How LexisNexis Drives Sales Wins and Enhances Customer Satisfaction

How LexisNexis Transformed Their Sales Team with Richardson: An Inside Look

In a recent discussion, Richardson CEO John Elsey sat down with Dean Curtis, CEO of LexisNexis Risk Solutions, to explore how LexisNexis has successfully differentiated themselves in the market. The conversation dives into their innovative blended learning journey and the 3 C Selling Approach, offering valuable insights into the strategies that have helped them build a high-performing sales team.

Watch the video below to understand how Richardson helped enable the LexisNexis sales team to achieve their next level of success.

Why LexisNexis Chose to Transform

LexisNexis wanted its sales team to go beyond traditional selling tactics to make the buying experience a differentiator. Dean shares how evolving market needs prompted them to rethink their approach—making sure that their sellers don’t just focus on targets but help customers make better decisions confidently. With Richardson as their partner, they set out to build capabilities that align directly with their business goals.

The “Three Cs” Approach: Confidence, Curiosity, and Courage

At the core of this transformation is a simple yet powerful mindset shift called the “Three Cs.” Dean describes how confidence, curiosity, and courage are the pillars of success for their team. This mindset has helped sellers feel more empowered and driven, even in challenging situations.

A Learning Journey, Not Just a Training Session

What makes this initiative unique is the way training is delivered. Instead of a one-time training, Richardson and LexisNexis designed a learning journey with multiple touchpoints—self-paced digital learning, live practice sessions, and ongoing support. This blend has led to lasting changes in behavior, helping sellers not just learn but also consistently apply new skills.

Real Results and Global Impact

With a globally coordinated rollout across languages and cultures, this training has already made a measurable impact. Dean notes that LexisNexis is seeing real business outcomes—more new business, fewer cancellations, and higher customer satisfaction. The team has embraced the new skills, feeling more confident in their value to customers and to the company.

Advice for Companies Considering Sales Training

In the video, Dean also shares advice for other leaders looking to make similar changes. His key takeaway? True success requires commitment at all levels and a clear belief in the value of development. For LexisNexis, that dedication has turned their training program into a driver of success in a competitive market.