challenger Sale that establish a common language, consistent behaviors, and sales capabilities across your organization. These form the bedrock of a performance-driven sales culture.

Once foundational skills are in place, your teams can advance through specialized modules that address specific challenges and high-impact opportunities, such as negotiating, coaching, account growth, and overcoming indecision with programs like The JOLT Effect™.

Each component of the curriculum builds upon the last, allowing organizations to scale skill development with purpose and precision.

Customization Without Compromise

Every program within the Connected Selling Curriculum is fully customizable, allowing us to tailor content to reflect your specific customer journeys, industry nuances, internal language, and strategic priorities.

We customize:

• Real-world scenarios, case studies, and role-plays that reflect your sales process
• Role-specific learning paths for inside sales, field sales, service teams, and leaders
• Delivery format—digital, live, or blended—to match your team’s work environment

This ensures that the training doesn’t feel theoretical—it feels immediately actionable.

Why Choose Richardson’s Sales Training Curriculum?

Richardson’s Connected Selling Curriculum stands out because it:

• Builds foundational and advanced sales capabilities across roles
• Supports a common language and methodology for sales success
• Adapts to real-world sales situations through customization
• Is grounded in behavioral science, driving lasting behavior change
• Connects seamlessly with the Accelerate Sales Performance System for reinforcement and ROI tracking

This comprehensive approach ensures your team develops the right skills and capabilities at the right time, with tools to sustain them long-term.

How Does the Curriculum Integrate with Technology?

The Connected Selling Curriculum is more than a training library—it’s part of a fully integrated learning and performance system. Through seamless connection with Richardson’s Accelerate Sales Performance System, training translates into on-the-job behavior change and measurable impact.

With this system, enablement and revenue leaders can:

• Reinforce learning through digital sustainment tools and embedded workflows
• Track engagement, proficiency, and progress through advanced analytics
• Align training content with CRM activities and coaching initiatives
• Provide personalized development journeys based on data-driven insights

This integration ensures that learning is continuous, adaptive, and aligned with business priorities—not a one-time event. Watch the video below to learn how Cencora transformed its sales team with a connected curriculum approach.

Designed for Learning, Revenue, and Sales Enablement Leaders

If you’re responsible for scaling skill development, improving performance, or aligning training with go-to-market strategy, the Connected Selling Curriculum™ gives you the structure and flexibility to do it all, without compromise.

You get:

• Breadth across capabilities and selling motions
• Depth to address your unique business challenges
• Agility to adapt as your market evolves
• Sustaiment to ensure what is learned is reinforced
• Insights to measure what’s working—and where to improve

Whether you’re refreshing your current enablement approach or designing a global rollout, Richardson’s Connected Selling Curriculum™ gives you the tools, flexibility, and insights to move faster and perform better.