Driving Results for Clients

Learn how Richardson Sales Performance trained account executives at OUTFRONT Media to engage their buyers using client-focused dialogues that lead to a 20% increase in close rate and a 10% increase in revenue.

Richardson Sales Performance 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.

Maersk Line needed to fundamentally change the selling behavior of 2,000 reps from commodity and price-based to value-based solution selling to allow them to secure a premium over the competition and fuel organic growth.

Richardson Sales Performance partnered with their Sales Excellence & Learning and Development teams to design, rollout, and implement a sales training curriculum that focused on structured preparation, understanding customer’s pain points, identifying and engaging with more senior-level stakeholders, and presenting a differentiated value proposition.

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

The sales organization at IBM was consistently missing sales and forecasting targets. Sales managers lacked a clear objective way of helping sales professionals qualify opportunities in the pipeline using the correct values such as probability to win, time to close and value.

We partnered with IBM to teach sales professionals how to accurately assign sales opportunities with the right values, consistently qualify which deals were most relevant to focus on, and ensure sales managers can help sales professionals how to identify gaps in the pipeline and actions to close gaps.

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 Sales Performance 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.

Microsoft was looking to help their account managers better understand the business, situations, pains, and needs of different customer and stakeholder types. They wanted to equip them to lead better conversations and move the buying process forward.

We partnered with Microsoft to implement a global Solution Selling training program for over 10,000 Microsoft sellers, marketers, and partners to address customers' pains and priorities and how better prepare for customer meetings.

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 Sales Performance 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 Sales Performance 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 Sales Performance 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.

Coyote Logistics needed to move beyond serving immediate customer needs to delivering sustainable solutions, and shift their selling focus from price to value.

Coyote collaborated with Richardson Sales Performance to implement a long-term training curriculum and sustainment plan for their entire sales team.