Richardson is a global sales training and performance improvement company. We work with leading sales organizations to address their most pressing challenges by improving organizational alignment and process, identifying critical leading indicators of success, enhancing skills and strategic behaviors through assessment and training, building a cascading coaching culture, and embedding tools and support systems that drive sustained performance gains.
The list below represents the most pressing challenges that sales organizations face today. By clicking on the “+” sign for any, or all, of the items shown, you can learn more about how Richardson solution capabilities address each challenge.
Richardson works with you and your team to evaluate the existing sales process and either make recommendations for improvements in certain areas (such as metrics) or re-engineer your sales process to better match your client’s new buying behavior. We can also help to train your sale professionals on the new process and your sales managers to effectively coach to it.
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Richardson's innovative High Performance Selling Solution combines skill assessment, training, and CRM-embedded tools to help you win in complex selling situations. Through a powerful selling methodology that unites sales process, deal strategy, and dialogue skills, salespeople achieve better results quicker. After the training, real-deal coaching enables your sales force to effectively apply strategic thinking and dialogue skills with their must-win opportunities back on-the-job.
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Richardson’s Consultative Selling Skills Solution combines assessment, training, and integrated performance support tools to develop industry-leading “how to” skills for better engaging with your clients. Richardson’s time-tested, needs-based approach provides salespeople with a consistent, repeatable process for conducting an effective sales dialogue. In addition, real-deal coaching enables your sales force to effectively adopt and sustain these consultative skills back on the job.
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Richardson’s Consultative Negotiations Skills Solution provides the skills to negotiate win-win opportunities, strengthen long-term relationships and avoid leaving money on the table. After the training, we recommend real-deal coaching in order to apply what is learned in the classroom to prepare for real world negotiations.
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Richardson’s Coaching for Sales Results Solution transforms the traditional role of a sales manager from being a boss to being a coach. Using a proprietary coaching methodology, sales managers learn to provide developmental feedback every day that is directly linked to achieving business objectives. After the training, we recommend our StartCoaching!™ reinforcement so that your managers have support to address each sales team’s unique areas for immediate improvement.
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Richardson’s Trusted Advisor Program teaches the skills necessary to acting as trusted counselor to your most important clients – advantageously positioning you as part of the client’s strategic decision-making process. The training helps participants to internalize the best practices of top-performing advisors in order to achieve and maintain this coveted status.
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Richardson’s Strategic Prospecting Program helps salespeople develop the three most critical components to successful prospecting: (1) the skill to have a need-based dialogue with an executive that immediately begins to differentiate you and your organization and persuasively position your value; (2) the strategic insight to develop an effective Prospecting Plan; and (3) the confidence and discipline to execute that plan.
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Richardson’s Collaborative Account Development Solution combines skill assessment, training, and CRM-embedded tools to help you achieve win-win outcomes with your most important clients. Through a unique large account management methodology that unites an account development process, value strategy, and dialogue skills, account managers co-create value with their clients. After the training, account coaching bolsters your account managers’ ability to identify, generate, and communicate value with real world key clients.
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TalentGauge™ is an online, predictive assessment that helps you ensure that the right people are in the right roles in both the current sales force and when recruiting new sales talent. This assessment helps you make the right staffing decisions based on non-biased, objective, and legally-defensible data. As a result, you identify and align the sales talent you need to successfully execute your go-to-market strategy. In addition, behavioral interviewing kits and training extends the effectiveness of the assessment throughout the talent acquisition process.
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Richardson’s two presentations programs, Sales Presentation Skills and Compelling Presentations, develop the professional poise and positioning skills that salespeople need to win head-to-head competitive situation. Through a combination of easy to utilize techniques, in-depth practice, and practical coaching, sales people develop and deliver presentations that win business. After the training, there are opportunities to work with executive coaches on real world presentation situations.
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If you would like to learn more about how Richardson can help improve your team’s sales performance, please complete and submit the form below. If you “check” on any of the challenges prior to submitting the form, you will receive a free report that shows the real-time frequency of the chosen challenges and the associated best practices for overcoming them. You can also call us at 215-940-9255 or email us at firstname.lastname@example.org to learn more about Richardson.