Richardson Sales Enablement Blog

The key to strategic account planning is choosing the right customers by defining which of your accounts represent meaningful opportunities.

Strategic account planning matters because it addresses the complexity and competition common in sales today. These are the 5 reasons why strategic account planning is vital.

Strategic account growth relies on a customer-centric approach to identifying priority accounts, capturing and analyzing critical information, and developing a strategy to expand and grow existing customer relationships.

Include training at your next sales kickoff meeting to focus sales professionals on the right skills for selling to the customer’s new set of needs.

Don't miss your monthly number! Discover 4 strategies you can employ now, to close more sales before the end of the month.

Profitability in sales is in question. Customers are more empowered by information and more sensitive to risk. Moreover, an increasing number of buyer side stakeholders means that pricing pressure is compounding. Therefore, more sales professionals need higher-level skills that equip them to navigate the negotiation process.

Agility is a new buzzword taking the business world by storm - learn how to adopt an agile approach to selling within your organization.

Future economic conditions are in question. Proactive sales leaders have an opportunity to formulate a plan now that is designed to work in any business climate.

The modern trusted advisor is a sales professional who participates in strategic conversations with their clients. They are more than an solution provider or a product specialist they are a trusted confidant and insightful partner.

Learn how consistency drives success in all areas of sales by keeping your organization’s value proposition clear. enabling teams to sell cohesively, and joining multi-generational groups.

Driving sales alignment requires leaders to push back on outdated individualistic drives. This is a particularly difficult challenge in selling organizations in which internal competition is common. With early, decisive efforts, the sales leader should signal the intent of the merger and the business outcomes to be measured while providing supportive coaching.