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....
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 consist...
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...
Brief: Six Factors for Reassessing the Strength of Sales Opportunities
Discover the six key factors for reassessing the strength of your current sales opportunities.
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...
CEO Insights: Understanding the ROI of Virtual Instructor-led Training
John Elsey, President and CEO of Richardson and SPI, discusses the three key factors driving the substantial ROI of a VILT solution.
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,...
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 setti...
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.
Video: Ineffective Negotiation Example
In this video, we show what ineffective negotiation looks like. The scenario illustrates what happens when a sales professional makes...
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...
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 durin...
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...
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...
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...
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...
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...
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...
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...
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...
CEO Insights: Understanding the ROI of Virtual Instructor-led Training
John Elsey, President and CEO of Richardson 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...
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 diffic...
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...
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 advanc...
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...
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 and SPI's eBook, The Three Skills for Selling with Agility, we explore three specific ways sales professionals can keep pace with...
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's “Assert Model” to share a challenging point...
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's “Assert Model” to share a challenging point...
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’s brief, we provide a four-part framework...
Anticipated Selling Trends for 2020
In the brief, CEO Insights: Five Factors Driving Change in 2020, John Elsey, President and CEO of Richardson and SPI sales training, discusses...
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...
eBook: Best of 2019
Our year-end eBook summarizes Richardson's most impactful content from 2019. This eBook includes in-depth research from more than 25 sources to...
Webinar Recording: Enabling Sales Teams Throughout the New Buyer's Journey
Download a complimentary recording of a webinar from Richardson exploring the specific selling skills needed at each phase of the new buying journ...
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 provi...
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.
White Paper: Elevating Retail Banking Service to Meet the Wider Scope of Customer Needs
In Richardson’s white paper, Elevating Retail Banking Service to Meet the Wider Scope of Customer Needs, we discuss how retail banking professio...
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...
Video: Richardson's Momentum Methodology
Richardson’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'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’s new brief, The Three Key Skills to Focus on at Your Next Sales Kickoff Meeting, we explore the three most important capabilities...
Brief: Why Strong Sales Enablement Is Strong Buyer Enablement
In Richardson’s latest brief, Why Strong Sales Enablement Is Strong Buyer Enablement, we reveal how sales enablement professionals can also beco...
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.
Video: What Does An Effective Negotiation Look Like?
In Richardson’s video, we show what effective negotiation looks like. The scenario illustrates what happens when a sales professional meets a...
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...
eBook: The 3 Skills Behind Effective Negotiations
In Richardson’s eBook, The Three Skills behind Effective Negotiations, we explore the three specific ways to bring the sale to a close without...
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’s brief, What Sales Can Learn from Software Development, we explore how sales leaders can adopt the most powerful idea from the...
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...
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...
Top Selling Challenges of 2020
Discover the sales challenges that lie ahead in 2019. Richardson's annual research uncovers the challenges facing sellers across industries and...
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...
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.
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...
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...
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...
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...
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...
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...
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...
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...
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...
Research: Understanding Selling Challenges in 2018
Richardson’s 2018 Selling Challenges Study reveals a panoramic view of the changes confronting sales professionals today.
Driving Sales Effectiveness
Sales effectiveness refers to a company’s ability to generate sales. Greater sales effectiveness means driving sales performance by winning the...
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...
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...
Critical Selling Skills
Richardson's Six Critical Skills for Professional Selling gives you the power and agility to apply the consultative selling framework effectively....
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...