Driving Results for Clients

With shifting customer conversations and a maturing industry that has led to increased competition, iProspect was looking to be more proactive with their customers by truly understanding their business challenges and providing solutions to add more value.

Richardson implemented a blended training program for the new Client Service Leadership team at iProspect that was agile, scalable, and highly relevant with its customized design. It was implemented to equip the team with process, strategy and consultative capabilities.

After a period of strong growth the global network of insurance companies within the Kaufman Group needed a new a sales approach to combat increasing competition through a cohesive client focus.

Kaufman partnered with Richardson to align the training with the company’s recognized KPIs. Through customized
Kaufman-centric content, Richardson built an approach that prepared sales professionals to learn while providing them
with best practices and measurement tools to ensure sustained results.

Learn how Waters increased revenue by improving the way their sales teams engaged with their buyers with an insights-based selling strategy.

Across 120 locations globally and in 9 different languages, the Richardson team built skills to help Waters differentiate themselves from their competition, create value for a diverse group of decision makers, and ultimately win more business.

Drive growth faster than the competition by targeting above-market share growth attained through superior customer service to gain a greater share of customers’ business.

To directly improve the performance of their sales professionals and business results, Ferguson and Richardson implemented a program that developed sales managers to coach on change and follow a consistent sales management process to create higher performing sales teams.

Tyson Foods, a multinational, protein-focused food company experienced growth through natural business expansion and acquisitions. This growth led to inconsistent selling methods across the organization. Sales leaders realized they needed a common selling framework and a common language to equip the team to communicate with one another more effectively.

Richardson implemented a blended learning sales training solution for approximately 1,000 of Tyson's sales professionals to help the Tyson team improve customer interactions, internal collaboration, and leverage data to help the sales team grow into their customer's white space.

Leadership at OUTFRONT Media recognized that their Account Executives needed a better way to approach buyers who have new expectations in a world of competing digital solutions that leverage ROI and data rationale.

Richardson trained Account Executives at OUTFRONT Media to improve their questioning strategy to better explore the details behind the customer’s needs. Sales Managers participated training to build a skill set to coach sales professionals to develop transferable skills, gain commitment to specific actions, hold people accountable for their commitments, and use data and observations to influence thinking.