Over the past 40 years, Richardson has built customised, corporate sales training solutions for many of the world’s most-admired global companies across all industries. Because of our highly customised approach, we are able to gain deep access into each industry’s unique market drivers and selling challenges. We’ve interviewed thousands of high-performing sales leaders and sales professionals and consistently incorporate relevant industry learnings across our customer base. Get to know more about some of the key industries we serve and how Richardson will help your organisation increase market share through our corporate sales training programmes.
Financial services organisations need to transform their business models, performance objectives, and incentives as a strategy to gain a sustainable, long-term approach to value creation and rebuild consumer confidence. At Richardson, we create sales training and performance improvement solutions that enable better customer interactions and increase market share.
Nowhere is change more visible and more rapid than in the technology industry. The diversity of players encompasses established firms and newly emerging startups, niche players and comprehensive solution providers, as well as both software developers and hardware manufacturers. Richardson helps technology firms take proactive steps to adapt to industry shifts, building sales teams that thrive over the long term and increase revenue.
The insurance industry is in flux. Rapid changes in demographics, disruptive technology advances, over-regulation, and the entrance of financial services companies into the market are presenting significant risks and opportunities for growth throughout the industry. Richardson helps insurance sales teams develop a customer-focused strategy that differentiates providers from the competition.
Manufacturing and industrial companies have done a good job improving efficiencies and cutting costs to better the bottom line. But, it’s top line growth that raises the bar. The simple solution is to sell more to more customers. Yet, few manufacturing companies have invested in the kind of consultative sales training that changes the conversation and reframes opportunities. This is where Richardson can help by training manufacturing industry sales professionals in effective ways to connect and collaborate.
Investing in your sales team has never been more important to the professional services sales process. According to recent research by CSO Insights, a critical indicator in how well professional services’ sales organizations perform is investment in sales and business development training. Let Richardson help you improve your sales team results. Our comprehensive and customised sales training and business development solutions for professional services organisations help build sales skills, change behaviours, and drive business outcomes.
Pharmaceutical and medical sellers today are more driven than ever to close the sale with aggressive outreach efforts and repeated contact with the customer. Despite this bold approach, winning the sale has become more difficult because physicians are distancing themselves from salespeople. At Richardson, we help sellers in the pharmaceutical and medical sales fields widen their prospect base and connect with more key influencers in the industry.
Sales channels today operate at breakneck speed. Rushed shoppers want instant gratification and value. To meet these demands, retailers have entered an analytics arms race in which competitors seek to distil insights from constantly flowing data. This environment has left many consumer packaged goods (CPG) businesses wondering how their roles will develop in response to these trends. Our CPG sales training programmes identify the unique challenges facing CPG sales clients’ businesses and customise solutions for overcoming them.
The healthcare industry is a complex network of intersecting roads. Finding the path to the sale is difficult. Much of this challenge stems from a broad transition to value-based care systems. This new framework incentivises providers to seek more efficient treatments for patients. A move from volume to value, however, puts greater pressure on healthcare providers to manage costs. This trend threatens to pit sales people against one another in a race to the lowest price.
The Media and Advertising industry represents some of the biggest challenges in selling today. The scale and complexity of most sales require a dialogue covering nuanced ROI measurements, varied channels, and changing target demographics. Richardson's sales training programmes teach sellers to overcome these challenges by employing a consultative approach. Consultative Selling works within this industry because it offers sellers a way to navigate complexities unseen in other businesses. Every sale is different, but the way to get there is the same. A dialogue-driven process offers the customisation that the customer needs.
Improve Your Team’s Performance With Corporate Sales Training
Effective selling strategies have become the competitive advantage of today’s business landscape. As more stakeholders enter the picture, sales professionals require a more robust and sophisticated set of skills. They need ways to understand underlying needs, coalesce decision makers, and position value that resonates. Developing these skills is increasingly difficult as business challenges and the corresponding solutions become more complex.
Selling organisations are learning that better outcomes start with better selling behaviours. These behaviours emerge during client-facing interactions — the “moment of truth.” In these moments, sales professionals must avoid seller-centric behaviours and instead commit to a mindset of authenticity that creates opportunities for cross-selling, relationship growth, and expanding the scope of the sale.
At Richardson, we understand the power of selling behaviours that earn the right to go further with the customer. Doing so allows sales professionals to accurately diagnose the problem or assess the challenge, both of which are important for guiding the customer through the buying journey.
We use blended learning that combines the effectiveness of classroom learning with the convenience of digital products that meet learners in the field. The result is a comprehensive skill set that equips sales professionals to surface the customer’s core needs faster.
Discover the Real Definition of Customisation
Your corporate sales professionals need customised training and an integrated curriculum to ensure new selling skills are built, retained, and refined to drive bottom line results.
Often, a combination of sales skills is required to truly transform your sales organisation into a global leader in your industry. Partnering with Richardson provides the unique advantage of building a fully connected sales curriculum rather than isolated training events.
Richardson’s Connected Selling Curriculum supports the improvement of your team’s overall sales process by laying out a blueprint for continuous learning to develop advanced skills and a sophisticated sales strategy throughout your organisation
Contact us to find out what Richardson has been recognised as a top 20 sales training company by Training Industry for more than 9 consecutive years.