Richardson Sales Performance Blog

A smarter approach to the virtual discovery call can yield insights that rise to the level of a competitive advantage. With a structured, repeatable approach and highly tuned selling skills, sales professionals can get to the center of the customer’s changed needs faster while simultaneously guiding the conversation and qualifying the opportunity to determine if the pursuit offers value. 

Recently, at Richardson Sales Performance, we asked more than 200 sales professionals and sales leaders how they are handling their strategic accounts during the pandemic. Their responses provided a dimensional picture of current challenges and those expected in the coming months.

Discover how savvy commercial bankers are using virtual selling skills to engage with customers to drive more business.

Although it might seem, that sellers with long-term relationships are best poised to weather the storm, that is not always the case. At a time when understanding your customer’s business is the only key to a very narrow doorway, many sellers may find that they do not know their customer’s business very well.

Learn a framework that will help you work with your customers to reassess sales opportunities in response to changing macroeconomic factors.

Learn how sales teams can prevail through economic disruption by proactively identifying accounts in need of a new strategy, rediscovering the customer’s new strategy, and delivering messaging that speaks to the changing group of stakeholders.

Discover 5 key best practices to help sales leaders navigate turbulent times.

Richardson Sales Performance & SPI's CEO, John Elsey, explores the effect virtual training has on your company's bottom line.

Discover how recent months have precipitated changes to the selling industry. Review recent findings to understand how these circumstances have prompted new challenges and how forward-thinking sales professionals are responding with an approach that addresses emerging customer needs.

During times of economic upheaval, retail bank service professionals have an obligation to deliver superior service and thereby strengthen their relationship with customers..

Learn why virtual selling is a here to stay - and find out WHY this powerful new sales approach is good for your team.