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Account Growth

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’...

Consultative Selling Skills

Elevating Retail Banking Service

Retail banking professionals have a level of access to the customer’s thinking that is unmatched. Capitalizing on these opportunitie...

Account Growth

Video: Assessing Your Value to the Customer

Explore the Customer Relationship Pyramid and discover the four levels of customer-seller relationships.

Sales Management

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...

Sales Training Effectiveness

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...

Negotiations Skills

Video: Ineffective Negotiation Example

In this video, we show what ineffective negotiation looks like. The scenario illustrates what happens when a sales professional makes...

Negotiations Skills

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...

Negotiations Skills

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...

Consultative Selling Skills

White Paper: Enhanced Service Through Consultative Sales

Explore a three-part strategy to equip service professionals to create a sale.

Consultative Selling Skills

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...

Consultative Selling Skills

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...

Consultative Selling Skills

Defining Consultative Selling

Competing in the world of selling today means understanding the changing world of your buyers and adjusting your sales approach accord...

Sales Training Effectiveness

About Richardson Sales Training

Consultative Selling Skills

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...

Consultative Selling Skills

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...

Sales Management

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...

Sales Training Effectiveness

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...

Consultative Selling Skills

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 Effectiveness

Sales Training FAQ

Discover the answers to some of the most frequently asked questions about sales and sales training from the experts at Richardson.

Negotiations Skills

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...

Negotiations Skills

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...

Negotiations Skills

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...

Consultative Selling Skills

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

Consultative Selling Skills

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...

Consultative Selling Skills

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.

Consultative Selling Skills

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...

Sales Training Effectiveness

Customer Decisions

Understanding how your customers make decisions helps you navigate the buying journey and improve your team's sales performance.

Sales Training Effectiveness

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...

Consultative Selling Skills

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...

Consultative Selling Skills

White Paper: Enhanced Service Through Consultative Sales

Explore a three-part strategy to equip service professionals to create a sale.

Coaching

Brief: Coaching to Drive Sales Alignment

In this brief, we offer actionable takeaways for aligning sales teams through better coaching.

Consultative Selling Skills

Brief: Renewing Focus With Pre-Call Planning

Discover the three components critical for planning an effective sales call.

Sales Training Effectiveness

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....

Consultative Selling Skills

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...

Prospecting

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...

Sales Training Effectiveness

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...

Sales Training Effectiveness

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...

Sales Training Effectiveness

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...

Consultative Selling Skills

eBook: The Science of Decision Making

Explore the science behind customer decision making and learn the surprising ways customer decision making process unfolds.

Consultative Selling Skills

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....

Sales Training Effectiveness

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...

Sales Training Effectiveness

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...

Consultative Selling Skills

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.

Sales Training Effectiveness

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...

Sales Training Effectiveness

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 ...

Sales Training Effectiveness

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...

Sales Training Effectiveness

2019 Sales Challenges

Discover the sales challenges that lie ahead in 2019. Richardson's annual research uncovers the challenges facing sellers across industries and...

Sales Training Effectiveness

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...

Prospecting

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...

Sales Training Effectiveness

2019 Selling Challenges Study

Richardson’s 2019 Selling Challenges Study reveals a panoramic view of the changes confronting sales professionals today.

Sales Training Effectiveness

eBook: The Psychology of Learning

Sales Training Effectiveness

How Changes Will Shape Selling in 2019

Consultative Selling Skills

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...

Sales Training Effectiveness

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...

Consultative Selling Skills

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...

Consultative Selling Skills

Brief: Selling to the CFO

Sales Training Effectiveness

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 Process

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...

Consultative Selling Skills

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...

Sales Process

Sales Enablement

Sales Training Effectiveness

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 Process

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...

Sales Process

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...

Sales Training Effectiveness

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.

Sales Training Effectiveness

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...

Sales Process

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...

Sales Process

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...

Sales Training Effectiveness

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...

Sales Training Effectiveness

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...

Consultative Selling Skills

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,...

Sales Training Effectiveness

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...

Prospecting

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...

Sales Training Effectiveness

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...

Sales Training Effectiveness

Brief: The Economics of Sales Training

Consultative Selling Skills

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.

Consultative Selling Skills

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...

Sales Training Effectiveness

Improving Sales Effectiveness

Sales effectiveness refers to a company’s ability to generate sales. Greater sales effectiveness means driving sales performance by winning the...

Sales Training Effectiveness

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...

Consultative Selling Skills

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...

Sales Training Effectiveness

Brief: 8 Critical Selling Metrics

Consultative Selling Skills

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...

Inside Sales

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...

Inside Sales

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...

Inside Sales

Realize the Full 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...

Sales Training Effectiveness

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...

Prospecting

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...

Prospecting

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 Training Effectiveness

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...

Negotiations Skills

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...

Insight Selling

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...

Sales Training Effectiveness

Unique Sales Methodologies

Richardson has developed a flexible series of sales methodologies that addresses the challenges of today’s selling environment created by custom...

Sales Training Effectiveness

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 Training Effectiveness

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...

Consultative Selling Skills

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...

Consultative Selling Skills

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...

Inside Sales

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...

Consultative Selling Skills

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....

Consultative Selling Skills

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...

Consultative Selling 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...

Consultative Selling Skills

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,...

Sales Training Effectiveness

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...

Coaching

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...

Consultative Selling Skills

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...

Consultative Selling Skills

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...

Sales Training Effectiveness

Sustainment Framework

Successful sustainment of new behaviors requires attention to five steps that all individuals pass through after training. By focusing organizati...

Consultative Selling Skills

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...