Richardson Sales Enablement Blog

Find out why completing a pre-call planner is critical to success and how to execute that planning with a structured approach.

Discover the 4 benefits to developing a consistent selling methodology to improve the way your team performs in front of their customers.

Discover how asserting a point of view in sales helps reframe and illuminate the customer’s thinking to deepen the discussion.

After more than 40 years of training some of the most ambitious sales teams, we have identified 10 characteristics that define the best sales professionals.

Summer is here! We've compiled some of our top thought leadership pieces from the last few months to give you expert advice, tips, and sales training enablement content. Happy reading.

Two major factors characterize the customer’s buying journey: increased rigor and decreased resources..Sales professionals and their sales enablement teams must understand their customers challenges to move the sale forward.

Discover five key steps to designing an onboarding process that equips sales professionals to perform.

Why is something as simple as a cup of coffee enough to change someone’s international travel plans? Why are bronze medalists happier than silver medalists? Why does crossing a dangerous suspension bridge influence a decision made several days later? The answers to these questions and others lie in the unexpected ways people make decisions.

Discover why the new advantage is "transient advantage" where sales professionals who adjust in the moment win more deals and explore the 3 keys to effective agile selling.

Open-ended questions signal to the individual that they have the freedom to influence the conversation. With open-ended questions coaching, the conversation is dynamic, not directive.