Brief: Three Ways to Navigate Virtual Prospecting
In the brief, Three Ways to Navigate Virtual Prospecting, we explain how sales leaders can embrace virtual prospecting by following three simple guidelines that help establish a resonant connection from a distance.
Brief: Everything Begins with Soft Skills
In this brief, we outline three ways sales leaders can develop critical soft selling skills among their teams and equip them to succeed.
Brief: How to Develop a Dynamic Sales Process
Learn how a dynamic sales process addresses the non-linear nature of selling today.
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 biggest change for sellers is that the game has gotten harder, and sellers need to execute at a higher level than ever before to compete. Committing to this level of change is the difference between college sports and pro. The players are bigger. The game is faster. The conditions are more challenging.
Brief: Effective Virtual Selling Rises Above Visual Appeal
In the brief, Effective Virtual Selling Rises Above Visual Appeal, we detail why virtual selling must do more than present visuals that persuade through repetition rather than relevance.
Brief: Perfecting the Virtual Discovery Call
In the brief, Perfecting the Virtual Discovery Call, we detail the three key concepts that enable sales professionals to engage customers in a discovery call in a virtual setting to understand their needs.
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 ways to deliver resonant messaging that can stand up to the intensified rate of change decision makers experience today.
Brief: Selling in Crisis
In the brief, Selling in a Crisis, we look at why rising to the level of a trusted advisor is more effective than many of the common responses sales professionals exhibit in these unprecedented times.
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 how developing virtual selling skills now will position organizations for success in a changed future.
Brief: Recharging the Team with a Virtual Sales Kickoff Meeting
Download this brief to discover three concepts that together create the most effective framework for a virtual sales kickoff meeting.
Brief: Three Ways to Navigate Virtual Prospecting
In the brief, Three Ways to Navigate Virtual Prospecting, we explain how sales leaders can embrace virtual prospecting by following three simple guidelines that help establish a resonant connection from a distance.
Brief: Three Changes Healthcare Sales Professionals Can Make Today to Succeed Tomorrow
Discover three ways in which healthcare sales teams can use existing resources in a different way to drive sales.
Brief: Everything Begins with Soft Skills
In this brief, we outline three ways sales leaders can develop critical soft selling skills among their teams and equip them to succeed.
White Paper: The Sales Training Dilemma & The LPAC Solution
As global corporations continue to invest billions annually on sales training and improvement initiatives, organizations need to critically re-evaluate their approach to human capital development.
Management Insights from a Standard Account Planning Methodology
Explore key insights that will dramatically improve your team's account management methodology. Learn how technology & process drive growth.
Brief: Earmarking a Budget for Virtual Sales Training
In the brief, How to Budget for Sales Training in 2021, we outline three ways in which sales leaders can secure budget resources to train their teams to sell virtually.
Brief: Tailoring ROI Conversations to Different Stakeholders
In this brief we examine the emerging but central challenge for sales professionals today: addressing as many ROI needs as there are buyers.
Brief: Building the Customer’s Confidence in the ROI of the Solution
In our brief, we examine three ways in which sales professionals can strengthen the stakeholders’ belief in the measurable, financial outcomes of the solution.
Brief: How a Sales Professional Becomes the Coach of the Buying Process
In this brief we explore the skills of a sales professional who can understand the customer’s perspective in what has become an increasingly taxing and emotional process.
Brief: Gaining Virtual Access to Healthcare Professionals
In this brief we show how sales professionals can front-load their efforts so that the first outreach call sparks the physician’s interest. This three-part approach enables sales professionals to capture the physician’s interest.
Brief: Four Principles for Coaching in a Virtual World
In our brief, Four Principles for Coaching in a Virtual World, we explore the guiding principles for meaningful coaching in a virtual setting. These four ideas can be enacted immediately and will equip sales leaders to rediscover the kind of dialogue that fosters unity and motivation.
Brief: How Financial Advisors Can Build a Modern Approach to Building a Client Base
In this brief we offer a framework that enables financial advisors to overcome these three challenges and position themselves as a solution that can serve clients at every stage of their lives.
Brief: How to Develop a Dynamic Sales Process
Learn how a dynamic sales process addresses the non-linear nature of selling today.
Brief: Effective Virtual Selling Rises Above Visual Appeal
In the brief, Effective Virtual Selling Rises Above Visual Appeal, we detail why virtual selling must do more than present visuals that persuade through repetition rather than relevance.
Brief: The Three Ways the Pandemic has Rewritten the Future of Selling in the Healthcare Industry
In the brief, The Three Ways the Pandemic Has Rewritten the Future of Selling in the Healthcare Industry, we detail the key changes the most effective selling teams in the healthcare industry will make in the coming months.
Brief: Perfecting the Virtual Discovery Call
In the brief, Perfecting the Virtual Discovery Call, we detail the three key concepts that enable sales professionals to engage customers in a discovery call in a virtual setting to understand their needs.
Executive Insight: Finding Stability in the Second Half of 2020
In our brief, Finding Stability in the Second Half of 2020, Chief Sales Officer Steve Dodman offers three key practices for developing the resilience demanded by the new environment.
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 during the pandemic. In the research report we review our findings. Importantly, we offer specific ideas on how sales professional can respond to the new setting of today.
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 ways to deliver resonant messaging that can stand up to the intensified rate of change decision makers experience today.
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 selling is the last remaining path for reaching healthcare professionals.
Brief: Bringing Crisis-Relevant Solutions to Healthcare Professionals
In the brief, Bringing Crisis-relevant Solutions to Healthcare Professionals, we explore the three most pressing challenges HCPs are battling in the COVID-19 crisis and how sales professionals can respond to each.
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 over virtual channels.
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 key questions designed to get to the core of the customer’s changes and help sales professionals arrive at a new message that resonates.
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 the context of a changed global economy.
Brief: Selling in Crisis
In the brief, Selling in a Crisis, we look at why rising to the level of a trusted advisor is more effective than many of the common responses sales professionals exhibit in these unprecedented times.
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 meetings.
Executive Insights: 5 Sales Leadership Practices for Navigating Turbulent Times
In the brief, Executive Insights: Five Sales Leadership Practices for Navigating Turbulent Times, Steve Dodman, Chief Sales Officer of Richardson Sales Performance and SPI, discusses the five critical leadership practices needed to lead your team through turbulent times.
CEO Insights: Understanding the ROI of Virtual Instructor-led Training
John Elsey, President and CEO of Richardson Sales Performance 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 behavioral-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.
Brief: Four Ways Retail Service Professionals Can Maintain Customer Relationships
In the brief, Four Ways Retail Bank Service Professionals Can Maintain Customer Relationships, we look at how retail service professionals can strengthen their relationships with customers.
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 how developing virtual selling skills now will position organizations for success in a changed future.
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 difficult time.
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 Leverages 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 professionals can use “swift trust” theory to sell in a virtual setting.
Brief: The Six Buyer Personas of the Healthcare Sale
In the brief, The Six Buyer Personas of the Healthcare Sale, we explore the different value propositions that resonate with each stakeholder.
Brief: The Three Principles for Selling in a 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 advance and ultimately win the sale.
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 within a portfolio company.
Behavioral Science & Selling
Discover why improving your knowledge of behavioral science will help you better connect with customers & dramatically improve your sales numbers.
Research: 2020 Selling Challenges Research 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 Sales Performance and SPI's eBook, The Three Skills for Selling with Agility, we explore three specific ways sales professionals can keep pace with the customer’s changing scope of needs and win the sale.
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.
Optimizing Sales Training Outcomes Brief
Effective leaders seek sales training solutions that have measurable results. In SPI and Richardson Sales Performance’s brief, we provide a four-part framework for structuring sales training that allows for ROI measurement.
Brief: Anticipated Selling Trends for 2020
In the brief, CEO Insights: Five Factors Driving Change in 2020, John Elsey, President and CEO of Richardson Sales Performance and SPI sales training, discusses what sales leaders need to succeed in 2020.
eBook: Best of 2019
Our year-end eBook summarizes Richardson Sales Performance's most impactful content from 2019. This eBook includes in-depth research from more than 25 sources to bring you the best ideas for embracing accelerated change.
Webinar Recording: Enabling Sales Teams Throughout the New Buyer's Journey
Download a complimentary recording of a webinar from Richardson Sales Performance exploring the specific selling skills needed at each phase of the new buying journey.
Video: Effective 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 provided by the customer to link the value of the solution to the customer’s challenge or goal.
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 Sales Performance’s white paper, Elevating Retail Banking Service to Meet the Wider Scope of Customer Needs, we discuss how retail banking professionals can convert the customer’s needs into a sale.
Elevating Retail Banking Service
Retail banking professionals have a level of access to the customer’s thinking that is unmatched. Capitalizing on these opportunities requires a new mindset in which expanded services become part of the solution.
Richardson's Momentum Methodology
Richardson Sales Performance’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
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 Sales Performance’s new brief, The Three Key Skills to Focus on at Your Next Sales Kickoff Meeting, we explore the three most important capabilities sales professionals require to position their value to customers and reach higher-level stakeholders.
Brief: Why Strong Sales Enablement Is Strong Buyer Enablement
In Richardson Sales Performance’s latest brief, Why Strong Sales Enablement Is Strong Buyer Enablement, we reveal how sales enablement professionals can also become strong buyer enablement professionals.
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 Sales Performance.
Video: What Does An Effective Negotiation Look Like?
In Richardson Sales Performance’s video, we show what effective negotiation looks like. The scenario illustrates what happens when a sales professional meets a customer’s needs without losing the profitability of the sale.
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, rather than a carefully executed trade.
eBook: The 3 Skills Behind Effective Negotiations
In Richardson Sales Performance’s eBook, The Three Skills behind Effective Negotiations, we explore the three specific ways to bring the sale to a close without sacrificing valuable terms.
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 Sales Performance’s brief, What Sales Can Learn from Software Development, we explore how sales leaders can adopt the most powerful idea from the software industry to drive more wins.
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 in today’s environment.
How to Influence Clients
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 training.
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 Sales Performance’s brief, Advancing the Sale by Being Assertive, Not Aggressive, we explore the four key ways effective sales professionals can more effectively assert a point of view without becoming aggressive in the sale.
Brief: The Top 10 Characteristics of Effective Sales Professionals
In Richardson Sales Performance’s brief, The Top 10 Characteristics of Effective Sales Professionals, we list the 10 specific characteristics that enable sales professionals to reach farther.
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 journey.
Brief: A Streamlined Approach to Onboarding Sales Professionals
With Richardson Sales Performance’s brief, “A Streamlined Approach to Onboarding Sales Professionals,” we look at five key steps to designing an onboarding process that equips sales professionals to perform.
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 Sales Performance’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 the transformation.
In Richardson Sales Performance’s white paper, Selling in the Era of Digital Transformation, we outline what capabilities sales professionals need and how to achieve them.
Brief: Building A Sales Culture
In Richardson Sales Performance’s brief, Building a Sales Culture, our Chief Sales Officer Steve Dodman details the three key steps to building an effective, lasting sales culture.
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 roles in a sales organization.
Brief: Using Analytics to Expose Impact
In Richardson Sales Performance’s brief, Using Learning Analytics to Expose Impact, we review three key areas of measurement for sales training initiatives and the metrics that leaders need to consider for each
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 it, and apply it.
2020 Sales Challenges
Discover the sales challenges that lie ahead in 2019. Richardson Sales Performance's annual research uncovers the challenges facing sellers across industries and geographies.
Building a B2B Sales Training Program
Discover the critical elements of an effective B2B sales training program and explore how partnering with Richardson Sales Performance will drive success for your team.
2019 Selling Challenges Study Infographic
Download this infographic to access a summary of the results of Richardson Sales Performance's 2019 Selling Challenges Study and learn about the challenges sales professionals face in the modern sales environment.
Research: 2019 Selling Challenges Study
Richardson Sales Performance’s 2019 Selling Challenges Study reveals a panoramic view of the changes confronting sales professionals today.
Overcoming the Status Quo in 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 deals.
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 drives results.
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 CFO.
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 Performance.
Sales Methodology vs Sales Process
There is a very distinct difference between the sales process and sales methodology. The sales process is a consistent set of trackable steps that includes stages and gates, is used for forecasting, goes from beginning to end, and is typically tied to a CRM. Conversely, sales methodology is a set of non-linear practices (learned behaviors, tactics, and strategies) used in a dynamic way to make decisions and take actions to execute the sales process.
Becoming 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 Richardson Sales Performance.
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 Sales Performance.
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 skills to be buyer-centric, strategic and differentiated to work within the buyer’s changing world.
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 through
their buying journey.
Types of Sales Training Costs
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 Sales Performance’s latest brief, The Top 10 Considerations for Your Sales Training Budget in 2019, we provide that strategy with ten clear factors needed in any training budget.
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 of the curve.
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 them.
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 brief, The 8 Essential Components You Need in Your Account Planning Tool, we list the tools sales professionals need to organize their efforts.
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 world of bigger players.
Strategic Account Management Best Practices
Strategic account planning works because it addresses the level of complexity and competition that’s increasingly common in sales today.
Types of Sales Training Programs - Designing a Multi-Role Curriculum
Discover the impact a multi-role sales curriculum drives for organizations and the best training programs for each sales role within the organization.
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 Professional, we break down the skills each sales role needs to succeed.
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, and, ultimately, compel customers.
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 travel to the customer’s location to engage them directly in a sale. This method of selling is particularly important today because more stakeholders are involved in purchasing decisions than before. Addressing these groups requires in-person meetings. Face-to-face engagement is critical for getting sophisticated and large...
How to Prospect for Sales
The world has become a noisy place making effective prospecting difficult for today's sales professional. Smart sellers make the most of prospecting by following these three steps.
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 the real cost of sales training and determine whether the investment will deliver the results and ROI you desire for your team.
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 to more closed business.
Improving Sales Effectiveness
Sales effectiveness refers to a company’s ability to generate sales. Greater sales effectiveness means driving sales performance by winning the right kind of customers that drive meaningful progress towards broader financial and operational goals. The term encompasses the various aspects of a business that must perform to create more wins. Therefore, true sales efficiency requires a coordinated effort from not only the sales team but also marketing, operations, and...
Research: 2018 Selling Challenges
Richardson Sales Performance’s 2018 Selling Challenges Study reveals a panoramic view of the changes confronting sales professionals today. With hundreds of responses, we’ve captured timely insights into how 2018 will unfold and how to capitalize on a changing but robust economic setting.
How to Sell Cloud Services
Cloud Selling has dramatically impacted the way businesses buy software. And as the cloud layers have matured, it has transformed the playing field for providers along the way. The most critical implications of maturation to cloud services sales teams are two-fold — the increased proliferation of services being provided at each layer within the cloud and the commoditization of infrastructure services as buyers now expect to consume straight to SaaS.
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 experience in their buying process – simplicity and ease of acquisition. Executing against this dichotomy will surely be a top focus area in 2018. Let’s take a closer look at how these trends are unfolding.
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 attempt to discover which ones have needs that fit within the scope of offered solutions. Those that qualify progress to the seller.
Building a Business Development Skills
The treadmill never stops for a Business Development Representative (BDR). They must constantly move forward to seek new business. All too often a contact goes dark, remains inert, or simply says “no.” With so much rejection, BDRs often turn to volume as an answer. Sow more seeds, and there will be more to harvest.
Inside Sales Tips & Strategies
The potential of inside sales teams is limitless because of the cost-effective ways they reach customers. Learn to drive revenue from inside sales teams.
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 mechanics, and interactive activities teach sellers essential skills and deliver learning when and where it works for the learner.
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 opportunities.
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, long-term customer relationships
Sales Capabilities Required to Compete Today
Closing deals with the modern buyer requires a set of sales skills rather than a single proficiency. Learn more about the skills needed to sell today.
Richardson's Sales Effectiveness Training
Our sales effectiveness training system is proven to drive results for businesses across industries, geographies, and skill levels. Learn more here.
Sales Negotiation Strategies
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 selling involves some amount of negotiating. Therefore, every conversation places another brick in the road toward closing a sale. Effective sellers keep this in mind by shaping the customer’s perception of value. Keeping this approach in the context of the customer’s needs and priorities creates negotiations that are mutuall...
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 discussions, and create a sense of urgency in the buyer. But insights are neither a panacea nor a silver bullet. Organizations who successfully adopt an Insight Selling Approach did so because they were aware of the risks and were proactive in managing them.
Unique Sales Methodologies
Richardson Sales Performance has developed a flexible series of sales methodologies that addresses the challenges of today’s selling environment created by customers expecting more value and control of the sales cycle.
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 sales process, pipeline performance, and forecasting. The problem, however, is that most of these verifiable outcomes are lagging indicators of past performance, not leading indicators of future achievement.
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 achieving quota.
Asking Open Ended Questions in Sales
Open-ended questions are those that require an answer beyond “yes” or “no” or a multiple-choice selection. To use open-ended questions skillfully within a sales dialogue requires knowledge about why they’re important and how to truly engage prospects in conversation.
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 your technical knowledge and help the client be open and receptive, therefore hearing what you have to say.
How to Build an 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 so, they also need to take advantage of their sales talent, both in hiring and in developing the skills of current employees.
Six Critical Selling Skills
Richardson Sales Performance's Six Critical Skills for Professional Selling gives you the power and agility to apply the consultative selling framework effectively.
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 framework to ensure that proper preparation and implementation are taking place across the board within the sales organization.
eBook: Building Trust - A Customer-Focused Selling Approach
In Richardson Sales Performance’s eBook, Building Trust: A Customer-Focused Selling Approach, we detail the specific steps that sales professionals must take to earn, grow, and sustain the customer’s trust.
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, but the very essence of a successful outcome is based on trust between seller and buyer.
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 achieving quota.
Sales Coaching is Counter-Intuitive
Why is sales coaching important and what makes a great sales coach? Richardson Sales Performance gives you its top tips for effective coaching to create maximum impact.
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 sales strategy execution. Many sales leaders fall short of their annual “number,” which is one of the driving forces of high turnover among sales leaders. In fact, research indicates that the average tenure of a sales leader is somewhere between just 18 to 24 months!
White Paper: Elevate Your Consultative Selling Approach to Compete Today
In Richardson Sales Performance's White Paper, Elevate Your Consultative Selling Approach to Compete Today, we examine the recent changes in the buying process and how sellers can up their game and stand out in front of buyers.
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 revenue.
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 edge?
Sustainment Framework
Successful sustainment of new behaviors requires attention to five steps that all individuals pass through after training. By focusing organizational attention on each step, new behaviors become embedded in your sales team’s daily operations.
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 biggest change for sellers is that the game has gotten harder, and sellers need to execute at a higher level than ever before to compete. Committing to this level of change is the difference between college sports and pro. The players are bigger. The game is faster. The conditions are more challenging.
