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 setti...
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.
2020 Selling Challenges Research Study
With input from more than 500 sales professionals this report offers tips & insights to overcome the challenges facing sales professio...
eBook: The Three Skills for Selling with Agility
In Richardson and SPI's eBook, The Three Skills for Selling with Agility, we explore three specific ways sales professionals can keep...
Video: How to Effectively Assert Your Point of View in Sales
Watch this short video to learn what it looks like when a sales professional uses Richardson's “Assert Model” to share a challengi...
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 misste...
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...
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’...
Video: Ineffective Negotiation Example
In this video, we show what ineffective negotiation looks like. The scenario illustrates what happens when a sales professional makes...
eBook: The Psychology of Selling - Understanding How the Customer Thinks
In Richardson’s eBook, The Psychology of Selling — Understanding How the Customer Thinks, we look at a dozen studies to uncover...
Defining Consultative Selling
Competing in the world of selling today means understanding the changing world of your buyers and adjusting your sales approach accord...
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...
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 advanc...
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...
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 and SPI's eBook, The Three Skills for Selling with Agility, we explore three specific ways sales professionals can keep pace with...
Video: How to Effectively Assert Your Point of View in Sales
Watch this short video to learn what it looks like when a sales professional uses Richardson's “Assert Model” to share a challenging point...
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’s brief, we provide a four-part framework...
Anticipated Selling Trends for 2020
In the brief, CEO Insights: Five Factors Driving Change in 2020, John Elsey, President and CEO of Richardson and SPI sales training, discusses...
eBook: Best of 2019
Our year-end eBook summarizes Richardson's most impactful content from 2019. This eBook includes in-depth research from more than 25 sources to...
Webinar Recording: Enabling Sales Teams Throughout the New Buyer's Journey
Download a complimentary recording of a webinar from Richardson exploring the specific selling skills needed at each phase of the new buying journ...
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 provi...
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’s white paper, Elevating Retail Banking Service to Meet the Wider Scope of Customer Needs, we discuss how retail banking professio...
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...
Richardson's Momentum Methodology
Richardson’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’s new brief, The Three Key Skills to Focus on at Your Next Sales Kickoff Meeting, we explore the three most important capabilities...
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...
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.
Video: What Does An Effective Negotiation Look Like?
In Richardson’s video, we show what effective negotiation looks like. The scenario illustrates what happens when a sales professional meets a...
Video: Ineffective Negotiation Example
In this video, we show what ineffective negotiation looks like. The scenario illustrates what happens when a sales professional makes a concession...
eBook: The 3 Skills Behind Effective Negotiations
In Richardson’s eBook, The Three Skills behind Effective Negotiations, we explore the three specific ways to bring the sale to a close without...
Brief: 4 Ways to Make the Sale before Month End
Explore four specific ways to bring the customer back into the dialogue to create urgency around making the purchase
Brief: What Sales Can Learn from Software Development
In Richardson’s brief, What Sales Can Learn from Software Development, we explore how sales leaders can adopt the most powerful idea from the...
White Paper: How Sales Organizations Can Prevail against Economic Headwinds
In the white paper, How Sales Organizations Can Prevail against Economic Headwinds, we explore how leaders can weather any economic climate.
Brief: Rethinking the Sales Professional's Role
In the brief, Rethinking the Sales Professional’s Role, we remind sales organizations why this fundamental skill set is essential to success...
Customer Decisions
Understanding how your customers make decisions helps you navigate the buying journey and improve your team's sales performance.
The Psychology of Adult Learning
Learning science provides powerful information that helps us drive revenue. Discover how to leverage adult learning psychology to improve sales...
Selling Complex Digital Solutions
Discover the benefits of adopting a holistic approach to selling digitial solutions, and get actionable tips for improving your team's performance...
White Paper: Enhanced Service Through Consultative Sales
Explore a three-part strategy to equip service professionals to create a sale.
Brief: Coaching to Drive Sales Alignment
In this brief, we offer actionable takeaways for aligning sales teams through better coaching.
Brief: Renewing Focus With Pre-Call Planning
Discover the three components critical for planning an effective sales call.
Brief: The Four Critical Benefits of a Consistent Selling Methodology
In "The Four Critical Benefits of a Consistent Selling Methodology," we explain the four key ways that consistency drives long-term sales results....
Brief: Advancing the Sale By Being Assertive, Not Aggressive
In Richardson’s brief, Advancing the Sale by Being Assertive, Not Aggressive, we explore the four key ways effective sales professionals can...
Brief: The Top 10 Characteristics of Effective Sales Professionals
In Richardson’s brief, The Top 10 Characteristics of Effective Sales Professionals, we list the 10 specific characteristics that enable sales...
Brief: Enabling Sales Teams Through the New Buyer's Journey
In the brief, Enabling Sales Teams through the New Buyer’s Journey, we break down the specific selling skills needed at each phase of the buying...
Brief: A Streamlined Approach to Onboarding Sales Professionals
With Richardson’s brief, “A Streamlined Approach to Onboarding Sales Professionals,” we look at five key steps to designing an onboarding...
eBook: The Science of Decision Making
Explore the science behind customer decision making and learn the surprising ways customer decision making process unfolds.
Brief: Selling With Agility
With Richardson’s brief, Selling with Agility, we look at why sales professionals need an agile process and how to adapt to this new imperative....
White Paper: Selling in the Era of Digital Transformation
Selling connected, holistic, and digital solutions demands higher-level skills. Sales professionals must be able to position the technology and...
Brief: Building A Sales Culture
In Richardson’s brief, Building a Sales Culture, our Chief Sales Officer Steve Dodman details the three key steps to building an effective, last...
Complex Sales
Discover the characteristics of a complex sale and explore tips for how you can better navigate the complex sales process to close more deals.
eBook: How To Build A Sales Academy
Download the eBook, How to Build a Sales Academy, to discover the components of a curriculum designed to engage sales professionals across various...
Brief: Using Analytics to Expose Impact
In Richardson’s brief, Using Learning Analytics to Expose Impact, we review three key areas of measurement for sales training initiatives and ...
Brief: Why Active Learning Works in Sales Training
Active learning works because it gets the learner involved. Learn why engagement drives deeper learning when participants: see it, try it, check...
2020 Sales Challenges
Discover the sales challenges that lie ahead in 2019. Richardson's annual research uncovers the challenges facing sellers across industries and...
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...
2019 Selling Challenges Study Infographic
Download this infographic to access a summary of the results of Richardson's 2019 Selling Challenges Study and learn about the challenges sales...
2019 Selling Challenges Study
Richardson’s 2019 Selling Challenges Study reveals a panoramic view of the changes confronting sales professionals today.
How to Overcome the Status Quo Customer Bias
Discover why combatting the status quo is such a huge challenge for sales professionals and learn how to overcome the status quo to close more...
How to Build An Effective Sales Academy
New research reveals what your sales team wants from a sales academy. Find out how to build a training program that engages your sellers and drive...
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...
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 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...
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 Rich...
Research - How To Build a Sales Academy: The Sales Professional's Perspective
Discover what elements over 350 sales professionals think is important in a sales academy. New research from TrainingIndustry and Richardson.
The 4 Guiding Principles of a Sales Opportunity Pursuit Strategy
Sales professionals need an opportunity pursuit strategy that keeps them ahead of every curve in the road to the sale. They need to execute the...
White Paper: Pursuing Opportunities with an Intentional Strategy
In this white paper, we show how
sales professionals can use these
characteristics to drive momentum
and lead the customer throu...
Types of Sales Training Costs - 10 Things to Consider When Building Your Sales Training Budget
A strategic approach to defining your sales training budget will help you build the best training program and drive more ROI.
Brief: The Top 10 Considerations For Your Sales Training Budget
In Richardson’s latest brief, The Top 10 Considerations for Your Sales Training Budget in 2019, we provide that strategy with ten clear factors...
White Paper: Embracing The Turns, The New Buyer Journey
Embracing the Turns: The New Buyer Journey, explores why the buyer’s journey is an iterative process & how sales professionals can stay ahead...
The New Buyer Journey
Today's buyer journey changes at every step in the process. Sales professionals who understand the buyer journey don't let twists & turns throw...
Brief: The 8 Essential Components You Need In Your Account Planning Tool
Growing existing accounts means capturing critical information, aligning with customer priorities, and delivering consistent value. In our latest...
White Paper: Growing into The White Space with Strategic Account Planning
In this white paper, we look at why strategic account planning is the new sales imperative, and examine how a pragmatic approach succeeds in a...
Strategic Account 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 organizat...
Brief: Building A Sales Curriculum For Every Sales Professional
Sales leaders need a connected curriculum to access the skills needed in today’s market. In Building a Sales Curriculum for Every Sales Professi...
White Paper: Storytelling to Make a More Compelling Connection
In the white paper, Storytelling For A More Compelling Connection, we examine why storytelling is such an effective way to communicate, connect,...
Field and Outside Sales Training
Outside sales of field sales is the practice of selling a business’s products or services outside the office. Field sales professionals often...
How to Prospect for Sales
The world has become a noisy place making effective prospecting difficult for today's sales professional. Smart sellers make the most of prospect...
How Much Does Sales Training Cost?
The cost of sales training varies according to the number of sales professionals being trained and the program. Discover how you can calculate...
White Paper: 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...
Improving Sales Effectiveness
Sales effectiveness refers to a company’s ability to generate sales. Greater sales effectiveness means driving sales performance by winning the...
Research: 2018 Selling Challenges
Richardson’s 2018 Selling Challenges Study reveals a panoramic view of the changes confronting sales professionals today. With hundreds of respo...
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 fiel...
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...
How Sales Development Reps Improve the Pipeline with a Consultative Approach
Sales Development Representatives (SDRs) have a constant focused on moving quality leads through the pipeline. By reaching out to contacts, they...
Building a Business Development Skills
The treadmill never stops for a Business Development Representative (BDR). They must constantly move forward to seek new business. All too often...
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...
Video-Based Sales Training Inspires Sellers to Move From Good to Great
Accelerate inspires sellers through a highly personalized learning experience. It is a learner-centered approach where video-based scenarios, game...
Sales Prospecting Tips, Tools, and Techniques
Sales prospecting tips and techniques to help you leverage social media to make strong connections with your targets that lead to future opportuni...
Selling the Cloud - 8 Keys to a Successful Land and Expand Strategy
Customer acquisition is an important activity for a SaaS sales team – especially since it’s the first step in the process of building valuable...
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...
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 With Insights Differentiates Top Sellers
The use of insights at the right time and in the right way can truly help a seller differentiate themselves, drive business outcome-based discussi...
Unique Sales Methodologies
Richardson has developed a flexible series of sales methodologies that addresses the challenges of today’s selling environment created by custom...
Using Verifiable Outcomes In the Sales Process to Change and Track Behaviors
The use of verifiable outcomes has become more widely adopted by companies engaged in complex sales. These measures provide visibility into the...
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...
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...
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...
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...
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....
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...
eBook: Building Trust - A Customer-Focused Selling Approach
In Richardson’s eBook, Building Trust: A Customer-Focused Selling Approach, we detail the specific steps that sales professionals must take...
How to Build Trust in Sales with a Customer-Focused Approach
Selling is a people-oriented business. Sales are made in the dialogue, person-to-person. The interaction may be face-to-face or over the phone,...
Research: Understanding Selling Challenges in 2017
The 2017 Sales Challenges Study uncovers the issues that sales professionals foresee in the year ahead that have the potential to interfere with...
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...
Account Management & Account Strategy
Successful sales leaders build their reputations and careers on their ability to consistently meet or exceed their revenue goals through focused...
White Paper: Elevate Your Consultative Selling Approach to Compete Today
In Richardson's White Paper, Elevate Your Consultative Selling Approach to Compete Today, we examine the recent changes in the buying process and...
White Paper: 6 Key Account Best Practices To Help You Execute Your Sales Strategy
Your team's ability to execute an account management strategy is key to your organization's success.These 6 best practices will unlock growth reve...
RFPs: Rarely Asked Questions to Get an Edge
An RFP arrives. You know this is a great opportunity, but you also know that your next move is critical. What's a sales person to do to get an...
Sustainment Framework
Successful sustainment of new behaviors requires attention to five steps that all individuals pass through after training. By focusing organizati...
Defining Consultative Selling
Competing in the world of selling today means understanding the changing world of your buyers and adjusting your sales approach accordingly. The...