Sales Coaching and Sales Training in Boston

Technology is driving what is known as the Commonwealth of Massachusetts' innovation economy. The top industries in the Boston area – investment & brokerage firms, software companies, banks and insurance companies, life sciences and biotechnology firms - have become the leaders in their industries by leveraging technology. In a similar way, Richardson's embrace of learning technology has made us a preferred partner for many top firms in the region. We develop a close working relationship with local clients to be in-tune with their exact business challenges and objectives. The Richardson team supports salesforce training initiatives around the world where differences in business culture, market conditions, and local language pose unique challenges requiring a highly experienced global training partner.

Clark Owen, Vice President

Sales Training Programs in Boston

Richardson’s programs are customized to deliver solutions that meet the sales training needs of Boston based organizations. The consultative sales skills training program is the foundation of our approach. Consultative selling teaches sellers to make the most of the moments spent with customers by engaging them in a genuine needs-based sales dialogue rather than a product-focused pitch. Our more targeted programs like selling with insights, and sales negotiations training, take the consultative selling approach a step further, teaching sellers how to achieve win-win outcomes in negotiations or step into the role of trusted advisor to the companies they serve. We also offer sales coaching training programs in Boston. Sales coaching training helps sustain behavior change within organizations by turning sales leaders into sales coaches. Individuals who complete sales coaching training learn how to provide constant and actionable feedback to their selling teams.

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Meet The Team

Clark Owen

Vice President

Clark helps organizations improve performance by leading cross-functional teams in the areas of sales process optimization, assessment, selling skills, coaching, digital learning, sustainment, measurement strategy, and performance analytics. Examples of Clark’s work include; increasing organic growth of a global insurance brokerage company, helping a global scientific instrumentation company shift its value proposition towards customer insights, and deploying a sales framework in a global food manufacturing company to increase sales productivity.

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Bill Lahr

Senior Training Consultant

As a senior training consultant, Bill develops and implements programs in sales, leadership, coaching, service, presentations, negotiations, and communications. He regularly consults with senior management to identify, assess, and implement training to support shifts in strategy, address critical business needs, and increase managerial effectiveness. He has worked with clients in industries including; financial services, professional services, telecommunications, and manufacturing.

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Karen Klein

Senior Training Consultant

Karen brings her clients unique strategies for approaching sales hurdles that include effective communication techniques for identifying a company’s needs and utilizing that information in the sales process. Working directly with one sales manager, Karen was able to help a client work through a sales performance issue by identifying a need to bolster the sales representative’s confidence and determined the tactics that would work best to address that situation. In the end, she was able to identify issues and address them using Richardson’s Developmental Sales Coaching methodology and role plays.

Kimberly Dean

Senior Training Consultant

Kim integrates her real-life experiences into the facilitation of her interactive workshops to validate the learning and challenge participants to improve their skills so they can strengthen customer relationships and grow revenue. As the lead trainer for a large a manufacturing company, she facilitated a program to institutionalize a more customer-centric- selling approach. Kim has also worked with several businesses in the financial services sector in their effort to change their paradigm, shifting from an internal focus to a value-added approach.

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Dennis Grieco

Master Training Consultant

Dennis facilitates programs based on clients’ needs, delivering training strategies and developmental programs in support of corporate business goals. He utilizes his real-life experiences to provide relevant and memorable learning points. Dennis challenges participants to work hard and raise their skill level through direct feedback and coaching. As the lead trainer on an enterprise-wide customer service initiative for a global financial services organization, Dennis trained 350 management employees and conducted a Train-the-Trainer certification to enable the organization to continue delivering the program to its nearly 3,000 frontline service employees.

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Fred Bass

Senior Training Consultant

Fred's foundation is teaching, first in the education arena and then to business audiences in the pharmaceutical and healthcare industries. His approach is to apply key principles of adult learning to maximize what trainees took away from their training sessions. Throughout Fred’s training experiences, he has learned the benefits of engaging participants with real-world experiences to which they can relate. Role modeling allows him to “practice what you preach” and demonstrate how sales best practices can bring success to a client’s strategy for growth.

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