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...
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...
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.
eBook: The Science of Decision Making
Explore the science behind customer decision making and learn the surprising ways customer decision making process unfolds.
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 techn...
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...
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...
eBook: The Psychology of Learning
Developing new sales skills starts with learning how to learn. Download the eBook, The Psychology of Learning – Effective Strategies...
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...
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...
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...
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...
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...
Customer Decisions
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...
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’s brief, Advancing the Sale by Being Assertive, Not Aggressive, we explore the four key ways effective sales professionals can...
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...
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...
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...
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...
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’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...
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...
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...
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 ...
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...
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...
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....
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's 2019 Selling Challenges Study and learn about the challenges sales...
2019 Selling Challenges Study
Richardson’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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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.
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...
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...
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.
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...
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...
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...
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.
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...
Unique Sales Methodologies
Richardson has developed a flexible series of sales methodologies that addresses the challenges of today’s selling environment created by custom...
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...
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...
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...
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...
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...
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...
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: 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...
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...
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...
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...
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...
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...
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...
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....
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,...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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 Professi...
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 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...
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...
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,...
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...
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...
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...
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...
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...
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...
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...
Research: Understanding Selling Challenges in 2018
Richardson’s 2018 Selling Challenges Study reveals a panoramic view of the changes confronting sales professionals today.
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...
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...
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...
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....
Driving Sales Effectiveness
Sales effectiveness refers to a company’s ability to generate sales. Greater sales effectiveness means driving sales performance by winning the...
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...
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 accou...
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’s eBook, Building Trust: A Customer-Focused Selling Approach, we detail the specific steps that sales professionals must take...
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...
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 incre...
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...
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...
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...
Critical Selling Skills
Richardson'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...
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...
Account Management and Account Strategy
Account strategy & account management drive growth. These six account management & strategy best practices turn valued clients into key strategic...