Richardson Resource Center

White Paper: Elevate Your Consultative Selling Skills to Compete Today

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Selling is a contact sport, update the playbook. Competing in the world of selling today means understanding the changing world of your buyers and adjusting accordingly. The biggest change for sellers is that the game has gotten harder and sellers need to execute at a higher level than ever before to compete. Committing to this level of change is the difference between college sports and pro. The players are bigger. The game is faster. The conditions more challenging.

Elevate Your Consultative Selling Skills to Compete Today White Paper

eBook: Growing Strategic Accounts Through Customer Co-Creation

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It’s common for sales leaders (and salespeople themselves) to look to their large, strategic client’s year after year to sustain or drive increased revenue performance. But the availability of options, decreasing customer loyalty, higher expectations and constant competitive threats are making forecasted business from your best customers anything but a certainty. Account growth strategies and plans all too often are isolated events and are missing one critical component – the buyer. An enterprise-wide, customer-centric approach to working with your strategic accounts is a mainstay of sales organizations who understand that markets change but your customers are always relevant.

growing strategic accounts ebook

eBook: Winning the Team Sale

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According to Harvard Business Review, “…the number of people involved in B2B solutions purchases has climbed from an average of 5.4 two years ago to 6.8 today.” Significant technology advances in recent years have enabled customers to gain information about their options faster, and without you. In addition, economic instability, geopolitical concerns, corporate scandals, and public relations blunders have created mistrust and heightened attention to risk and return on investment. Clients now arrive at meetings and calls ready to give all their stakeholders a voice and wanting to look behind the curtain to the people in your organization who will own the work after the sale.

Winning The Team Sale eBook

White Paper: Great Coaching is Counter-Intuitive

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Sales coaching is the key to improving the performance of the sales organization. It is the most important job a sales manager has. In Great Coaching is Counter-Intuitive, we outline practical ideas to drive sustained performance and growth through a pervasive coaching culture.

great coaching

Understanding Selling Challenges in 2017

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Richardson's annual survey of field reps, senior sales professionals, and sales leaders across industries aims to paint a clear picture of existing sales challenges and how they are evolving.

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eBook: Build Trust: A Customer-Focused Selling Approach

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Gaining the trust of your customers can drive long-term revenue for your organization. But, in a world where buyers are increasingly wary of salespeople and selling tactics, trust can be hard to gain and easy to lose. This eBook offers practical ideas for building, maintaining or regaining trust with your clients.

build trust

Sales Training Research: Aligning Sales Competencies in Learning and Development

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Are companies setting their sales personnel up for success? Are they targeting sales competencies that reflect the 21st-century business landscape. New research exposes gaps between effective training and desired selling skills.

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White Paper: The Future of Sales Training: Innovation for a Salesforce in Transition

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In today's world, not only are learners changing, but the business environment is changing as well: The pace of business has grown faster, ultra-informed buyers come to the table having already researched their desired solutions, and productivity demands on sales professionals are considerably greater.

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White Paper: Creating a Culture for Coaching

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All of the training in the world cannot "fix" the larger issue at stake for most organizations - that there is simply little to no reinforcement of that training. This white paper dispels the common myths associated with sales coaching that often lead to a lack of investment in the coaching process in a sales organization.

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White Paper: Content Marketing: How the Marketing Team Should Work With Sales

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Most companies are using content marketing, but only a few report that they find it effective. The tips in this white paper will help you learn how to better align marketing and sales to optimize a content based marketing approach.

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Research: Sales Training Sustainment Framework

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Based on Richardson's more than 30 years of experience and research, we believe that effective behavior change occurs in three phases: planning, development, and sustainment. This three phased approach helps improve training ROI.

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Research: 2016 Selling Challenges Study

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The 2016 Selling Challenges Study uncovers issues that sales professionals see in the year ahead that have the potential to interfere with achieving quota. The survey questions focus on the entire sales process, from prospecting through closing.

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Research: 2015 Selling Challenges Study

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Survey results on self reported challenges expected by field sales representatives, senior sales professionals,and sales leaders.

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White Paper: Six Key Account Best Practices to Help Execute Your Sales Strategy

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Successful sales leaders build their reputations on meeting or exceeding target revenue goals each year. Many sales leaders, however, fall short of their annual “number." More often than not, the defining difference between success and failure comes down to sales strategy. This white paper offers six best practices you can leverage with strategic accounts to achieve annual sales success.

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Article: Death By Facts

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You know the look. I’m the client. You’re seated across the table from me. In response to my question or request, you’ve begun laying out the details behind a brilliant idea that you are convinced will help my organization. The problem is, the deeper you go into your solution, the more and more disengaged I become. At first,there’s some eye contact, polite nodding, and the occasional grunt of acknowledgment. Then, I begin looking at my watch and longingly at the door as I plan my escape. What you hear appreciation and agreement to your proposed next step is, in fact,an end to our discussion so that I can get back to my real work —and sincere doubt about whether I will subject myself again to this “death by 1,000 facts.”

 Death by facts in sales

Article: The Lighter Side of Selling Part I

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Selling has always involved travel and salespeople have some of the best travel stories to share. Richardson conducted a survey and asked people to share their best travel stories while in the field.

 The Lighter Side of Selling Part 1

Article: The Lighter Side of Selling Part II

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Richardson presents, The Lighter Side of Selling: Part II, as a sequel to our previous survey about Sales “Travel” Stories. We have compiled twelve stories, experiences, and anecdotes detailing actual events that have happened during a sales meeting. Embrace yourself!

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Article: Prospecting: Getting Past Voicemail

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“If you are calling to sell me X, don’t hold your breath for a return call.”Reaching a prospect is not easy. Learn from an interview how to improve your telephone prospecting.

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Article: Regaining Trust

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At some point during the 2007-09 financial meltdown, something changed in our client relationships. An immovable object formed between the client and us, and it grew larger and heavier during this period. Exactly why this object grew, and how we should deal with it, illustrates the complexities of rebuilding relationships during times of pressure —especially exiting the recession. For the financial services professional, moving the immovable object represents the process of regaining client trust, which is essential if we are to succeed in growing key relationships and insulating them from increasingly aggressive competitors.

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Article: Sales Leads: The Good, The Bad, The Opportunity

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Clearly, leads may take many forms and be classified on many levels. Marketing automation tools like Genius, Marketo, Eloqua, and others that track user movements and visits to websites make the collection of leads a snap. Yet, knowing what to do with these various names and pieces of information and aligning them within a company’s sales process can be remarkably complex.

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Article: Tweet Sales Success

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Using social media in the sales process to accelerate revenue is a hot topic, but it requires an expert balance of art and science. Richardson will share three steps to generate high quality leads with Twitter. They’ve converted me from a Twitter skeptic to enthusiast.

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Article: Using Verifiable Outcomes

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“Verifiable outcomes” is a concept pioneered by companies like Microsoft and IBM in the 2000s to establish criteria for improving the quality and performance of the sales pipeline. At its core, verifiable outcomes are those few tangible things sales leaders can manage in order to gain insight into the accuracy and quality of their teams’ forecasts.

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Article: Win-Loss Reviews: Six Simple Steps for Better Strategy Execution

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Winning is great and losing hurts! Every sales opportunity, whether won or lost, has useful nuggets of information that can be harvested and used to improve performance. When those pieces of information are aggregated, analyzed, and made available for all to use, the organization’s competitive position is greatly enhanced.

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White Paper: Easy Impactful Social Media Activities to Support New Business and Account Growth

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Easy Impactful Social Media Activities to Support New Business and Account Growth is a comprehensive eBook that provides 12 easy tips to integrate social selling activities into your sales process.

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White Paper: Strategic Dialogues Prove To Be Important Factor in Closing a Sale

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With the availability of information about a company’s products and services, customers are demanding more from salespeople than information — customers want insights. Salespeople must prove that they know the customer’s business and can help the customer to create value. One of the best ways to provide evidence of competence in the customer’s business is through strategic dialogue.

strategic dialogues in closing sales

White Paper: Selling With Insights

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Selling with Insights shares tips on how to shape and create opportunities to avoid marketplace commoditization and clearly provide value in your sales dialogues.

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Article: Front Line Managers As Change Agents

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Training is a human capital-centric, value-creation process. Unfortunately, when sales training is treated as a one-time event, participants have been shown to lose up to 87% of skill and knowledge within four weeks. This “brain drain” needs to be dramatically reduced and significantly reversed in order for companies to optimize their investment in behavior change.

 Front Line Manager as Change Agent Article

eBook: 5 Tips on How to Use a C-Level Executive in a Sales Meeting

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C-level executives, when coached skillfully, can be a great asset and turbocharge a sales meeting. Here are five tips for leveraging a C-level executive in an effective sales call, pitch, or client meeting.

using a c level executive in a sales meeting

eBook: A Guide to Measuring Sales Training Effectiveness

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Before implementing any training program, you need a baseline. This helps establish where you're at now, and make sure that you get to your ultimate destination, with all employees improving their skills and adopting the desired behaviors.

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eBook: Becoming a Trusted Advisor Can Earn You a Seat at the Table

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The buying process is evolving, only those who are transactional sellers in a transactional business or those who become trusted advisors have the ear of the right buyers and can move deals through the pipeline effectively. Trusted advisor status can't be claimed, it has to be earned - and the only opinion that matters is the buyers.

trusted advisor ebook

eBook: Becoming an Effective Sales Coach

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A sales manager's most important job is coaching. An effective coach can accelerate learning, change behavior, and boost the performance of both individuals and the entire sales team.

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Research: Best Practices in the Design and Delivery of Sales Training Programs

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Training Industry, Inc and Richardson conducted a study to examine the programs and initiatives that organizations are using for sales training and to look for patterns in how these organizations draw on external expertise to assist in achieving performance goals.

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eBook: Best Practices in Negotiations

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Successful negotiations don't always mean winning or one side trumping the other. Win-Win negotiations are desireable and possible.

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Research: Best Practices in Sales Coaching Across the Workforce

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Training Industry Inc. and Richardson conducted a study on how organizations across industries are supporting sales coaching, focusing on leadership alignment, communication plans and metrics in sales training strategy.

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eBook: Building a Consistent Sales Process

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There are two things that unite virtually every sales organization: 1) the desire to improve sales performance and 2) achieving results as quickly as possible. Organizations who want to succeed in sales can use the sales process as a blueprint for rapid behavior change.

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eBook: Building Rapport to Create Valuable Customer Relationships

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People are complex beings who often draw on emotions more than logic, knowledge, or intellect when making connections with others. There's a dynamic - changing energy or chemistry that passes between people. This is the basis of building rapport.

building rapport

White Paper: Driving Sustainable Change in Your Organization

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Training is a human capital centric, value creation process. Unfortuanately, when training is treated as a one time event, participants have been shown to lose up to 87% of skill and knowledge within 4 weeks. This "brain-drain" needs to be dramatically reduced and significantly reversed in order for companies to optimize their investment in behavior change.

driving sustainable change in your sales organization

Research: Keep on Training - Why Ongoing Sales Education Matters

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Lifelong learning isn't the kind of commitment that traditional, 20th century sales professionals tend to prioritize, but in a customer driven, always-on, highly competitive business environment, contemporary sales leaders recognize that training is better deployed less as an event, and more of a permanent lifestyle baked into their corporate DNA.

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Research: Let's Make a Deal: Best-In-Class Coaching Can Shorten Your Sales Cycle

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Sales training is commonly understood to be a must-have component in managing quota-carriers. How do best-in-class enterprises take standard selling instruction to the next step?

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Research: Once is Not Enough: Why Sales Training Reinforcement is a Must Have

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It would be difficult to find a modern sales organization that does not provide training for their quota-carriers, and yet fewer than half take the additional step of serving up post-training reinforcement to support those lessons learned. This research report explores the performance results and business competencies of companies who emphasize sales learning not only as an event, but as a lifestyle.

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eBook: Rolling Out A Successful Global Training Initiative

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The need for a consistent sales process across domestic and foreign subsidieries is clear. To achieve this, global companies need to implement a sales training program that brings the same skills, methodology, and process to those who work with or support customers around the world.

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Archived Content: Explore Older Articles Created During Richardson's 35 Years of Sales Training Industry Thought Leadership

Getting the Message Right: The First Step in an Effective Change Management Process

Strategies for Sustaining the Impact of Sales Training

Characteristics of a World-Class Sales On-boarding Program

Trainings Role in the Implementation of Strategic Initiaves in the Sales Organization

Content Marketing and Sales Effectiveness Survey Report

Closing in the 2008 Economy

Closing Is Not a Bag of Tricks

eLearning Assessments Identify Common Sales Hurdles

Final Presentations, The Finish Line

Five Keys to Building Trust and Questions to Ask Yourself

Leaders Who Coach

How to Manage Gen X and Gen Y

Lights, Camera, Learn!

Live Coaching - Your Role on a Call 

Negotiating the Final Trade

How to Achieve Higher Sales Through a Well-Developed Sales Training Effort

Sales & Marketing Integration:  How You Can Build Your Early-Stage Pipeline Opportunities

Sales 2.0:  The Equalizer

Sales Coaching:  Four Levers For Success

Sales Coaching:  Hard New Data for New Hard Times

Taking Control in a Tough Economy

Training Without Travel

IDC 2012 Survey on B2B Sales Methodologies

Return on Engagement: Getting Salespeople into the Game Increases Revenue

Selling to the CFO

Preparing for Success in Sales

Social Media in Marketing and Sales 2011