Discover a more efficient way to absorb new selling capabilities so that they can be used when they matter most: right now.
In the white paper, The 2021 Selling Imperative: Selling That Thrives on Change, we reveal changes in the sales landscape and how to use them as a competitive advantage.
There is no single competency that drives sales excellence — rather, a collection of capabilities are needed across the selling process. Explore each capability needed as teams create, grow, negotiate, and win pursuits.
Discover the key skills & process needed for professionals in manufacturing & industrial sales to survive in the post-pandemic environment.
Learn about the three ways sales professionals can isolate the solution differentiators that truly matter to the customer.
Discover the three key sales messaging practices that any sales rep can start using now to get the customer’s attention.
Explore an agile sales model focused on customer collaboration & responsiveness to change that matches the journey to a buying decision.
Find out how to employ an agile & iterative approach to sales prospecting empowers sellers to more effectively engage today's buyer.
Discover three key principles that together form a clear framework for developing agility in sales prospecting.
Download this brief to learn how Sprint Prospecting™ enables agility that quickly gets to the core of the customer’s needs and “messages the moment.”
Discover a more efficient way to absorb new selling capabilities so that they can be used when they matter most: right now.
Learn how to address the challenge of declining deal size through differentiation, negotiation, and effective account strategy.
Solution Selling is a comprehensive, end-to-end sales system. It is a widely used sales execution methodology for winning sales opportunities that involve direct contact with buyers.
In the brief, Understanding “Path-Dependence” When Selling to Healthcare Professionals, explore 3 ways to overcome path dependence when selling to physicians and healthcare professionals.
In the brief, The Three Layers of Building Buyer Consensus in Sales, we provide a concise, three-part framework sales professionals can use to drive stakeholder consensus across the conceptual, transitional, and financial factors of the solution.
In this brief, we identify the common challenges sales professionals encounter during sales prospecting and how to overcome each.
Download this brief to discover 3 critical skills for sales teams endeavoring to navigate buyers' needs in a shifting manufacturing industry environment.
In this brief, we show why sales professionals who recognize the need for a sharper follow up strategy have a unique advantage that requires nothing more than some extra attentiveness and conscientiousness.
In the brief, Selling to the CTO, we share the three key skills sales professionals must develop to address the sophisticated set of needs among decision-makers seeking technology solutions.
In Richardson Sales Performance’s brief, A Three-Part Plan to Rescue a Falling Win Rate, we share the three key actions any sales organization can take now to improve a diminishing win rate.
Explore new research revealing the most pressing challenges facing healthcare sales teams in 2021 and get insights on overcoming them.
Explore 3 strategies that represent one repeatable method for drafting strong product messaging that can be used throughout the buying journey.
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 ensure that coaching becomes a regular activity within the sales organization which leads to improved performance across the team.
Establishing existing clients as strategic accounts is a crucial component of any sales strategy. Why? Fundamentally, selling to an existing account is much more profitable and predictable than trying to win new business with a new organisation.
The landscape of sales training is subject to constant change—whether from technology, buyer education, communication strategies, or training delivery methods. As markets continue to grow and evolve in complexity, learning leaders need to actualize their organizations’ initiatives by adhering to best practices in the design & delivery of sales training programs.
In our brief, we examine three ways in which sales professionals can strengthen the stakeholders’ belief in the measurable, financial outcomes of the solution.
Learn how the last 12 months have reminded business leaders that success and survival demand the ability to change & discover the 3 key factors leaders face today and how sales professionals can address each.
Download this brief to discover three ways individuals and teams can restore their motivation and position themselves to capitalize on the return to normalcy.
In our brief, Three Ways to Improve Virtual Selling Access in Healthcare with Better Prospecting, we look at the practices necessary for developing a virtual approach to prospecting in healthcare sales.
In our brief, Selling to the C-suite, we show how sales professionals can demonstrate that they have the three qualities C-level stakeholders need to see in the first few minutes of the meeting.
In our brief, Three Steps to Develop Selling Skills Among Non-selling Roles, we show how the most effective organizations are uniting the entire team around a customer-centric approach in which all capabilities influence revenue generation.
In this brief, we show how to coordinate a group of sales professionals and non-sales professionals that is able to meet the range and rising complexity of customer needs today.
In our brief, Three Ways to Build Trust with Customers in Today’s Setting, we explain why the customer’s trust has diminished in recent months and how sales professionals can respond while there is time.
In this brief, we explain why listening is not a skill we are born with and how becoming a good listener strengthens customer relationships.
In our brief, The Five Elements of Effective Account Plans, we explain how to redesign account planning and capitalize on the coming bounce-back.
In the white paper, The 2021 Selling Imperative: Selling That Thrives on Change, we reveal changes in the sales landscape and how to use them as a competitive advantage.
Richardson Sales Performance's CEO, John Elsey, explores the three changes that all sales organizations must consider to drive sustainable growth in a period of prolonged volatility.
There is no single competency that drives sales excellence — rather, a collection of capabilities are needed across the selling process. Explore each capability needed as teams create, grow, negotiate, and win pursuits.
As sales strategy pivots from a short-term to long-term perspective teams need to put supporting structures back into place and build a framework for those structures to anchor to.
The intense circumstances of today have given leaders a much-needed push toward virtual selling. They are leveraging it to the fullest extent to expand the addressable market, accelerate the sale, and embrace the economic realities of today.
Download this brief to discover three concepts that together create the most effective framework for a virtual sales kickoff meeting.
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.
Discover three ways in which healthcare sales teams can use existing resources in a different way to drive sales.
Download this infographic to access a simple model for selling to different types of channel partners.
Learn how to apply a data-driven, digital approach to power a complete global sales transformation.
Download this brief to learn how to align your growth strategy and goals to deliver immediate 6 - month wins.
Download this white paper to discover 6 proven solutions that will improve the outcome of your next sales performance improvement initiative.
In this brief, we outline three ways sales leaders can develop critical soft selling skills among their teams and equip them to succeed.
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.
Explore key insights that will dramatically improve your team's account management methodology. Learn how technology & process drive growth.
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.
In this brief we examine the emerging but central challenge for sales professionals today: addressing as many ROI needs as there are buyers.
This tool serves as a guide to help sellers engage in effective, insightful, and collaborative conversations with buyers.
Download the brief to discover the importance of establishing clear guidelines for channel partners will help manage expectations and engagement in the long-term.
Download this complimentary worksheet to access a useful tool that helps you align expectations for developing and communicating value to customers, and improve channel partner sales productivity.
This guide is designed to help sellers engage in effective, insightful, and collaborative conversations with buyers who have already developed a clear vision of a potential solution.
Discover solutions for fixing failed Customer Relationship Management (CRM) initiatives. Find out how to identify key stakeholders and system inputs to make rolling out a new CRM a success.
Discover what it takes to become a good “relationship seller”. Certainly, likeability is valuable in selling, but that may not be enough to develop a strong relationship with buyers.
This tool is designed to help sellers identify and plan the optimum audiences, transmission methods, content themes, frequency and cadence for messages that stimulate curiosity and begin conversations with likely buyers.
This worksheet helps sales professionals define important points of differentiation that will empower them to converse in a compelling way with customers.
Learn how to get your team to contribute consistently and predictably towards the achievement of sales goals and keep top-performing sales professionals motivated.
Download this worksheet to access a tool that will help you analyse the diverse priorities of multiple stakeholders, so you can properly position solutions in the right ways with the right people – and against competitive alternatives.
Download a complimentary worksheet that will help you better analyze the stakeholders in a sales opportunity and develop the best plans for winning more business.
Learn how to lead your sales organization through a transformation by ensuring you have the right people with the right capabilities and tools to produce higher revenue growth, increased customer loyalty, and improved employee engagement.
Download this complimentary eBook to better understand what separates the most successful new sales leaders from their peers. The insights offer new sales leaders guidance on what to do and what not to do.
Now is the time to take a hard look at those large opportunities in the sales team’s pipelines – the deals that are “must win” for achieving the team’s performance objectives. Download this checklist for evaluating the progress of sales opportunities, and start reviewing those critically important deals today.
This tool is designed to help sellers clearly articulate the unique value, specializations, and expertise that they bring to prospective buyers, and define what makes them different from other sales professionals.
Learn how to create a highly adaptive, agile, AI-enabled sales organization that can deliver “six-month wins” for sales – through rapid talent development in a focused set of high impact capabilities. This timely white paper explores a new framework for sales transformation investments that can keep pace with today’s accelerating business environment.
Download this complimentary white paper to ensure your current sales team has the right competencies to fulfill your sales growth strategy – and more importantly, what you can do to ensure future success, with confidence.
Download a worksheet to help your sales managers prepare for coaching conversations, to ensure that they are productive and useful for both the manager and the seller. This simple planning tool ensures sales managers are better prepared to coach and keep sellers on track.
Download this worksheet to access an outline and structure for an ideal sales conversation with a prospective buyer, which aligns interests and desired outcomes.
Download our checklist to ensure your sales kick-off instils the confidence, enthusiasm, and momentum that drives improved results.
Discover how new sales leaders can apply new enabling ideas and technologies to accelerate change and produce much more rapid results.
Download our checklist to ensure you are effectively aligning your sales and marketing teams through your training initiative.
Discover the best way to “connect the dots” between key functional areas that have a stake in sales training and transformation by viewing each of these areas through a different “lens” and perspective to drive the right priorities.
Download this useful guide to help your sellers prepare better, and ensure they can deliver winning sales presentations.
Discover five powerful tips that will help you more effectively develop sales quota expectations to drive real business results.
Discover the characteristics of a high-quality sales hiring assessment that will consistently improve the quality of new hires.
Download this complimentary research to discover what companies seeking to deliver effective sales training should be paying attention to in order to have a consistent influence on employee behavior.
Download this complimentary Sirius Decisions Research Brief to learn why successfully managing a sales talent lifecycle requires an in-depth understanding of the organisation’s growth strategy, extending sales enablement’s scope throughout the entire lifecycle, and providing support in a cross-functional effort.
Download this guide to discover fifteen critical questions in four categories, that enable you to clearly identify and prioritise your needs. The guide also includes an evaluation grid, so that you can score potential providers consistently and make an optimum choice.
Learn how to maximize the value of your investment in sales training by overcoming the common factors that cause sales training to fail.
Discover what sales learners think about the training their receiving and how to identify sales training and development investments that drive learner outcomes in this informative research.
Download the brief to learn how to use integrated technology and a data-driven approach for sales improvement in your organization.
Download this brief to learn how best to compare different training alternatives to find the solution that will drive the most performance from your team.
Download this helpful tool for analyzing your aggregate pipeline. You'll find that this worksheet provides your team with the first step in developing a fact-based, rational sales plan for success.
Download a complimentary worksheet that will help your team identify potential barriers and obstacles to executing a collaborative sales approach. This tool provides insight on whether or not your sales team possesses the essential competencies required for aligning with the demands of today’s empowered buyer.
Download this tool for a simple solution for applying the dimensions of the Successful Sales Formula to see the specific weaknesses in your sales opportunity, and gain insight into how you can take action to improve your chances of winning.
Download this complimentary territory planning template to access a tool that will help your team better establish clear criteria for segmenting accounts into A-B-C categories and planning the right investment for each segment.
Download a complimentary template to help your team better evaluate the business potential and status of current relationships in accounts, to help develop more effective territory coverage plans.
Learn how training professionals at pharmaceutical, biotech, medical device, and life sciences companies are now training sales teams.
Learn how to increase the profitability of your business over the life of a retained customer by allocating more resources to systematically sharpen your team's customer retention and growth strategies.
Download this tool to help identify new sales opportunities in key accounts.
Discover how to more effectively win complex sales deals by developing a deeper understanding of the changes in buyer behavior that drive the modern customer decision-making process.
In the brief, A Smarter Way to Win RFPs, we explore best practices for helping customers write RFPs along with an 8 step process on how to manage unforeseen requests for proposals.
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.
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.
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.
Download the research to learn why CRM needs to evolve to support three essential principles in the world of Buyer 2.0.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
Discover the six key factors for reassessing the strength of your current sales opportunities.
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.
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.
John Elsey, President and CEO of Richardson Sales Performance and SPI, discusses the three key factors driving the substantial ROI of a VILT solution.
Discover the three behavioral-psychology concepts that any service professional can use to become more effective.
Explore data from hundreds of survey responses revealing the current selling climate and how sales professionals are responding.
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.
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.
Discover three consultative dialogue concepts a healthcare sales professional can apply to become an influential and guiding voice during a difficult time.
Learn how sales training will improve the productivity for companies within your private equity (PE) firm's business portfolio.
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.
In the brief, The Six Buyer Personas of the Healthcare Sale, we explore the different value propositions that resonate with each stakeholder.
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.
Explore the 10 principles behind an effective virtual instructor-led training (VILT) environment.
In this brief, we explore how leaders can replicate the classroom experience without the need for travel.
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.
Discover why improving your knowledge of behavioral science will help you better connect with customers & dramatically improve your sales numbers.
With input from more than 500 sales professionals this report offers tips & insights to overcome the challenges facing sales professionals in 2020.
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.
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.
Watch this short video to learn what it looks like when a sales professional uses Richardson Sales Performance's “Assert Model” to share a challenging point of view.
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.
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.
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.
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.
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.
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.
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.
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.
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 Sales Performance’s Momentum Methodology is a dynamic set of practices for developing an intentional pursuit strategy to win and grow business.
Explore the Customer Relationship Pyramid and discover the four levels of customer-seller relationships.
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.
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 teams can build a sales mindset by first acknowledging that service and sales can coexist in the same call.
Discover the answers to some of the most frequently asked questions about sales and sales training from the experts at Richardson Sales Performance.
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.
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.
Discover the three ways sales professionals can effectively bring the sale to a close without sacrificing valuable terms like price.
Explore four specific ways to bring the customer back into the dialogue to create urgency around making the purchase
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.
In the white paper, How Sales Organizations Can Prevail against Economic Headwinds, we explore how leaders can weather any economic climate.
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.
Understanding how your customers make decisions helps you navigate the buying journey and improve your team's sales performance.
Learning science provides powerful information that helps us drive revenue. Discover how to leverage adult learning psychology to improve sales training.
Discover the benefits of adopting a holistic approach to selling digitial solutions, and get actionable tips for improving your team's performance.
Explore a three-part strategy to equip service professionals to create a sale.
In this brief, we offer actionable takeaways for aligning sales teams through better coaching.
Discover the three components critical for planning an effective sales call.
In "The Four Critical Benefits of a Consistent Selling Methodology," we explain the four key ways that consistency drives long-term sales results.
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.
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.
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.
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.
Explore the science behind customer decision making and learn the surprising ways customer decision making process unfolds.
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.
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.
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.
Discover the characteristics of a complex sale and explore tips for how you can better navigate the complex sales process to close more deals.
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.
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
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.
Discover the sales challenges that lie ahead in 2021. Richardson Sales Performance's annual research uncovers the challenges facing sellers across industries and geographies.
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.
Effective learning leverages multiple strategies. That’s why Richardson Sales Performance’s approach combines digital learning with traditional workshop experience. Download the brief, Why Blended Learning Boosts Performance, to discover three critical pieces that drive learning that sticks.
Download the brief to discover how to help your sales team become more strategic in their drive to maintain and grow key accounts.
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.
Richardson Sales Performance’s 2019 Selling Challenges Study reveals a panoramic view of the changes confronting sales professionals today.
Sustainment should mean getting better at every turn. Download the white paper Redefining Skill Sustainment to learn why leaders need to start thinking about sustainment in a new way.
Download this eBook to discover more than a dozen psychological studies to uncover the most effective ways to learn and retain information.
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 do to overcome them.
Download the Brief: How Changes Will Shape Selling in 2019 to gain insights from Richardson Sales Performance's CEO, John Elsey about changes, challenges, and opportunities for sellers in 2019.
Even the most prepared sales professionals need stronger strategies to win in a high-stakes setting. In Richardson Sales Performance’s white paper, High-Stakes Customer Conversations, we show how sales professionals can elevate their skills to increase win rates and deal size while reducing cycle time and improving resource utilization.
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.
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.
The customer's bias toward the status quo is keeping sales on the sidelines. In Richardson Sales Performance’s white paper, Overcoming the Status Quo to Win the Sale, we show why the status quo exists and how to overcome it.
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 this eBook to explore dozens of studies to uncover the psychological principles driving the customer’s decision-making process.
In the final mile of the sales cycle, sales professionals must help the customer make a compelling case to the CFO. In Richardson Sales Performance’s brief, Selling to the CFO, we break down the three factors that sales professionals need to consider when talking to the CFO. We look at: How to use comparable results to legitimize the solution’s value, How to address the CFO when ROI measurements don’t apply to the solution, and How to become an “insider” in...
Discover what sales professionals want from a sales academy. Download the complimentary infographic summarizing new research from Richardson Sales Performance.
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.
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.
Discover what elements over 350 sales professionals think is important in a sales academy. New research from TrainingIndustry and Richardson Sales Performance.
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.
In this white paper, we show how
sales professionals can use these
characteristics to drive momentum
and lead the customer through
their buying journey.
A strategic approach to defining your sales training budget will help you build the best training program and drive more ROI.
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.
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.
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.
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.
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 planning works because it addresses the level of complexity and competition that’s increasingly common in sales today.
Discover the impact a multi-role sales curriculum drives for organizations and the best training programs for each sales role within the organization.
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.
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.
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...
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.
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.
In Richardson Sales Performance’s white paper, Prospecting in a Noisy World, we reveal how effective sales professionals are generating more leads with clear messaging that is relevant to today’s business challenges.
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 training? Discover the direct and indirect costs of sales training in Richardson Sales Performance's latest brief - The Economics of Sales Training.
Learn how sales professionals close more deals with data to legitimize a solution and at the contextual power of a story to promote it.
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.
Scalable sales training works when the content and delivery embrace characteristics common to sales professionals. Download the brief, Sales Traits That Inform Great Training, to discover five specific characteristics of sales professionals and how they can shape great learning.
Effective sales professionals are building trust to overcome the increasing challenge of maintaining the value of the sale. Doing so is critical, as factors like commoditization and competition put pressure on pricing. Download the brief, Gaining Higher Prices with Sharper Negotiation Skills, to discover specific takeaways to navigate this challenge.
The availability of information today offers limitless data on potential customers, causing many sales professionals to get lost in the details. The solution: develop a more targeted prospecting approach with a few key steps.
Today, the sales professional’s toughest competition is the status quo. Complex business challenges and an increasing number of stakeholders often lead to a “reversion to the mean” in which no change occurs. In our brief, Overcoming the Status Quo, we offer specific takeaways to navigate this challenge.
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...
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.
New buyers, changing business models, and shifting expectations require innovative approaches to win deals, build strong relationships, and deliver the long-term value that customers demand. In Richardson Sales Performance’s new eBook, Selling the Cloud: 10 Best Practices for Sales Execution, we outline ten key ways with which sellers can equip themselves with the skills necessary to engage a diverse group of buyers with multi-layered needs and competing priorities.
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.
Has your sales training made an impact? Look at the right sales metrics, and you’ll find out. In Richardson Sales Performance’s new brief, 8 Critical Selling Metrics, we reveal the eight-core sales metrics you should be looking at to measure the effectiveness and impact of your sales training.
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.
Too often, sales kick-off meetings are considered an obligation rather than an opportunity. Make the most of your meeting by following these best practices.
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.
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.
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.
Richardson Sales Performance's White Paper, Unlock the Potential of Inside Sales with a Consultative Approach, looks at how sellers use the consultative approach to turn volume into value.
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 sales team.
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 and techniques to help you leverage social media to make strong connections with your targets that lead to future opportunities.
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
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.
Our sales effectiveness training system is proven to drive results for businesses across industries, geographies, and skill levels. Learn more here.
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...
Every moment of selling involves some amount of negotiating. 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 mutually beneficial. The result is a handshake - not an arm wrestle.
Successful negotiations in sales don't always mean winning or one side trumping the other. Win-win negotiations are desirable and possible. Following these best practices will help your team achieve more win-win outcomes.
Measuring sales training effectiveness ensures your team is getting the full return on your investment, drives sustained behavior change, improved performance, and more revenue. This guide helps you develop a plan for measuring the effectiveness of your sales training initiative.
A training initiative is only as good as the plan to sustain learning following the training event. Discover Richardson Sales Performance's sustainment framework to see the impact an ongoing development plan drives for organizations.
There are two things that unite virtually every sales organization the desire to improve sales performance and achieving results as quickly as possible. This eBook explores how building a consistent sales process helps organizations achieve both of these results.
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 improved business outcomes.
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.
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.
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.
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 executive in an effective sales call, pitch, or client meeting.
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 the continued success of your business.
Sellers of professional services face a competitive market with many new entrants trying to capture market share. Understanding the competitive landscape of this industry helps sellers mitigate risk and capitalize on opportunity.
Healthcare sales professionals work in an industry of uncertainty and change. To thrive In healthcare sales sellers need to be aware of trends affecting their industry and develop strategies to leverage these trends to their advantage.
While there are nuances specific to various manufacturing segments, this report will provide insights into the global trends affecting sellers in this 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.
Sellers need a more active approach to engage customers. Here, we explore how trust, decisiveness, support, differentiation, and unity all empower the seller.
Insurance companies are shifting the way that they go to market and interact with their clients. Understanding the current selling trends will help you get an edge up on your competition.
The goal of the following study is to explore and define the role of the training organization when implementing strategic initiatives in the sales organization.
Throughout this report, differences in the approaches used by organizations considered effective and organizations considered ineffective at sustaining sales training are emphasized.
Five sales coaching essentials to demonstrate and execute benefit your sales team.
Is it possible that the majority of organizations perform little more than due diligence around educating their market-facing sellers?
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 practices is a Best-In-Class practice? Much better.
One-time-event training leads to 87% of participants losing the knowledge and skill they learned within four weeks. Discover the actions front line managers can take to reduce this "brain drain."
The sequel to the best; worst, scary and hilarious stories of sales traveling.
Lost luggage, delayed flights, sleeping at the airport. As a sales professional, you undoubtedly have had the pleasure of traveling quite a bit. Sales professionals share their best; worst, scary, hilarious stories of their travels while selling.
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.
This resource provides practical advice on the proper way in which the marketing team should align their efforts with sales goals.
Are companies setting their sales personnel up for success? Are they targeting sales competencies that reflect the 21st-century business landscape? Research reveals the most important sales competencies and how to align L&D efforts to maximize the ROI of a sales training investment.
Adopting a more predictive approach to establishing verifiable outcomes in the sales process creates an enduring and systematic impact on business results.
Winning is great and losing hurts! Every sales opportunity, whether won or lost, has useful nuggets of information that can be harvested and used to improve performance.
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.
When dealing with people — customers, prospects, colleagues, friends, family — it’s important to think about them not as creatures of logic, but as creatures of emotion. We are all human beings, and we engage our whole selves in conversations and relationships. This makes building rapport a critical step in establishing valuable customer relationships.
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.
What can sales reps do to differentiate themselves and elevate their status with buyers to become trusted advisors? Here are five tips found to earn your seat at the table where decisions are made.
Moving the immovable object represents the process of regaining trust in sales, which is essential if we are to succeed in growing key relationships and insulating them from increasingly aggressive competitors.
Sales training is commonly understood to be a must-have component in managing quota-carriers. Learn how Best-in-Class enterprises take standard selling instruction to the next level.
Coaching represents vital opportunities for training follow-up and on-the-job learning when an employee can seek the advice of a more experienced manager or peer. Following best practices in sales coaching improves your seller's performance.
Front line sales managers play a critical role before, during, and after sales training. They help their sellers understand why the training is important and how the new skills and knowledge will benefit improve their performance on the job.
A sales manager’s most important job is coaching. An effective coach can accelerate learning, change behavior, and boost the performance of both individuals and the entire 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.
What does it take to build a world-class sales on boarding program? It begins with a defined purpose and internal measures of success.
Global companies often have global customers who have global expectations need to institute global sales training initiatives to ensure a consistent buyer experience across geographic borders.
Richardson Sales Performance's Six Critical Skills for Professional Selling gives you the power and agility to apply the consultative selling framework effectively.
Team selling today is no longer required just for blockbuster business-to-business sales pitches. Whether you are in consulting, investment banking, or technology or are a financial advisor, home remodeler, or lawyer, pivotal meetings with customers and prospects now often involve more people — on both sides of the table.
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.
As new products and markets are launched to keep revenues moving forward, sales organizations are challenged to keep pace. Sellers need new skills, and they need them quickly.
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.
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.
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.
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.
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.
It’s common for sales leaders (and salespeople themselves) to look to their large, strategic customers year after year to sustain or drive increased revenue performance. However, the availability of options, decreasing customer loyalty, higher expectations and constant competitive threats are making forecasted business from your best customers anything but a certainty. All too often, account growth strategies and plans are isolated events and are missing one critical...
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!
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.
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?
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.
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.