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Consultative Selling Skills

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’s white paper, Overcoming the Status Quo...

Consultative Selling Skills

eBook: The Psychology of Selling - Understanding How the Customer Thinks

In Richardson’s eBook, The Psychology of Selling — Understanding How the Customer Thinks, we look at a dozen studies to uncover...

Sales Training Effectiveness

NEW 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 Rich...

Sales Process

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...

Sales Process

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...

Sales Training Effectiveness

Brief: The Top 10 Considerations For Your Sales Training Budget

In Richardson’s latest brief, The Top 10 Considerations for Your Sales Training Budget in 2019, we provide that strategy with ten...

Account Growth

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 succe...

Sales Training Effectiveness

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...

Consultative Selling Skills

White Paper: Storytelling to Make 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...

Prospecting

White Paper: Prospecting in a Noisy World

In Richardson’s white paper, Prospecting in a Noisy World, we reveal how effective sales professionals are generating more leads...

Sales Training Effectiveness

Brief: The Economics of Sales Training

Sales training is an investment in your company's future - but how much should it really cost? Further, what is the cost of not invest...

Consultative Selling Skills

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 accord...

Sales Training Effectiveness

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 drive...

Consultative Selling Skills

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’s white paper, Overcoming the Status Quo to Win the...

Consultative Selling Skills

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...

Consultative Selling Skills

eBook: The Psychology of Selling - Understanding How the Customer Thinks

In Richardson’s eBook, The Psychology of Selling — Understanding How the Customer Thinks, we look at a dozen studies to uncover the psychologi...

Consultative Selling Skills

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’s brief, Selli...

Sales Training Effectiveness

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 Process

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...

Consultative Selling Skills

How to Become a Trusted Advisor in Sales

A trusted advisor relationship in sales requires constant nurturing. Discover the key to becoming a trusted advisor from the sales experts at Rich...

Sales Training Effectiveness

NEW 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 Process

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...

Sales Process

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 throu...

Sales Training Effectiveness

The Top 10 Considerations For Your Sales Training Budget

A strategic approach to defining your sales training budget will help you build the best training program and drive more ROI.

Sales Training Effectiveness

Brief: The Top 10 Considerations For Your Sales Training Budget

In Richardson’s latest brief, The Top 10 Considerations for Your Sales Training Budget in 2019, we provide that strategy with ten clear factors...

Sales Process

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...

Sales Process

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...

Sales Training Effectiveness

Driving Win Rates With a Multi-Role Sales Curriculum

Discover the impact a multi-role sales curriculum drives for organizations and the best training programs for each sales role within the organizat...

Sales Training Effectiveness

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 Professi...

Consultative Selling Skills

White Paper: Storytelling to Make 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,...

Sales Training Effectiveness

Field and Outside Sales Training

Outside sales of field sales is the practice of selling a business’s products or services outside the office. Field sales professionals often...

Prospecting

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 prospect...

Sales Training Effectiveness

How Much Does Sales Training Cost?

The cost of sales training varies according to the number of sales professionals being trained and the program. Discover how you can calculate...

Prospecting

White Paper: Prospecting in a Noisy World

In Richardson’s white paper, Prospecting in a Noisy World, we reveal how effective sales professionals are generating more leads with clear mess...

Sales Training Effectiveness

Brief: The Economics of Sales Training

Sales training is an investment in your company's future - but how much should it really cost? Further, what is the cost of not investing in sales...

Consultative Selling Skills

White Paper: Selling with Data and Storytelling

Learn how sales professionals close more deals with data to legitimize a solution and at the contextual power of a story to promote it.

Consultative Selling Skills

Using Data & Storytelling in Sales

Data legitimizes, storytelling in sales persuades. Empower your sales professionals with the process and skills to tell a great story that will...

Sales Training Effectiveness

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 Trait...

Negotiations Skills

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,...

Prospecting

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....

Consultative Selling Skills

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...

Sales Training Effectiveness

Driving Sales Effectiveness

Sales effectiveness refers to a company’s ability to generate sales. Greater sales effectiveness means driving sales performance by winning the...

Sales Training Effectiveness

2018 Selling Challenges Research

The 2018 Selling Challenges survey responses coalesce into a picture of intense competition in the effort to achieve the momentum needed for winni...

Sales Training Effectiveness

Research: 2018 Selling Challenges

Richardson’s 2018 Selling Challenges Study reveals a panoramic view of the changes confronting sales professionals today. With hundreds of respo...

Consultative Selling Skills

White Paper: Selling the Cloud - 10 Best Practices for Sales Execution

New buyers, changing business models, and shifting expectations require innovative approaches to win deals, build strong relationships, and delive...

Consultative Selling Skills

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 fiel...

Sales Training Effectiveness

Brief: 8 Critical Selling Metrics

Has your sales training made an impact? Look at the right sales metrics, and you’ll find out. In Richardson’s new brief, 8 Critical Selling...

Consultative Selling Skills

How 2017 Will Shape the 2018 Sales Organization

The complexity involved in advancing a global sales organization’s approach to the market is in stark contrast to what the customer should exper...

Sales Training Effectiveness

Participate in Richardson's Annual Selling Challenges Research Study

As part of our ongoing effort to bring you the latest thinking in the sales performance improvement space, we are issuing Richardson’s Annual S...

Sales Training Effectiveness

Article: Best Practices for Sales Kickoff Meetings

Too often, sales kick-off meetings are considered an obligation rather than an opportunity. Invigorating sellers means revisiting best practices...

Inside Sales

How Sales Development Reps Improve the Pipeline with a Consultative Approach

Sales Development Representatives (SDRs) have a constant focused on moving quality leads through the pipeline. By reaching out to contacts, they...

Inside Sales

Building a Business Development Training Program

The treadmill never stops for a Business Development Representative (BDR). They must constantly move forward to seek new business. All too often...

Inside Sales

Unleash The Potential of Your Inside Sales 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...

Inside Sales

White Paper: Unlock the Potential of Inside Sales With a Consultative Approach

Richardson's White Paper, Unlock the Potential of Inside Sales With a Consultative Approach, looks at how sellers use the consultative approach...

Inside Sales

Infographic: The Rise of Inside Sales

Inside sales is a cost-effective way to reach a wider customer base. This infographic shows the power and potential of building a better inside...

Sales Training Effectiveness

Video-Based Sales Training Inspires Sellers to Move From Good to Great

Accelerate inspires sellers through a highly personalized learning experience. It is a learner-centered approach where video-based scenarios, game...

Prospecting

Sales Prospecting Tips, Tools & Techniques

Sales prospecting tips and techniques to help you leverage social media to make strong connections with your targets that lead to future opportuni...

Prospecting

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...

Consultative Selling Skills

Sales Capabilities Required to Compete Today

The buyer journey has changed dramatically, and successful sellers need to be armed with the latest approaches and thinking in order to connect...

Sales Training Effectiveness

Richardson's Sales Effectiveness Training

Negotiations Skills

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...

Negotiations Skills

White Paper: Winning the Sale Without Thinning the Sale, 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....

Negotiations Skills

eBook: Best Practices & Tips for Effective Sales Negotiations

Successful negotiations in sales don't always mean winning or one side trumping the other. Win-win negotiations are desirable and possible. Follow...

Sales Training Effectiveness

eBook: A Guide to Measuring Sales Training Effectiveness

Measuring sales training effectiveness ensures your team is getting the full return on your investment, drives sustained behavior change, improved...

Sales Training Effectiveness

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's sustainment framework...

Sales Process

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...

Insight Selling

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...

Insight Selling

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 discussi...

Sales Training Effectiveness

Unique Sales Methodologies

Richardson has developed a flexible series of sales methodologies that addresses the challenges of today’s selling environment created by custom...

Sales Training Effectiveness

Using Verifiable Outcomes: In the Sales Process to Change and Track Behaviors

The use of verifiable outcomes has become more widely adopted by companies engaged in complex sales. These measures provide visibility into the...

Sales Training Effectiveness

Research: Training's Role Strategic Initiatives

The goal of the following study is to explore and define the role of the training organization when implementing strategic initiatives in the sale...

Sales Training Effectiveness

Research: Strategies for Sustaining Impact of Sales Training

Throughout this report, differences in the approaches used by organizations considered effective and organizations considered ineffective at susta...

Coaching

Aberdeen's Sales Coaching Checklist

Five sales coaching essentials to demonstrate and execute benefit your sales team.

Sales Training Effectiveness

Aberdeen Research: Why Sales Training Reinforcement is a Must

Is it possible that the majority of organizations perform little more than due diligence around educating their market-facing sellers?

Sales Training Effectiveness

Aberdeen Research: Why Ongoing Sales Training Education Matters

Got a new sales reps and a big training plan to get them up and running? Good. Understand that long-term, post-training reinforcement of best prac...

Sales Training Effectiveness

White Paper: Driving Sustainable Change in Your Organization

One-time-event training leads to 87% of participants losing the knowledge and skill they learned within four weeks. Discover the actions front...

Sales Training Effectiveness

Research: Best Practices in Design Delivery of Sales Training Programs

The landscape of sales training is subject to constant change—whether from technology, buyer education, communication strategies, or training...

Sales Training Effectiveness

eBook: The Lighter Side of Selling: Part 2

The sequel to the best; worst, scary and hilarious stories of sales traveling.

Sales Training Effectiveness

eBook: The Lighter Side of Selling: Part 1

Lost luggage, delayed flights, sleeping at the airport. As a sales professional, you undoubtedly have had the pleasure of traveling quite a bit....

Sales Training Effectiveness

Research: 2016 Sales Challenges

The 2016 Sales Challenges Study explores the obstacles facing sales professionals in the coming year and provides insights from the Richardson...

Sales Training Effectiveness

eBook: How the Marketing Team Should Work With Sales

This resource provides practical advice on the proper way in which the marketing team should align their efforts with sales goals.

Sales Training Effectiveness

Research: Aligning Sales Competencies in Learning and Development

Are companies setting their sales personnel up for success? Are they targeting sales competencies that reflect the 21st-century business landscape...

Sales Process

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...

Sales Management

eBook: Win Loss Reviews: 6 Simple Steps for Better Sales Strategy Execution

Winning is great and losing hurts! Every sales opportunity, whether won or lost, has useful nuggets of information that can be harvested and used...

Consultative Selling Skills

Open-ended Questions: What Exactly are They?

Open-ended questions are those that require an answer beyond “yes” or “no” or a multiple-choice selection. To use open-ended questions...

Consultative Selling Skills

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,...

Consultative Selling Skills

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...

Consultative Selling Skills

eBook: Becoming a Trusted Advisor Can Earn You a Seat At the Table

What can sales reps do to differentiate themselves and elevate their status with buyers to become trusted advisors? Here are five tips found to...

Consultative Selling Skills

eBook: Regaining Trust: Moving the Immovable Object

Moving the immovable object represents the process of regaining trust in sales, which is essential if we are to succeed in growing key relationsh...

Coaching

Aberdeen Research: Best-in-Class Coaching Can Shorten Your Sales Cycle

Sales training is commonly understood to be a must-have component in managing quota-carriers. Learn how Best-in-Class enterprises take standard...

Coaching

Research: Best Practices in Sales Coaching Across the Workforce

Coaching represents vital opportunities for training follow-up and on-the-job learning when an employee can seek the advice of a more experienced...

Sales Management

eBook: Front Line Sales Managers as Change Agents

Front line sales managers play a critical role before, during, and after sales training. They help their sellers understand why the training is...

Coaching

eBook: Becoming an Effective Sales Coach

A sales manager’s most important job is coaching. An effective coach can accelerate learning, change behavior, and boost the performance of both...

Coaching

White Paper: Creating a Culture for Coaching

In most companies today, coaching is a dirty word because of several myths that have grown over time. Creating a culture for sales coaching will...

Inside Sales

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 behavior. In doing...

Sales Training Effectiveness

White Paper: Characteristics of a World-Class Sales On Boarding Program

What does it take to build a world-class sales on boarding program? It begins with a defined purpose and internal measures of success.

Sales Training Effectiveness

eBook: Rolling Out a Successful Global Sales Training Initiative

Global companies often have global customers who have global expectations need to institute global sales training initiatives to ensure a consiste...

Consultative Selling Skills

Six Critical Selling Skills

Richardson's Six Critical Skills for Professional Selling gives you the power and agility to apply the consultative selling framework effectively....

Team Selling

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 bankin...

Consultative Selling Skills

How to Build Rapport during the Sales Process

Building rapport in the sales process requires more than hiring sales representatives with an outgoing personality, it takes discipline and a fram...

Sales Training Effectiveness

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...

Consultative Selling Skills

eBook: Build Trust, A Customer-Focused Selling Approach

There are two primary things an ethical person displays: character and competence. Buyers know when salespeople are being duplicitous, manipulativ...

Consultative Selling Skills

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,...

Sales Training Effectiveness

Research: Understanding Selling Challenges in 2017

Richardson's 2017 Selling Challenges research presents critical information on the state of the sales environment. Insights provided in this repor...

Sales Training Effectiveness

Understanding Selling Challenges in 2017

The 2017 Selling Challenges Report highlight a challenging sales environment driven by ongoing shifts in buyer behaviors, competitive pressures,...

Coaching

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.

Coaching

Effective Sales Coaching is Counter-Intuitive

Why is sales coaching important and what makes a great sales coach? Richardson gives you its top tips for effective coaching to create maximum...

Consultative Selling Skills

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...

Sales Training Effectiveness

Sustainment Framework

Successful sustainment of new behaviors requires attention to five steps that all individuals pass through after training. By focusing organizati...

Consultative Selling Skills

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...