Richardson Resources: Articles, Research & Whitepapers

White Paper: Creating a Culture for Coaching

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All of the training in the world cannot "fix" the larger issue at stake for most organizations - that there is simply little to no reinforcement of that training. This white paper dispels the common myths associated with sales coaching that often lead to a lack of investment in the coaching process in a sales organization.

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White Paper: Content Marketing: How the Marketing Team Should Work With Sales

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Most companies are using content marketing, but only a few report that they find it effective. The tips in this white paper will help you learn how to better align marketing and sales to optimize a content based marketing approach.

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Research: Sales Training Sustainment Framework

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Based on Richardson's more than 30 years of experience and research, we believe that effective behavior change occurs in three phases: planning, development, and sustainment. This three phased approach helps improve training ROI.

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Research: 2016 Selling Challenges Study

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The 2016 Selling Challenges Study uncovers issues that sales professionals see in the year ahead that have the potential to interfere with achieving quota. The survey questions focus on the entire sales process, from prospecting through closing.

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White Paper: Six Key Account Best Practices to Help Execute Your Sales Strategy

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Successful sales leaders build their reputations on meeting or exceeding target revenue goals each year. Many sales leaders, however, fall short of their annual “number." More often than not, the defining difference between success and failure comes down to sales strategy. This white paper offers six best practices you can leverage with strategic accounts to achieve annual sales success.

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Article: Death By Facts

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You know the look. I’m the client. You’re seated across the table from me. In response to my question or request, you’ve begun laying out the details behind a brilliant idea that you are convinced will help my organization. The problem is, the deeper you go into your solution, the more and more disengaged I become. At first,there’s some eye contact, polite nodding, and the occasional grunt of acknowledgment. Then, I begin looking at my watch and longingly at the door as I plan my escape. What you hear appreciation and agreement to your proposed next step is, in fact,an end to our discussion so that I can get back to my real work —and sincere doubt about whether I will subject myself again to this “death by 1,000 facts.”

 Death by facts in sales

Article: The Lighter Side of Selling Part I

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Selling has always involved travel and salespeople have some of the best travel stories to share. Richardson conducted a survey and asked people to share their best travel stories while in the field.

 The Lighter Side of Selling Part 1

Article: The Lighter Side of Selling Part II

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Richardson presents, The Lighter Side of Selling: Part II, as a sequel to our previous survey about Sales “Travel” Stories. We have compiled twelve stories, experiences, and anecdotes detailing actual events that have happened during a sales meeting. Embrace yourself!

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Article: Prospecting: Getting Past Voicemail

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“If you are calling to sell me X, don’t hold your breath for a return call.”Reaching a prospect is not easy. Learn from an interview how to improve your telephone prospecting.

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Article: Regaining Trust

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At some point during the 2007-09 financial meltdown, something changed in our client relationships. An immovable object formed between the client and us, and it grew larger and heavier during this period. Exactly why this object grew, and how we should deal with it, illustrates the complexities of rebuilding relationships during times of pressure —especially exiting the recession. For the financial services professional, moving the immovable object represents the process of regaining client trust, which is essential if we are to succeed in growing key relationships and insulating them from increasingly aggressive competitors.

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Article: Sales Leads: The Good, The Bad, The Opportunity

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Clearly, leads may take many forms and be classified on many levels. Marketing automation tools like Genius, Marketo, Eloqua, and others that track user movements and visits to websites make the collection of leads a snap. Yet, knowing what to do with these various names and pieces of information and aligning them within a company’s sales process can be remarkably complex.

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Article: Tweet Sales Success

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Using social media in the sales process to accelerate revenue is a hot topic, but it requires an expert balance of art and science. Richardson will share three steps to generate high quality leads with Twitter. They’ve converted me from a Twitter skeptic to enthusiast.

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Article: Using Verifiable Outcomes

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“Verifiable outcomes” is a concept pioneered by companies like Microsoft and IBM in the 2000s to establish criteria for improving the quality and performance of the sales pipeline. At its core, verifiable outcomes are those few tangible things sales leaders can manage in order to gain insight into the accuracy and quality of their teams’ forecasts.

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Article: Win-Loss Reviews: Six Simple Steps for Better Strategy Execution

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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. When those pieces of information are aggregated, analyzed, and made available for all to use, the organization’s competitive position is greatly enhanced.

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White Paper: Easy Impactful Social Media Activities to Support New Business and Account Growth

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Easy Impactful Social Media Activities to Support New Business and Account Growth is a comprehensive eBook that provides 12 easy tips to integrate social selling activities into your sales process.

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White Paper: Strategic Dialogues Prove To Be Important Factor in Closing a Sale

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With the availability of information about a company’s products and services, customers are demanding more from salespeople than information — customers want insights. Salespeople must prove that they know the customer’s business and can help the customer to create value. One of the best ways to provide evidence of competence in the customer’s business is through strategic dialogue.

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White Paper: Selling With Insights eBook

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Selling with Insights shares tips on how to shape and create opportunities to avoid marketplace commoditization and clearly provide value in your sales dialogues.

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Article: Front Line Managers As Change Agents

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Training is a human capital-centric, value-creation process. Unfortunately, when sales training is treated as a one-time event, participants have been shown to lose up to 87% of skill and knowledge within four weeks. This “brain drain” needs to be dramatically reduced and significantly reversed in order for companies to optimize their investment in behavior change.

 Front Line Manager as Change Agent Article

Archived Content: Explore Older Articles Created During Richardson's 35 Years of Sales Training Industry Thought Leadership

Governance: Cornerstone of Successful Sales Transformation

Getting the Message Right: The First Step in an Effective Change Management Process

Sales and Marketing Integration: How You Can Improve Your Early-Stage Pipeline Opportunities

Strategies for Sustaining the Impact of Sales Training

Characteristics of a World-Class Sales On-boarding Program

Best Practices in the Design and Delivery of Sales Training 2015

Trainings Role in the Implementation of Strategic Initiaves in the Sales Organization

Content Marketing and Sales Effectiveness Survey Report

Closing in the 2008 Economy

Closing Is Not a Bag of Tricks

eLearning Assessments Identify Common Sales Hurdles

Final Presentations, The Finish Line

Five Keys to Building Trust and Questions to Ask Yourself

Leaders Who Coach

How to Manage Gen X and Gen Y

Lights, Camera, Learn!

Live Coaching - Your Role on a Call 

Negotiating the Final Trade

How to Achieve Higher Sales Through a Well-Developed Sales Training Effort

Sales & Marketing Integration:  How You Can Build Your Early-Stage Pipeline Opportunities

Sales 2.0:  The Equalizer

Sales Coaching:  Four Levers For Success

Sales Coaching:  Hard New Data for New Hard Times

Taking Control in a Tough Economy

Training Without Travel

IDC 2012 Survey on B2B Sales Methodologies

Return on Engagement: Getting Salespeople into the Game Increases Revenue

Selling to the CFO

Preparing for Success in Sales

Social Media in Marketing and Sales 2011