Programmes for Sales Professionals

Sprint Selling™ balances the need for prescription and agility by arming sellers with a formula for success and the ability to execute it.

The Sprint Prospecting training programme equips your sales professionals with an agile approach to targeting, messaging, and engaging high-potential prospects to develop relationships and pursue new business opportunities with existing or new customers.

The Sprint Negotiations training program builds agile negotiation skills to enable sellers to realize the full value of the sale. Sellers develop the knowledge, confidence, and skill to avoid losing control, read and adapt to each situation, and guide the negotiation to a mutually beneficial result that maximizes their outcome and protects the relationship.

The Sprint Dialogues Programme focuses on the critical structure of a sales conversation or customer meeting and provides a powerful roadmap for a successful, buyer-focused dialogue.

This programme teaches your team to apply a customer-centric approach to identifying priority accounts, analysing critical information, and developing a strategy to find the white space so your team and customers prosper.

The Positioning a Price Increase programme gives sales teams the skills to increase, or maintain profitability within existing relationships in a rising cost environment.

This programme equips salespeople with the skills and techniques to increase credibility, create connection, foster openness, and build trust in a virtual setting to drive momentum and win sales opportunities.

Solution Messaging training helps marketing teams change their mindset from a product and feature-centric perspective to one that emphasises the value of solutions for customers’ problems and critical business issues.

The Consultative Inside Sales training programme teaches inside sales professionals to quickly build rapport and keep the customer engaged over the phone. It builds the skills and strategy professionals need to uncover customer needs, add value, and close more business.

The Six Critical Skills training programme helps your team build the soft selling skills they need to help them open more doors, better understand customer needs, and position more value.

Richardson's advanced sales training programme teaches a collection of models, skills, and techniques to teach your sales team how to engage customers in high-risk, high-reward dialogues to advance alignment, drive momentum, and win more high value deals.

The Sales Presentation skills training programme helps your sales team more effectively win business by delivering a consultative, customer-focused presentation that has impact, is memorable, brings value and actively involves customers.

The Storytelling sales training programme teaches your team the process and skills to tell a compelling story that makes an emotional connection with customers, draws their attention to an important issue, and inspires and motivates them to act.

The key to a successful channel sales partnership is satisfying mutual business objectives. This takes a commitment to developing a shared vision, strong communication, and flexibility to continuously adapt to change. It also takes solid business and selling skills to build loyalty and become a true channel partner.

The Sales Territory Management training programme equips your team with an approach to help them focus on how to segment a territory by analysing geography and prioritising current customers and prospects.

The Team Selling training programme teaches your sales reps to build and drive high-performing selling squads that demonstrate cross-functional expertise, connect with all levels of customer stakeholders, and consistently outsell the competition.

This training programme teaches a customer-focused approach for planning and executing sales calls. Teams learn to engage customers in needs-based dialogues that build credibility, enable better problem solving, and foster customer openness to uncover critical information needed to position a compelling solution that differentiates your team.

Solution Selling® is a high-performance sales execution methodology that helps sales professionals tap into their customer’s pain points by employing processes, tools, and critical skills development to keep the customer as the focus of every sales engagement.