January 26th, 2015

Overcoming Obstacles to Prospecting

obstacles

Overcoming Obstacles to Prospecting

In a recent post regarding making referrals part of your prospecting, we highlighted the importance of overcoming obstacles. The point was that, while seeking referrals is one of the best ways to secure warm leads, too many sales reps fail to pursue them due to real or perceived obstacles in their way. Overcoming those obstacles will undoubtedly lead to greater success, so let’s take a deeper look at prospecting obstacles and ways to manage or avoid them.

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January 23rd, 2015

How to Make Referrals a Winning Part of Your Prospecting

referrals

How to Make Referrals a Winning Part of Your Prospecting

Of all of the possible sources of leads, referrals are often the hottest and most desirable. Brokered by someone who knows you first-hand and trusts your work, there’s an implicit recommendation instilled, which carries considerable weight. The problem is that sales reps too often fail to pursue these opportunities.

Here’s a four-step process to bolster your long-term success by getting your sales reps to take a proactive approach to gaining referrals.

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January 16th, 2015

New Research, Best Practices in Design and Delivery of Sales Training Programs

sales-training-programs-best-practices

Richardson and Training Industry, Inc. Release New Research, Best Practices in Design and Delivery of Sales Training Programs 

Philadelphia, PA—January 16, 2015— Richardson, a leading global sales training and performance improvement company, and Training Industry, Inc. announced that it has launched a new research report, Best Practices in Design and Delivery of Sales Training Programs.

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January 15th, 2015

Social Selling Made Easy

RichyAwardSocialSelling_smaller

Social Selling Made Easy

Social networks represent a huge lead generation opportunity for sales professionals. But taking full advantage of this opportunity – using the right social sites, connecting to the right people, posting with proper etiquette, and following company policies – can seem overly complex and overwhelming.

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July 21st, 2014

The Ultimate Checklist for Mission Critical Group Sales Presentations

group-sales-presntations

The Ultimate Checklist for Mission Critical Group Sales Presentations

“Mission critical” is a term that you see in many different activities, up to and including military operations. When mission critical aspects do not go well, barring an extraordinary piece of luck, the mission fails. If your group sales presentation does not go well, barring an extraordinary piece of luck, your sales effort will fail and you will not get the contract.

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January 12th, 2015

Content Marketing: How the Sales Team Should Work with Marketing

content-marketing-alignment

Content marketing: How the Sales Team Should Work with Marketing

In Part I of this series, we talked about the rising popularity of content-based marketing. A reported 93% of B2B marketing teams in North America are using a content-marketing approach, according to B2B Content Marketing 2014 research. While that’s an impressive number, only 9% of survey respondents felt it was “very effective,” while 33% said “effective.” That tells me people are jumping on the bandwagon without clear strategies, tactics, or implementation.

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January 7th, 2015

Content Marketing: How the Marketing Team Should work with Sales – Part I

content-marketing

Content Marketing: How the Marketing Team Should work with Sales  – Part I

Content marketing — it’s all the rage. A reported 93% of B2B marketing teams in North America are using a content marketing approach, according to B2B Content Marketing 2014 research. While that’s an impressive number, only 9% of survey respondents felt it was “very effective,” while 33% said “effective.” That tells me people are jumping on the bandwagon without clear strategies, tactics, or implementation.

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December 23rd, 2014

Happy Holidays From Richardson

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On behalf of the Richardson team, we wish you and your family a very happy and safe holiday season.

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