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Sales Training Effectiveness

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...

Consultative Selling Skills

Brief: Advancing the Sale By Being Assertive, Not Aggressive

In Richardson’s brief, Advancing the Sale by Being Assertive, Not Aggressive, we explore the four key ways effective sales professio...

Prospecting

Brief: The Top 10 Characteristics of Effective Sales Professionals

In Richardson’s brief, The Top 10 Characteristics of Effective Sales Professionals, we list the 10 specific characteristics that...

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 Training Effectiveness

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...

Consultative Selling Skills

eBook: The Science of Decision Making

Explore the science behind customer decision making and learn the surprising ways customer decision making process unfolds.

Sales Training Effectiveness

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 techn...

Sales Training Effectiveness

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...

Consultative Selling Skills

White Paper: Elevate Your Consultative Selling Approach to Compete Today

In Richardson's White Paper, Elevate Your Consultative Selling Approach to Compete Today, we examine the recent changes in the buying...

Sales Training Effectiveness

eBook: The Psychology of Learning

Developing new sales skills starts with learning how to learn. Download the eBook, The Psychology of Learning – Effective Strategies...

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...

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

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....

Consultative Selling Skills

Brief: Advancing the Sale By Being Assertive, Not Aggressive

In Richardson’s brief, Advancing the Sale by Being Assertive, Not Aggressive, we explore the four key ways effective sales professionals can...

Prospecting

Brief: The Top 10 Characteristics of Effective Sales Professionals

In Richardson’s brief, The Top 10 Characteristics of Effective Sales Professionals, we list the 10 specific characteristics that enable sales...

Sales Training Effectiveness

Effective Sales Training

High-quality sales training is a proven way to improve the performance of your sales team and transform your sales organisation. It is an investme...

Sales Training Effectiveness

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...

Sales Training Effectiveness

Brief: A Streamlined Approach to Onboarding Sales Professionals

With Richardson’s brief, “A Streamlined Approach to Onboarding Sales Professionals,” we look at five key steps to designing an onboarding...

Consultative Selling Skills

eBook: The Science of Decision Making

Explore the science behind customer decision making and learn the surprising ways customer decision making process unfolds.

Consultative Selling Skills

Brief: Selling With Agility

With Richardson’s brief, Selling with Agility, we look at why sales professionals need an agile process and how to adapt to this new imperative....

Sales Training Effectiveness

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...

Sales Training Effectiveness

Brief: Building A Sales Culture

In Richardson’s brief, Building a Sales Culture, our Chief Sales Officer Steve Dodman details the three key steps to building an effective, last...

Consultative Selling Skills

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.

Sales Training Effectiveness

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...

Sales Training Effectiveness

Brief: Using Analytics to Expose Impact

In Richardson’s brief, Using Learning Analytics to Expose Impact, we review three key areas of measurement for sales training initiatives and ...

Sales Training Effectiveness

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...

Sales Training Effectiveness

Top Selling Challenges of 2019

Sales Training Effectiveness

Building a B2B Sales Training Programme

Discover the critical elements of an effective B2B sales training programme and explore how partnering with Richardson will drive success for your...

Sales Training Effectiveness

Brief: Why Blended Learning Boosts Performance in Sales

Effective learning uses multiple strategies. That’s why Richardson’s approach combines digital learning with traditional workshop experience....

Prospecting

2019 Selling Challenges Infographic

Richardson's annual research reveals a panoramic view of the changes confronting sales professionals today. Complete the form to download an infog...

Sales Training Effectiveness

2019 Selling Challenges Study

With hundreds of responses, we've captured timely insights into how 2019 will unfold and how to address emerging sales challenges. Download Richar...

Sales Training Effectiveness

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...

Sales Training Effectiveness

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...

Sales Management

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...

Sales Training Effectiveness

Brief: How Changes Will Shape Selling in 2019

Download the Brief: How Changes Will Shape Selling in 2019 to gain insights from Richardson's CEO, John Elsey about changes, challenges, and oppor...

Consultative Selling Skills

Overcoming the Status Quo to Close More Deals

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...

Consultative Selling Skills

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’s white paper, High-Stakes...

Sales Training Effectiveness

Participate in Richardson's 2019 Selling Challenges Research

Participate in Richardson Sales Training's 2019 selling challenges survey to get a complimentary copy of the results.

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 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 Rich...

Sales Training Effectiveness

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.

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...

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 programme and drive more ROI.

Sales Training Effectiveness

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 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...

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...

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...

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...

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...

Prospecting

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....

Sales Training Effectiveness

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...

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...

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 behaviour. In doing...

Inside Sales

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...

Inside Sales

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...

Inside Sales

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...

Sales Training Effectiveness

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...

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

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...

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...

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....

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,...

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...

Consultative Selling Skills

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...

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 programme. Discover how you can calculate...

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

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...

Sales Training Effectiveness

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 organis...

Sales Training Effectiveness

2018 Selling Challenges Resarch

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

Consultative Selling Skills

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 exper...

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...

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...

Sales Training Effectiveness

Sales Training Sustainment Framework

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

Sales Training Effectiveness

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...

Sales Training Effectiveness

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...

Consultative Selling Skills

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,...

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...

Consultative Selling Skills

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...

Consultative Selling Skills

White Paper: Elevate Your Consultative Selling Approach to Compete Today

In Richardson's White Paper, Elevate Your Consultative Selling Approach to Compete Today, we examine the recent changes in the buying process and...

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

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...

Consultative Selling Skills

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...

Consultative Selling Skills

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...

Sales Training Effectiveness

Research: Understanding Selling Challenges in 2018

Richardson’s annual research study of sales professionals offers insights into changes within the sales environment. 2018 belongs to sales profe...

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...

Inside Sales

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 telepho...

Consultative Selling Skills

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...

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.

Negotiations Skills

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....

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...

Consultative Selling Skills

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...

Consultative Selling Skills

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.

Consultative Selling Skills

eBook: Build Trust a Customer Focused Selling Approach

In Richardson’s eBook, Building Trust: A Customer-Focused Selling Approach, we detail the specific steps that sales professionals must take...

Consultative Selling Skills

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...

Sales Training Effectiveness

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’s...

Prospecting

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...

Sales Training Effectiveness

Richardson's Sales Effectiveness System

Consultative Selling Skills

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 cont...

Consultative Selling Skills

Critical Selling Skills

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

Coaching

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...

Consultative Selling Skills

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 fram...