Video: Ineffective Negotiation Example
In this video, we show what ineffective negotiation looks like. The scenario illustrates what happens when a sales professional makes...
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 professiona...
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...
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...
White Paper: How Sales Organizations Can Prevail against Economic Headwinds
In the white paper, How Sales Organizations Can Prevail against Economic Headwinds, we explore how leaders can weather any economic...
White Paper: Enhanced Service Through Consultative Sales
Explore a three-part strategy to equip service professionals to create a sale.
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...
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...
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,...
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 Consultative Selling
Competing in the world of selling today means understanding the changing world of your buyers and adjusting your sales approach accord...
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 Organizations Can Prevail against Economic Headwinds
In the white paper, How Sales Organizations 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...
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 organization. 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 in Sales Training
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 Program
Discover the critical elements of an effective B2B sales training program and explore how partnering with Richardson will drive success for your...
Brief: Why Blended Learning Boosts Performance in Sales
Effective learning leverages multiple strategies. That’s why Richardson’s approach combines digital learning with traditional workshop experie...
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 Study 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 today.
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...
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...
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 Overcome the Status Quo to Close More Sales
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...
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 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...
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.
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 program and drive more ROI.
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...
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...
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...
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.
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...
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...
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,...
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...
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...
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...
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...
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...
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.
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...
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...
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,...
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: 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...
Improving Sales Effectiveness
Sales effectiveness refers to a company’s ability to generate sales. Greater sales effectiveness means driving sales performance by winning the...
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...
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...
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: 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...
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...
Brief: Best Practices for Sales Kickoff Meetings
Too often, sales kick-off meetings are considered an obligation rather than an opportunity. Make the most of your meeting by following these best...
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...
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...
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...
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...
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...
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...
Sales Prospecting Tips, Tools, and Techniques
Sales prospecting tips and techniques to help you leverage social media to make strong connections with your targets that lead to future opportuni...
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...
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...
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...
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....
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...
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...
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...
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...
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...
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...
Unique Sales Methodologies
Richardson has developed a flexible series of sales methodologies that addresses the challenges of today’s selling environment created by custom...
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...
eBook: 5 Tips on How to Use a C-Level Executive in a Sales Meeting
C-level executives, when coached skillfully, can be a great asset and turbocharge a sales meeting. Here are fi ve tips for leveraging a C-level...
Brief: Sales Trends in Retail & CPG
The world of CPG and retail sales is changing at a rapid pace. Understanding changing industry trends and how to leverage them is critical to...
Brief: Selling in the Professional Services Industry
Sellers of professional services face a competitive market with many new entrants trying to capture market share. Understanding the competitive...
Brief: 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...
Brief: Selling in the Manufacturing & Industrial Industries
While there are nuances specific to various manufacturing segments, this report will provide insights into the global trends affecting sellers...
Brief: Selling in the Technology Industry
The tech industry is a place of unending change. This dynamic puts renewed pressure on sellers who must remain cognizant of these changing needs.<...
Brief: Selling in the Financial Services Industry
Sellers need a more active approach to engage customers. Here, we explore how trust, decisiveness, support, differentiation, and unity all empower...
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: 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...
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...
Aberdeen's Sales Coaching Checklist
Five sales coaching essentials to demonstrate and execute benefit your sales team.
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?
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...
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...
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...
eBook: The Lighter Side of Selling: Part 2
The sequel to the best; worst, scary and hilarious stories of sales traveling.
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....
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...
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.
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...
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...
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...
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...
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,...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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.
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...
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....
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...
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...
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...
eBook: Building 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...
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,...
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...
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.
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...
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...
Account Management & Account Strategy
Successful sales leaders build their reputations and careers on their ability to consistently meet or exceed their revenue goals through focused...
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...
White Paper: 6 Key Account Best Practices To Help You Execute Your Sales Strategy
Your team's ability to execute an account management strategy is key to your organization's success.These 6 best practices will unlock growth reve...
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...
Sustainment Framework
Successful sustainment of new behaviors requires attention to five steps that all individuals pass through after training. By focusing organizati...
Defining Consultative Selling
Competing in the world of selling today means understanding the changing world of your buyers and adjusting your sales approach accordingly. The...