Brief: Sales Capabilities Required to Compete Today
There is no single competency that drives sales excellence — rather, a collection of capabilities are needed across the selling process. Explore each capability needed as teams create, grow, negotiate, and win pursuits.
Brief: Recharging the Team with a Virtual Sales Kickoff Meeting
Download this brief to discover three concepts that together create the most effective framework for a virtual sales kickoff meeting.
Brief: Prospecting in a Changed Economy
In the brief, Prospecting in a Changed Economy, we explore why prospecting today means something different than it did in the past. We offer three ways to deliver resonant messaging that can stand up to the intensified rate of change decision makers experience today.
Brief: Returning to a Long-term Perspective
As sales strategy pivots from a short-term to long-term perspective teams need to put supporting structures back into place and build a framework for those structures to anchor to.
Brief: 3 Ways to Navigate Virtual Prospecting
In the brief, Three Ways to Navigate Virtual Prospecting, we explain how sales leaders can embrace virtual prospecting by following three simple guidelines that help establish a resonant connection from a distance.
Brief: Everything Begins with Soft Skills
In this brief, we outline three ways sales leaders can develop critical soft selling skills among their teams and equip them to succeed.
Brief: Perfecting the Virtual Discovery Call
In the brief, Perfecting the Virtual Discovery Call, we detail the three key concepts that enable sales professionals to engage customers in a discovery call in a virtual setting to understand their needs.
CEO Insights: Understanding the ROI of Virtual Instructor-led Training
John Elsey, President and CEO of Richardson Sales Performance and SPI, discusses the three key factors driving the substantial ROI of a VILT solution.
Brief: The Three Principles for Selling in Virtual Setting
In the brief, The Three Principles for Selling in a Virtual Setting, we detail the specific, critical skills for using a virtual setting to advance and ultimately win the sale.
White Paper: The 2021 Sales Imperative
In the white paper, The 2021 Selling Imperative: Selling That Thrives on Change, we reveal changes in the sales landscape and how to use them as a competitive advantage.
Brief: CEO Insights - A Look Ahead to 2021
Richardson Sales Performance's CEO, John Elsey, explores the three changes that all sales organisations must consider to drive sustainable growth in a period of prolonged volatility.
eBook: Using Verifiable Outcomes in the Sales Process
Adopting a more predictive approach to establishing verifiable outcomes in the sales process creates an enduring and systematic impact on business results.
White Paper: The Future of Sales Training
As new products and markets are launched to keep revenues moving forward, sales organizations are challenged to keep pace. Sellers need new skills, and they need them quickly.
eBook: Building Rapport to Create Valuable Customer Relationships
When dealing with people — customers, prospects, colleagues, friends, family — it’s important to think about them not as creatures of logic, but as creatures of emotion. We are all human beings, and we engage our whole selves in conversations and relationships. This makes building rapport a critical step in establishing valuable customer relationships.
eBook: 5 Tips on How to Use a C-Level Executive in a Sales Meeting
C-level executives, when coached skillfully, can be a great asset and turbocharge a sales meeting. Here are fi ve tips for leveraging a C-level executive in an effective sales call, pitch, or client meeting.
eBook: Building a Consistent Sales Process
There are two things that unite virtually every sales organization the desire to improve sales performance and achieving results as quickly as possible. This eBook explores how building a consistent sales process helps organizations achieve both of these results.
Brief: Sales Capabilities Required to Compete Today
There is no single competency that drives sales excellence — rather, a collection of capabilities are needed across the selling process. Explore each capability needed as teams create, grow, negotiate, and win pursuits.
Brief: Returning to a Long-term Perspective
As sales strategy pivots from a short-term to long-term perspective teams need to put supporting structures back into place and build a framework for those structures to anchor to.
How to Succeed in the Era of Virtual Selling
The intense circumstances of today have given leaders a much-needed push toward virtual selling. They are using it to the fullest extent to expand the addressable market, accelerate the sale, and embrace the economic realities of today.
Asking Open Ended Questions in Sales
Open-ended questions are those that require an answer beyond “yes” or “no” or a multiple-choice selection. To use open-ended questions skillfully within a sales dialogue requires knowledge about why they’re important and how to truly engage prospects in conversation.
Resolving Sales Objections
Only by staying connected and understanding more about the client’s specific issues that are driving the objection can you persuasively postion your technical knowledge and help the client be open and receptive, therefore hearing what you have to say.
How to Build Trust in Sales with a Customer-Focused Approach
Selling is a people-oriented business. Sales are made in the dialogue, person-to-person. The interaction may be face-to-face or over the phone, but the very essence of a successful outcome is based on trust between seller and buyer.
RFPs: Rarely Asked Questions to Get an Edge
An RFP arrives. You know this is a great opportunity, but you also know that your next move is critical. What's a sales person to do to get an edge?
Brief: Recharging the Team with a Virtual Sales Kickoff Meeting
Download this brief to discover three concepts that together create the most effective framework for a virtual sales kickoff meeting.
Brief: 3 Ways to Navigate Virtual Prospecting
In the brief, Three Ways to Navigate Virtual Prospecting, we explain how sales leaders can embrace virtual prospecting by following three simple guidelines that help establish a resonant connection from a distance.
Brief: Three Changes Healthcare Sales Professionals Can Make Today to Succeed Tomorrow
Discover three ways in which healthcare sales teams can use existing resources in a different way to drive sales.
Infographic: A Model for Selling to Different Types of Channel Partners
Download this infographic to access a simple model for selling to different types of channel partners.
Brief: Powering the Global Sales Engine - Are You Ready?
Learn how to apply a data-driven, digital approach to power a complete global sales transformation.
Brief: You May Not Have Time to Transform Sales
Download this brief to learn how to align your growth strategy and goals to deliver immediate 6 - month wins.
White Paper: Beyond Sales Training
Download this white paper to discover 6 proven solutions that will improve the outcome of your next sales performance improvement initiative.
Brief: The Six Buyer Personas of the Healthcare Sale
In the brief, The Six Buyer Personas of the Healthcare Sale, we explore the different value propositions that resonate with each stakeholder.
Brief: Everything Begins with Soft Skills
In this brief, we outline three ways sales leaders can develop critical soft selling skills among their teams and equip them to succeed.
White Paper: The Sales Training Dilemma & The LPAC Solution
As global corporations continue to invest billions annually on sales training and improvement initiatives, organisations need to critically re-evaluate their approach to human capital development.
Planning a Virtual Sales Team Meeting
Bring your team together to align on strategy and build skills in a virtual setting. Discover the secret to hosting effecive virtual sales team meetings.
Management Insights from a Standard Account Planning Methodology
Explore key insights that will dramatically improve your team's account management methodology. Learn how technology & process drive growth.
Brief: Earmarking a Budget for Virtual Sales Training
In the brief, How to Budget for Sales Training in 2021, we outline three ways in which sales leaders can secure budget resources to train their teams to sell virtually.
Worksheet: Vision Creation Dialogue Prompter
This tool serves as a guide to help sellers engage in effective, insightful, and collaborative conversations with buyers.
Brief: Creating Win-win Strategies to Drive Channel Management Productivity
Download the brief to discover the importance of establishing clear guidelines for channel partners will help manage expectations and engagement in the long-term.
Worksheet: Channel Partner Alignment
Download this complimentary worksheet to access a useful tool that helps you align expectations for developing and communicating value to customers, and improve channel partner sales productivity.
Worksheet: Vision Re-Engineering Conversation Prompter
This guide is designed to help sellers engage in effective, insightful, and collaborative conversations with buyers who have already developed a clear vision of a potential solution.
Research: CRM in the World of Buyer 2.0
Download the research to learn why CRM needs to evolve to support three essential principles in the world of Buyer 2.0.
Brief: Driving CRM and Sales Enablement Success
Discover solutions for fixing failed Customer Relationship Management (CRM) initiatives. Find out how to identify key stakeholders and system inputs to make rolling out a new CRM a success.
Brief: Account Relationship Guide
Discover what it takes to become a good “relationship seller”. Certainly, likeability is valuable in selling, but that may not be enough to develop a strong relationship with buyers.
Worksheet: Demand Creation Messaging Matrix
This tool is designed to help sellers identify and plan the optimum audiences, transmission methods, content themes, frequency and cadence for messages that stimulate curiosity and begin conversations with likely buyers.
Worksheet: Differentiation Definition
This worksheet helps sales professionals define important points of differentiation that will empower them to converse in a compelling way with customers.
Brief: How to Get More from Your Core with High Impact Sales Coaching
Learn how to get your team to contribute consistently and predictably towards the achievement of sales goals and keep top-performing sales professionals motivated.
Worksheet: Criteria Decision Analysis
Download this worksheet to access a tool that will help you analyse the diverse priorities of multiple stakeholders, so you can properly position solutions in the right ways with the right people – and against competitive alternatives.
Worksheet: Stakeholder Analysis
Download a complimentary worksheet that will help you better analyse the stakeholders in a sales opportunity and develop the best plans for winning more business.
Brief: Leading Sales Teams in Times of Change, Challenge & Disruption
Learn how to lead your sales organization through a transformation by ensuring you have the right people with the right capabilities and tools to produce higher revenue growth, increased customer loyalty, and improved employee engagement.
eBook: The New Sales Leader's Success Guide
Download this complimentary eBook to better understand what separates the most successful new sales leaders from their peers. The insights offer new sales leaders guidance on what to do and what not to do.
Worksheet: Opportunity Review Checklist
Now is the time to take a hard look at those large opportunities in the sales team’s pipelines – the deals that are “must win” for achieving the team’s performance objectives. Download this checklist for evaluating the progress of sales opportunities, and start reviewing those critically important deals today.
Worksheet: Personal Brand Statement Creation Template
This tool is designed to help sellers clearly articulate the unique value, specialisations, and expertise that they bring to prospective buyers, and define what makes them different from other sales professionals.
White Paper: Radical Sales Transformation: Rewriting the Playbook
Learn how to create a highly adaptive, agile, AI-enabled sales organization that can deliver “six-month wins” for sales – through rapid talent development in a focused set of high impact capabilities. This timely white paper explores a new framework for sales transformation investments that can keep pace with today’s accelerating business environment.
White Paper: Acquiring and Developing Top Sales Talent
Download this complimentary white paper to ensure your current sales team has the right competencies to fulfil your sales growth strategy – and more importantly, what you can do to ensure future success, with confidence.
Worksheet: Sales Coaching Prep
Download a worksheet to help your sales managers prepare for coaching conversations, to ensure that they are productive and useful for both the manager and the seller. This simple planning tool ensures sales managers are better prepared to coach and keep sellers on track.
Worksheet: Buyer-Aligned Conversation Prompter
Download this worksheet to access an outline and structure for an ideal sales conversation with a prospective buyer, which aligns interests and desired outcomes.
Worksheet: 2020 Sales Team Checklist
Download our checklist to ensure your sales kick-off instills the confidence, enthusiasm, and momentum that drives improved results.
Brief: How to Rapidly Improve Sales Performance in 6 Months
Discover how new sales leaders can apply new enabling ideas and technologies to accelerate change and produce much more rapid results.
Worksheet: Checklist for Marketing Alignment
Download our checklist to ensure you are effectively aligning your sales and marketing teams through your training initiative.
Brief: These Six Essential Steps Will Transform How You Sell
Discover the best way to “connect the dots” between key functional areas that have a stake in sales training and transformation by viewing each of these areas through a different “lens” and perspective to drive the right priorities.
Worksheet: Sales Presentation Prep Guide
A compelling sales presentation can make all the difference between winning and losing business. The best presenters are always those who are the best prepared. Download this useful guide to help your sellers prepare better, and ensure they can deliver winning sales presentations.
Brief: 5 Tips for Creating Sales Quotas That Drive Revenue
Discover five powerful tips that will help you more effectively develop sales quota expectations to drive real business results.
Brief: Selecting & Developing Sales Talent With Employee Assessments
Discover the characteristics of a high-quality sales hiring assessment that will consistently improve the quality of new hires.
Research: What Does a Best-in-Class Sales Talent Development Programme Look Like?
Download this complimentary research to discover what companies seeking to deliver effective sales training should be paying attention to in order to have consistent influence on employee behaviour.
Research: The Sales Talent Lifecycle - A Sirius Introduction
Download this complimentary Sirius Decisions Research Brief to learn why successfully managing a sales talent lifecycle requires an in-depth understanding of the organisation’s growth strategy, extending sales enablement’s scope throughout the entire lifecycle, and providing support in a cross-functional effort.
Brief: Sales Training Buyer's Guide
Download this guide to discover fifteen critical questions in four categories, that enable you to clearly identify and prioritise your needs. The guide also includes an evaluation grid, so that you can score potential providers consistently and make an optimum choice.
White Paper: The Sales Training Dilemma
Learn how to maximise the value of your investment in sales training by overcoming the common factors that cause sales training to fail.
Research: Identifying Sales Training & Development Investments That Drive Learner Outcomes
Discover what sales learners think about the training their receiving and how to identify sales training and development investments that drive learner outcomes in this informative research.
Brief: Sales Training Does Not Equal Sales Performance
Download the brief to learn how to use integrated technology and a data-driven approach for sales improvement in your organisation.
Brief: How to Deliver Sales Training For Maximum Results
Download this brief to learn how best to compare different training alternatives to find the solution that will drive the most performance from your team.
Worksheet: Simplified Pipeline Analysis
Download this helpful tool for analysing your aggregate pipeline. You'll find that this worksheet provides your team with the first step in developing a fact-based, rational sales plan for success.
Worksheet: Summary Assessment For Situational Fluency
Download a complimentary worksheet that will help your team identify potential barriers and obstacles to executing a collaborative sales approach. This tool provides insight on whether or not your sales team possesses the essential competencies required for aligning with the demands of today’s empowered buyer.
Worksheet: Strength of Sale Analysis
Download this tool for a simple solution for applying the dimensions of the Successful Sales Formula to see the specific weaknesses in your sales opportunity, and gain insight into how you can take action to improve your chances of winning.
Worksheet: Simplified Territory Coverage Planning Template
Download this complimentary territory planning template to access a tool that will help your team better establish clear criteria for segmenting accounts into A-B-C categories and planning the right investment for each segment.
Worksheet: Territory Segmentation Analysis
Download a complimentary template to help your team better evaluate the business potential and status of current relationships in accounts, to help develop more effective territory coverage plans.
Research: Training the Sales Rep of the Future
Learn how training professionals at pharmaceutical, biotech, medical device, and life sciences companies are now training sales teams.
eBook: The Art and Science of Unlocking the Full Potential of Strategic Accounts
Learn how to increase the profitability of your business over the life of a retained customer by allocating more resources to systematically sharpen your team's customer retention and growth strategies.
Worksheet: White Space Analysis Tool
Download this tool to help identify new sales opportunities in key accounts.
Brief: How to Win Large, Complex Deals with Greater Profitability and Predictability
Discover how to more effectively win complex sales deals by developing a deeper understanding of the changes in buyer behaviour that drive the modern customer decision-making process.
Brief: A Smarter Way to Win RFPs
In the brief, A Smarter Way to Win RFPs, we explore best practices for helping customers write RFPs along with an 8 step process on how to manage unforeseen requests for proposals.
Brief: How a Sales Professional Becomes the Coach of the Buying Process
In this brief we explore the skills of a sales professional who can understand the customer’s perspective in what has become an increasingly taxing and emotional process.
Brief: Gaining Virtual Access to Healthcare Professionals
In this brief we show how sales professionals can front-load their efforts so that the first outreach call sparks the physician’s interest. This three-part approach enables sales professionals to capture the physician’s interest.
Brief: Four Principles for Coaching in a Virtual World
In our brief, Four Principles for Coaching in a Virtual World, we explore the guiding principles for meaningful coaching in a virtual setting. These four ideas can be enacted immediately and will equip sales leaders to rediscover the kind of dialogue that fosters unity and motivation.
Brief: How to Develop a Dynamic Sales Process
Learn how a dynamic sales process addresses the non-linear nature of selling today.
Brief: Effective Virtual Selling Rises Above Visual Appeal
In the brief, Effective Virtual Selling Rises Above Visual Appeal, we detail why virtual selling must do more than present visuals that persuade through repetition rather than relevance.
Brief: Perfecting the Virtual Discovery Call
In the brief, Perfecting the Virtual Discovery Call, we detail the three key concepts that enable sales professionals to engage customers in a discovery call in a virtual setting to understand their needs.
Executive Insight: Finding Stability in the Second Half of 2020
In our brief, Finding Stability in the Second Half of 2020, Chief Sales Officer Steve Dodman offers three key practises for developing the resilience demanded by the new environment.
Research: How Sales Teams Are Managing Strategic Accounts During the Pandemic
At Richardson Sales Performance, we asked more than 200 sales professionals and sales leaders how they are handling their strategic accounts during the pandemic. In the research report we review our findings. Importantly, we offer specific ideas on how sales professional can respond to the new setting of today.
Brief: Prospecting in a Changed Economy
In the brief, Prospecting in a Changed Economy, we explore why prospecting today means something different than it did in the past. We offer three ways to deliver resonant messaging that can stand up to the intensified rate of change decision makers experience today.
Brief: Engaging Healthcare Professionals with Evidence-Based Solution Selling
In our brief, Engaging Healthcare Professionals with Evidence-Based Solution Selling, we examine the three key reasons why evidence-based solution selling is the last remaining path for reaching healthcare professionals.
Brief: How Commercial Banks Are Reconfiguring Their Competencies for the Future
Learn how commercial banks are reconfiguring their competencies for the future by leveraging existing skills in new ways to fully engage customers over virtual channels.
Brief: The Five Questions Sales Professionals Need to Ask to Develop a Relevant Message
In our brief, The Five Questions Sales Professionals Need to Ask to Develop a Relevant Message, we offer a structured approach consisting of five key questions designed to get to the core of the customer’s changes and help sales professionals arrive at a new message that resonates.
Brief: Revisiting Account Strategies for a Changed Economy
In the brief, Revisiting Account Strategies for a Changed Economy, we share the three key steps for revisiting the account planning process within the context of a changed global economy.
Brief: Selling in a Crisis
In this brief, Selling in a Crisis, we look at why rising to the level of a trusted adviser is more effective than many of the common responses sales professionals exhibit in these unprecedented times.
Brief: Six Factors for Reassessing the Strength of Sales Opportunities
Discover the six key factors for reassessing the strength of your current sales opportunities.
Planning a Virtual Sales Team Meeting
Bring your team together to align on strategy and build skills in a virtual setting. Discover the secret to hosting effecive virtual sales team meetings.
Executive Insights: 5 Sales Leadership Practices for Navigating Turbulent Times
In the brief, Executive Insights: Five Sales Leadership Practises for Navigating Turbulent Times, Steve Dodman, Chief Sales Officer of Richardson Sales Performance and SPI, discusses the five critical leadership practises needed to lead your team through turbulent times.
CEO Insights: Understanding the ROI of Virtual Instructor-led Training
John Elsey, President and CEO of Richardson Sales Performance and SPI, discusses the three key factors driving the substantial ROI of a VILT solution.
Brief: The 3 Psychological Principles of Better Customer Service
Discover the three behavioural-psychology concepts that any service professional can use to become more effective.
Brief: The State of Sales 2020
Explore data from hundreds of survey responses revealing the current selling climate and how sales professionals are responding.
White Paper: Success in the Era of Virtual Selling
Learn why when economic factors return to pre-crisis levels, many customers will have acclimated to a new reality of virtual selling, and discover how developing virtual selling skills now will position organisations for success in a changed future.
Brief: Supporting HCPs during Challenging Circumstances
Discover three consultative dialogue concepts a healthcare sales professional can apply to become an influential and guiding voice during a difficult time.
Driving Sales Productivity in a Portfolio Company
Learn how sales training will improve the productivity for companies within your private equity (PE) firm's business portfolio.
Brief: How Virtual Selling Leaverages Swift Trust Theory to Overcome Distance
In the brief, How Virtual Selling Leverages Swift Trust Theory to Overcome Distance, we look at social science research revealing three ways sales professionals can use “swift trust” theory to sell in a virtual setting.
Brief: The Three Principles for Selling in Virtual Setting
In the brief, The Three Principles for Selling in a Virtual Setting, we detail the specific, critical skills for using a virtual setting to advance and ultimately win the sale.
Brief: Virtual Learning - Rethinking the Possibilities
Explore the 10 principles behind an effective virtual instructor-led training (VILT) environment.
Brief: The Four Benefits of Virtual Instructor-Led Training
In this brief, we explore how leaders can replicate the classroom experience without the need for travel.
Brief: Driving Sales Productivity in a Portfolio Company
In the brief, Driving Sales Productivity in a Portfolio Company, we map the three steps to generating consistent and dependable revenue growth within a portfolio company.
Behavioural Science & Selling
Discover why improving your knowledge of behavioural science will help you better connect with customers & dramatically improve your sales numbers.
Research: 2020 Selling Challenges Study
With input from more than 500 sales professionals this report offers tips & insights to overcome the challenges facing sales professionals in 2020.
eBook: How You Sell is the Last Advantage
In our eBook, How You Sell Is Your Last Advantage, we offer ways to develop a sales experience that rises to the level of a competitive advantage.
eBook: The Three Skills for Selling with Agility
In Richardson Sales Performance and SPI's eBook, The Three Skills for Selling with Agility, we explore three specific ways sales professionals can keep pace with the customer’s changing scope of needs and win the sale.
Video: How to Effectively Assert Your Point of View in Sales
Watch this short video to learn what it looks like when a sales professional uses Richardson Sales Performance's “Assert Model” to share a challenging point of view.
Video: How to Effectively Assert Your Point of View in Sales
Watch this short video to learn what it looks like when a sales professional uses Richardson Sales Performance's “Assert Model” to share a challenging point of view.
Video: What Not to Do When Asserting a Point of View in Sales
Too many sales professionals make missteps when they share their point of view with customers. In this video we show what these missteps look like.
Optimising Sales Training Outcomes Brief
Effective leaders seek sales training solutions that have measurable results. In SPI and Richardson Sales Performance’s brief, we provide a four-part framework for structuring sales training that allows for ROI measurement.
Brief: Anticipated Selling Trends for 2020
In the brief, CEO Insights: Five Factors Driving Change in 2020, John Elsey, President and CEO of Richardson Sales Performance and SPI sales training, discusses what sales leaders need to succeed in 2020.
Brief: Taking Directional Cues From a Look Back at 2019
As the year draws to a close, sales leaders have an opportunity and an obligation to understand the impact of changes seen in 2019. In Richardson Sales Performance’s brief, 2019: Taking Directional Cues from a Look Back, we examine the five largest factors underpinning the changes in the sales industry in 2019 and how effective sales leaders are responding.
eBook: Best of 2019
Our year-end eBook summarizes Richardson Sales Performance's most impactful content from 2019. This eBook includes in-depth research from more than 25 sources to bring you the best ideas for embracing accelerated change.
Webinar Recording: Enabling Sales Teams Throughout the New Buyer's Journey
Download a complimentary recording of a webinar from Richardson Sales Performance exploring the specific selling skills needed at each phase of the new buying journey.
Video: Effective Customer Service Dialogues
In this video, we show what effective enhancing looks like. The scenario illustrates what it looks like when a sales professional uses a cue provided by the customer to link the value of the solution to the customer’s challenge or goal.
Video: Upselling in Service Dialogues, What Not to Do
See what an ineffective service call looks like, and learn what happens when a seller leads with a product rather than the customer’s needs.
About Richardson Sales Training
Download an informational brochure to easily save and share information about Richardson Sales Performance Sales Training Company with your team,
White Paper: Elevating Retail Banking Service to Meet the Wider Scope of Customer Needs
In Richardson Sales Performance’s white paper, Elevating Retail Banking Service to Meet the Wider Scope of Customer Needs, we discuss how retail banking professionals can convert the customer’s needs into a sale.
Elevating Retail Banking Service
Retail banking professionals have a level of access to the customer’s thinking that is unmatched. Capitalising on these opportunities requires a new mindset in which expanded services become part of the solution.
Video: Richardson's Momentum Methodology
Richardson Sales Performance’s Momentum Methodology is a dynamic set of practices for developing an intentional pursuit strategy to win and grow business.
Video: Assessing Your Value to the Customer
Watch Richardson Sales Performance's video to explore the Customer Relationship Pyramid and discover the four levels of customer-seller relationships.
Brief: The Three Key Skills to Focus on at Your Next Sales Kickoff
In Richardson Sales Performance’s new brief, The Three Key Skills to Focus on at Your Next Sales Kickoff Meeting, we explore the three most important capabilities sales professionals require to position their value to customers and reach higher-level stakeholders.
Brief: Why Strong Sales Enablement Is Strong Buyer Enablement
In Richardson Sales Performance’s latest brief, Why Strong Sales Enablement Is Strong Buyer Enablement, we reveal how sales enablement professionals can also become strong buyer enablement professionals.
Customer Service Selling Skills
Customer service teams can build a sales mindset by first acknowledging that service and sales can coexist in the same call.
Sales Training FAQ
Discover the answers to some of the most frequently asked questions about sales and sales training from the experts at Richardson Sales Performance.
Video: What Does An Effective Negotiation Look Like?
In Richardson Sales Performance’s video, we show what effective negotiation looks like. The scenario illustrates what happens when a sales professional meets a customer’s needs without losing the profitability of the sale.
Video: Ineffective Negotiation Example
In this video, we show what ineffective negotiation looks like. The scenario illustrates what happens when a sales professional makes a concession, rather than a carefully executed trade.
eBook: The 3 Skills Behind Effective Negotiations
In Richardson Sales Performance’s eBook, The Three Skills behind Effective Negotiations, we explore the three specific ways to bring the sale to a close without sacrificing valuable terms.
Brief: 4 Ways to Make the Sale before Month End
Explore four specific ways to bring the customer back into the dialogue to create urgency around making the purchase
Brief: What Sales Can Learn from Software Development
In Richardson Sales Performance’s brief, What Sales Can Learn from Software Development, we explore how sales leaders can adopt the most powerful idea from the software industry to drive more wins.
White Paper: How Sales Organisations Can Prevail against Economic Headwinds
In the white paper, How Sales Organisations Can Prevail against Economic Headwinds, we explore how leaders can weather any economic climate.
Brief: Rethinking the Sales Professional's Role
In the brief, Rethinking the Sales Professional’s Role, we remind sales organizations why this fundamental skill set is essential to success in today’s environment.
Research: Understanding Selling Challenges in 2017
The 2017 Sales Challenges Study uncovers the issues that sales professionals foresee in the year ahead that have the potential to interfere with achieving quota.
Research: 2016 Sales Challenges
The 2016 Sales Challenges Study uncovers the issues that sales professionals foresee in the year ahead that have the potential to interfere with achieving quota.
How to Influence Clients
Understanding how your customers make decisions helps you navigate the buying journey and improve your team's sales performance.
The Psychology of Adult Learning
Learning science provides powerful information that helps us drive revenue. Discover how to leverage adult learning psychology to improve sales training.
Selling Complex Digital Solutions
Discover the benefits of adopting a holistic approach to selling digitial solutions, and get actionable tips for improving your team's performance.
White Paper: Enhanced Service Through Consultative Sales
Explore a three-part strategy to equip service professionals to create a sale.
Brief: Coaching to Drive Sales Alignment
In this brief, we offer actionable takeaways for aligning sales teams through better coaching.
Brief: Renewing Focus With Pre-Call Planning
Discover the three components critical for planning an effective sales call.
Brief: The Four Critical Benefits of a Consistent Selling Methodology
In "The Four Critical Benefits of a Consistent Selling Methodology," we explain the four key ways that consistency drives long-term sales results.
Brief: Advancing the Sale By Being Assertive, Not Aggressive
In Richardson Sales Performance’s brief, Advancing the Sale by Being Assertive, Not Aggressive, we explore the four key ways effective sales professionals can more effectively assert a point of view without becoming aggressive in the sale.
Brief: The Top 10 Characteristics of Effective Sales Professionals
In Richardson Sales Performance’s brief, The Top 10 Characteristics of Effective Sales Professionals, we list the 10 specific characteristics that enable sales professionals to reach farther.
Brief: Enabling Sales Teams Through the New Buyer's Journey
In the brief, Enabling Sales Teams through the New Buyer’s Journey, we break down the specific selling skills needed at each phase of the buying journey.
Brief: A Streamlined Approach to Onboarding Sales Professionals
With Richardson Sales Performance’s brief, “A Streamlined Approach to Onboarding Sales Professionals,” we look at five key steps to designing an onboarding process that equips sales professionals to perform.
eBook: The Science of Decision Making
Explore the science behind customer decision making and learn the surprising ways customer decision making process unfolds.
Brief: Selling With Agility
With Richardson Sales Performance’s brief, Selling with Agility, we look at why sales professionals need an agile process and how to adapt to this new imperative.
White Paper: Selling in the Era of Digital Transformation
Selling connected, holistic, and digital solutions demands higher-level skills. Sales professionals must be able to position the technology and the transformation.
In Richardson Sales Performance’s white paper, Selling in the Era of Digital Transformation, we outline what capabilities sales professionals need and how to achieve them.
Brief: Building A Sales Culture
In Richardson Sales Performance’s brief, Building a Sales Culture, our Chief Sales Officer Steve Dodman details the three key steps to building an effective, lasting sales culture.
Complex Sales
Discover the characteristics of a complex sale and explore tips for how you can better navigate the complex sales process to close more deals.
eBook: How to Build a Sales Academy
Download the eBook, How to Build a Sales Academy, to discover the components of a curriculum designed to engage sales professionals across various roles in a sales organization.
Brief: Using Analytics to Expose Impact
In Richardson Sales Performance’s brief, Using Learning Analytics to Expose Impact, we review three key areas of measurement for sales training initiatives and the metrics that leaders need to consider for each
Brief: Why Active Learning Works
Active learning works because it gets the learner involved. Learn why engagement drives deeper learning when participants: see it, try it, check it, and apply it.
Top Selling Challenges of 2020
Discover the sales challenges that lie ahead in 2019. Richardson Sales Performance's annual research uncovers the challenges facing sellers across industries and geographies.
Building a B2B Sales Training Programme
Discover the critical elements of an effective B2B sales training programme and explore how partnering with Richardson Sales Performance will drive success for your team.
Brief: Why Blended Learning Boosts Performance in Sales
Effective learning uses multiple strategies. That’s why Richardson Sales Performance’s approach combines digital learning with traditional workshop experience. Download the brief, Why Blended Learning Boosts Performance, to learn the three critical pieces that drive learning that sticks.
Brief: Drive More Business by Growing Existing Accounts and Expanding Relationships
Download the brief to discover how to help your sales team become more strategic in their drive to maintain and grow key accounts.
2019 Selling Challenges Infographic
Download this infographic to access a summary of the results of Richardson Sales Performance's 2019 Selling Challenges Study and learn about the challenges sales professionals face in the modern sales environment.
Research: 2019 Selling Challenges Study
Richardson Sales Performance’s 2019 Selling Challenges Study reveals a panoramic view of the changes confronting sales professionals.
White Paper: Redefining Skill Sustainment
Sustainment should mean getting better at every turn. Download the white paper Redefining Skill Sustainment to learn why leaders need to start thinking about sustainment in a new way.
eBook: The Psychology of Learning
Developing new sales skills starts with learning how to learn. Download the eBook, The Psychology of Learning – Effective Strategies to Get the Most out of Training, to discover more than a dozen psychological studies to uncover the most effective ways to learn and retain information.
Brief: Understanding The Role Of AI In Sales
Download the brief, AI In Sales Is Progress But Not A Panacea, to discover three key challenges to using AI as a sales tool and what leaders can do to overcome them.
Brief: How Changes Will Shape Selling in 2019
Download the Brief: How Changes Will Shape Selling in 2019 to gain insights from Richardson Sales Performance's CEO, John Elsey about changes, challenges, and opportunities for sellers in 2019.
Overcoming the Status Quo in Sales
Discover why combatting the status quo is such a huge challenge for sales professionals and learn how to overcome the status quo to close more deals.
White Paper: The Three Keys To Winning the High-Stakes Sale
Even the most prepared sales professionals need stronger strategies to win in a high-stakes setting. In Richardson Sales Performance’s white paper, High-Stakes Customer Conversations, we show how sales professionals can elevate their skills to increase win rates and deal size while reducing cycle time and improving resource utilisation.
How to Build An Effective Sales Academy
New research reveals what your sales team wants from a sales academy. Find out how to build a training program that engages your sellers and drives results.
White Paper: Overcoming the Status Quo to Win the Sale
The customer's bias toward the status quo is keeping sales on the sidelines. In Richardson Sales Performance’s white paper, Overcoming the Status Quo to Win the Sale, we show why the status quo exists and how to overcome it.
6 Tips for Selling To the CFO
When sales professionals discuss the financial ramifications of a solution. They need to be prepared to tackle the challenge of selling to the CFO.
eBook: The Psychology of Selling - Understanding How the Customer Thinks
In Richardson Sales Performance’s eBook, The Psychology of Selling — Understanding How the Customer Thinks, we look at a dozen studies to uncover the psychological principles driving the customer’s decision-making process.
Brief: Selling to the CFO
In the final mile of the sales cycle, sales professionals must help the customer make a compelling case to the CFO. In Richardson Sales Performance’s brief, Selling to the CFO, we break down the three factors that sales professionals need to consider when talking to the CFO. We look at: How to use comparable results to legitimize the solution’s value, How to address the CFO when ROI measurements don’t apply to the solution, and How to become an “insider” in...
Download Infographic: How to Build a Sales Academy
Discover what sales professionals want from a sales academy. Download the complimentary infographic summarizing new research from Richardson Sales Performance.
The Difference Between a Sales Process and a Sales Methodology
There is a very distinct difference between the sales process and sales methodology. The sales process is a consistent set of trackable steps that includes stages and gates, is used for forecasting, goes from beginning to end, and is typically tied to a CRM. Conversely, sales methodology is a set of non-linear practices (learned behaviors, tactics, and strategies) used in a dynamic way to make decisions and take actions to execute the sales process.
How to Become a Trusted Adviser in Sales
A trusted adviser relationship in sales requires constant nurturing. Discover the key to becoming a trusted adviser from the sales experts at Richardson Sales Performance.
Research - How To Build a Sales Academy: The Sales Professional's Perspective
Discover what elements over 350 sales professionals think is important in a sales academy. New research from TrainingIndustry and Richardson Sales Performance.
Effective Sales Coaching is Counter-Intuitive
Why is sales coaching important and what makes a great sales coach? Richardson Sales Performance gives you its top tips for effective coaching to create maximum impact.
The 4 Guiding Principles of a Sales Opportunity Pursuit Strategy
Sales professionals need an opportunity pursuit strategy that keeps them ahead of every curve in the road to the sale. They need to execute the skills to be buyer-centric, strategic and differentiated to work within the buyer’s changing world.
White Paper: Pursuing Opportunities With An Intentional Strategy
In this white paper, we show how
sales professionals can use these
characteristics to drive momentum
and lead the customer through
their buying journey.
Types of Sales Training Costs
A strategic approach to defining your sales training budget will help you build the best training programme and drive more ROI.
Using Verifiable Outcomes: In the Sales Process to Change and Track Behaviours
The use of verifiable outcomes has become more widely adopted by companies engaged in complex sales. These measures provide visibility into the sales process, pipeline performance, and forecasting. The problem, however, is that most of these verifiable outcomes are lagging indicators of past performance, not leading indicators of future achievement.
Unique Sales Methodologies
Richardson Sales Performance has developed a flexible series of sales methodologies that addresses the challenges of today’s selling environment created by customers expecting more value and control of the sales cycle.
Selling With Insights Differentiates Top Sellers
The use of insights at the right time and in the right way can truly help a seller differentiate themselves, drive business outcome-based discussions, and create a sense of urgency in the buyer. But insights are neither a panacea nor a silver bullet. Organisations who successfully adopt an Insight Selling Approach did so because they were aware of the risks and were proactive in managing them.
White Paper: Creating Trust With Buyers Through Selling with Insights
The use of insights at the right time and in the right way can truly help a seller differentiate themselves, build trust with clients, and drive improved business outcomes.
White Paper: Sales Training Sustainment Framework
A training initiative is only as good as the plan to sustain learning following the training event. Discover Richardson Sales Performance's sustainment framework to see the impact an ongoing development plan drives for organisations.
Principles & Strategies for Modern Sales Negotiations
Too often we think of selling and negotiating as two separate ends of a timeline. In truth, they exist together on a spectrum. Every moment of selling involves some amount of negotiating. Therefore, every conversation places another brick in the road toward closing a sale. Effective sellers keep this in mind by shaping the customer’s perception of value. Keeping this approach in the context of the customer’s needs and priorities creates negotiations that are mutuall...
Sales Prospecting Tips, Tools & Techniques
Sales prospecting tips and techniques to help you use social media to make strong connections with your targets that lead to future opportunities.
Video-Based Sales Training Inspires Sellers to Move From Good to Great
Accelerate inspires sellers through a highly personalised learning experience. It is a learner-centered approach where video-based scenarios, game mechanics, and interactive activities teach sellers essential skills and deliver learning when and where it works for the learner.
Brief: The Top 10 Considerations For Your Sales Training Budget
In Richardson Sales Performance’s latest brief, The Top 10 Considerations for Your Sales Training Budget in 2019, we provide that strategy with ten clear factors needed in any training budget.
How to Build and Manage a Growing Inside Sales Team
Many sales leaders have told us they are expanding their inside sales channel strategy to take advantage of shifts in buyer behaviour. In doing so, they also need to take advantage of their sales talent, both in hiring and in developing the skills of current employees.
Inside Sales: Unlock the Potential of Your Team
The potential of inside sales teams is limitless because of the cost-effective ways they reach customers. Learn to drive revenue from inside sales teams.
Building a Business Development Training Programme
The treadmill never stops for a Business Development Representative (BDR). They must constantly move forward to seek new business. All too often a contact goes dark, remains inert, or simply says “no.” With so much rejection, BDRs often turn to volume as an answer. Sow more seeds, and there will be more to harvest.
How Sales Development Reps Improve the Pipeline with a Consultative Approach
Sales Development Representatives (SDRs) have a constant focus on moving quality leads through the pipeline. By reaching out to contacts, they attempt to discover which ones have needs that fit within the scope of offered solutions. Those that qualify progress to the seller.
Brief: Best Practises for Sales Kick-Off Meetings
Too often, sales kick-off meetings are considered an obligation rather than an opportunity. Invigorating sellers means revisiting best practices for sales kick-off meetings. Leaders need a more mindful approach to planning the meeting. Merely circling a date on the calendar won’t work. Learn a few key concepts that leaders can put in place to conduct a sales kick-off meeting that resonates with sellers.
Selling the Cloud, 8 Keys to a Successful Land and Expand Strategy
Customer acquisition is an important activity for a SaaS sales team – especially since it’s the first step in the process of building valuable, long-term customer relationships
Selling the Cloud
Cloud Selling has dramatically impacted the way businesses buy software. And as the cloud layers have matured, it has transformed the playing field for providers along the way. The most critical implications of maturation to cloud services sales teams are two-fold — the increased proliferation of services being provided at each layer within the cloud and the commoditisation of infrastructure services as buyers now expect to consume straight to SaaS.
Brief: How Sales Professionals Are Overcoming the Status Quo
Today, the sales professional’s toughest competition is the status quo. Complex business challenges and an increasing number of stakeholders often lead to a “reversion to the mean” in which no change occurs. In our brief, Overcoming the Status Quo, we offer specific takeaways to navigate this challenge.
Brief: Creating a Targeted Prospecting Strategy
The availability of information today offers limitless data on potential customers, causing many sales professionals to get lost in the details. The solution: develop a more targeted prospecting approach with a few key steps.
Brief: Gaining Higher Prices with Sharper Negotiation Skills
Effective sales professionals are building trust to overcome the increasing challenge of maintaining the value of the sale. Doing so is critical, as factors like commoditisation and competition put pressure on pricing. Download the brief, Gaining Higher Prices with Sharper Negotiation Skills, to discover specific takeaways to navigate this challenge.
White Paper: Embracing The Turns, The New Buyer Journey
Embracing the Turns: The New Buyer Journey, explores why the buyer’s journey is an iterative process & how sales professionals can stay ahead of the curve.
The New Buyer Journey
Today's buyer journey changes at every step in the process. Sales professionals who understand the buyer journey don't let twists & turns throw them.
Using Data & Storytelling in Sales
Data legitimises, storytelling in sales persuades. Empower your sales professionals with the process and skills to tell a great story that will to more closed business.
How Much Does Sales Training Cost?
The cost of sales training varies according to the number of sales professionals being trained and the programme. Discover how you can calculate the real cost of sales training and determine whether the investment will deliver the results and ROI you desire for your team.
How to Prospect to Modern Buyers
The world has become a noisy place making effective prospecting difficult for today's sales professional. Smart sellers make the most of prospecting by following these three steps.
Field and Outside Sales Training
Outside sales or field sales is the practice of selling a business’s products or services outside the office. Field sales professionals often travel to the customer’s location to engage them directly in a sale. This method of selling is particularly important today because more stakeholders are involved in purchasing decisions than before. Addressing these groups requires in-person meetings. Face-to-face engagement is critical for getting sophisticated and large...
Driving Win Rates With a Multi-Role Sales Curriculum
Discover the impact a multi-role sales curriculum drives for organisations and the best training programmes for each sales role within the organisation.
Brief: The 8 Essential Components You Need In Your Account Planning Tool
Growing existing accounts means capturing critical information, aligning with customer priorities, and delivering consistent value. In our latest brief, The 8 Essential Components You Need in Your Account Planning Tool, we list the tools sales professionals need to organise their efforts.
How 2017 Will Shape the 2018 Sales Organisation
The complexity involved in advancing a global sales organisation’s approach to the market is in stark contrast to what the customer should experience in their buying process – simplicity and ease of acquisition. Executing against this dichotomy will surely be a top focus area in 2018. Let’s take a closer look at how these trends are unfolding.
White Paper: Growing Into The White Space with Strategic Account Planning
In this white paper, we look at why strategic account planning is the new sales imperative, and examine how a pragmatic approach succeeds in a world of bigger players.
Strategic Account Planning in Sales: Growing Into The White Space
Strategic account planning works because it addresses the level of complexity and competition that’s increasingly common in sales today.
Brief: Building A Sales Curriculum For Every Sales Professional
Sales leaders need a connected curriculum to access the skills needed in today’s market. In Building a Sales Curriculum for Every Sales Professional, we break down the skills each sales role needs to succeed.
Sales Training Sustainment Framework
Successful sustainment of new behaviours requires attention to five steps that all individuals pass through after training. By focusing organisational attention on each step, new behaviours become embedded in your sales team’s daily operations.
Brief: Sales Traits that Inform Great Training
Scalable sales training works when the content and delivery embrace characteristics common to sales professionals. Download the brief, Sales Traits That Inform Great Training, to discover five specific characteristics of sales professionals and how they can shape great learning.
eBook: A Guide to Measuring Sales Training Effectiveness
Before implementing any training programme, you need a baseline. This helps to establish where you’re at now and to make sure that you get to your ultimate destination, with all employees improving their skills and adopting the desired behaviours.
White Paper: Storytelling For A More Compelling Connection
In the white paper, Storytelling For A More Compelling Connection, we examine why storytelling is such an effective way to communicate, connect, and, ultimately, compel customers.
Defining the Consultative Sales Approach
Competing in the world of selling today means understanding the changing world of your buyers and adjusting your sales approach accordingly. The biggest change for sellers is that the game has gotten harder, and sellers need to execute at a higher level than ever before to compete. Committing to this level of change is the difference between college sports and pro. The players are bigger. The game is faster. The conditions are more challenging.
Brief: Selling in the Financial Services Industry
Sales professionals need a more active approach to engage customers. Here, we explore how trust, decisiveness, support, differentiation, and unity all empower the professional.
White Paper: Elevate Your Consultative Selling Approach to Compete Today
In Richardson Sales Performance's White Paper, Elevate Your Consultative Selling Approach to Compete Today, we examine the recent changes in the buying process and how sellers can up their game and stand out in front of buyers.
eBook: Winning the Team Sale
Team selling today is no longer required just for blockbuster business-to-business sales pitches. Whether you are in consulting, investment banking, technology or are a financial advisor, home re-modeler, or lawyer, pivotal meetings with customers and prospects now often involve more people — on both sides of the table.
Brief: Selling in the Technology Industry
Technology is the constant pursuit of efficiency. Therefore, the tech industry is a place of unending change. This dynamic puts renewed pressure on sellers who must remain cognisant of these changing needs. Without an understanding of today’s unique challenges, sellers are unequipped to properly position their offering.
Brief: Selling in the Industrial and Manufacturing Industry
While there are nuances specific to various manufacturing segments, this report will provide insights into the global trends affecting sellers in this industry.
Brief: Selling In the Insurance Industry
Insurance companies are shifting the way that they go to market and interact with their clients. Understanding the current selling trends will help you get an edge up on your competition.
Research: Understanding Selling Challenges in 2018
Richardson Sales Performance’s 2018 Selling Challenges Study reveals a panoramic view of the changes confronting sales professionals today.
Sales Capabilities Required to Compete Today
Closing deals with the modern buyer requires a set of sales skills rather than a single proficiency. Learn more about the skills needed to sell today.
White Paper: Unlock The Potential Of Inside Sales
As technology, budgets, and schedules present greater influence, inside sales are a priority for most businesses. Therefore, excellence in telephone selling, the driver of inside sales, is critical to success today.
White Paper: Selling the Cloud - 10 Best Practices for Sales Execution
The Cloud has dramatically impacted the way businesses buy software. And as the cloud layers have matured, it has transformed the playing field for providers along the way. The most critical implications of maturation to cloud services sales teams are two-fold — the increased proliferation of services being provided at each layer within the cloud and the commoditisation of infrastructure services as buyers now expect to consume straight to SaaS. Sales organisations...
White Paper: Great Coaching is Counter Intuitive
It takes a certain kind of individual to step into a sales manager role — and an even more unique one to be successful at it.
White Paper: Negotiating With The Modern Buyer
Every moment of selling involves some amount of negotiating. Effective sellers keep this in mind by shaping the customer’s perception of value. Keeping this approach in the context of the customer’s needs and priorities creates negotiations that are mutually beneficial. The result is a handshake - not an arm wrestle.
Driving Sales Effectiveness
Sales effectiveness refers to a company’s ability to generate sales. Greater sales effectiveness means driving sales performance by winning the right kind of customers that drive meaningful progress towards broader financial and operational goals. The term encompasses the various aspects of a business that must perform to create more wins. Therefore, true sales efficiency requires a coordinated effort from not only the sales team but also marketing, operations, and...
Brief: Selling the Professional Services Industry
Sellers of professional services face a competitive market with many new entrants trying to capture market share. Understanding the competitive landscape of this industry helps sellers mitigate risk and capitalise on opportunity.
White Paper: 6 Account Management Best Practices
Establishing existing clients as strategic accounts is a crucial component of any sales strategy. Why? Fundamentally, selling to an existing account is much more profitable and predictable than trying to win new business with a new organisation.
White Paper: Selling with Data and Storytelling
Download the white paper, Selling with Data and Storytelling to learn why when it comes to selling, data is the fuel and story is the engine.
eBook: Build Trust a Customer Focused Selling Approach
In Richardson Sales Performance’s eBook, Building Trust: A Customer-Focused Selling Approach, we detail the specific steps that sales professionals must take to earn, grow, and sustain the customer’s trust.
Brief: Understanding Selling in the Healthcare Industry
Healthcare sales professionals work in an industry of uncertainty and change. To thrive In healthcare sales sellers need to be aware of trends affecting their industry and develop strategies to use these trends to their advantage.
eBook: Growing Strategic Accounts Through Customer Co-Creation
It’s common for sales leaders (and salespeople themselves) to look to their large, strategic customers year after year to sustain or drive increased revenue performance. However, the availability of options, decreasing customer loyalty, higher expectations and constant competitive threats are making forecasted business from your best customers anything but a certainty. All too often, account growth strategies and plans are isolated events and are missing one critical...
Brief: The Economics of Sales Training
Does increased revenue outweigh the costs of sales training? A review of the implicit and explicit costs shows that it does. In Richardson Sales Performance’s new brief, The Economics of Sales Training, we offer insights on how leaders can gauge the value of training initiatives with a consideration for the full equation accounting for all costs and benefits.
White Paper: Prospecting in a Noisy World
While prospecting means leveraging, social media, cold calls, emails, and events, this paper outlines the strategies for the messaging used across those channels. We offer a path to smarter prospecting with three key steps.
Richardson's Sales Effectiveness System
Our sales effectiveness training system is proven to drive results for businesses across industries, geographies, and skill levels. Learn more here.
Brief: Selling in the Retail & Consumer Package Goods (CPG) Industry
The world of CPG and retail sales is changing at a rapid pace. Understanding changing industry trends and how to use them is critical to the continued success of your business.
Critical Selling Skills
Richardson Sales Performance's Six Critical Skills for Professional Selling gives you the power and agility to apply the consultative selling framework effectively.
eBook: Becoming an Effective Sales Coach
A sales manager’s most important job is coaching. An effective coach can accelerate learning, change behaviour, and boost the performance of both individuals and the entire sales team.
Build Rapport in Sales
Building rapport in the sales process requires more than hiring sales representatives with an outgoing personality, it takes discipline and a framework to ensure that proper preparation and implementation are taking place across the board within the sales organisation.
Account Management and Account Strategy
Account strategy & account management drive growth. These six account management & strategy best practices turn valued clients into key strategic accounts.
