Monthly Archives: August 2012

August 31st, 2012

Video Blog: Shaping and Creating Sales Opportunities

When thinking about growing an account, it’s helpful to frame the sales opportunities for you to pursue in three selling modes: Respond. Shape. Create. Join Richardson’s SVP, Andrea Grodnitzky in this short video where she looks at the importance of each mode.

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August 29th, 2012

8 Easy & Effective Online Marketing Activities for Sales Pros

Online Marketing

The Internet has forever changed the way companies interact with prospects and customers. And as Web technologies evolve, so do these interactions. Just think about what you do when faced with a buying decision. You go online to check features, prices, various vendors, and product reviews. It doesn’t matter whether you’re considering the purchase of something for the home — a TV, lawn mower, car — or for business.

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August 27th, 2012

Two Levels You Must Consider for a Successful Change Initiative

Two Levels of Change

Change may be a constant in business, but adoption of change within sales organizations can be a slow and often failed initiative if not approached properly. The key is to be aware of and address change on two levels:  the organizational level and the individual level. This dual-level execution is essential for success and must be orchestrated systematically so the salesforce never misses a beat in delivering today’s results while also focusing on the future.

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August 23rd, 2012

25 Questions to Guide Your Company through Strategic Change

Strategic Change

25 Questions to Guide Your Company through Strategic Change

When making strategic changes in your organization, the implications can range from miniscule to far reaching depending on the initiative. The changes could be triggered by market trends or forces, technology, competition, the economy, or the simple (yet complicated) need to shake things up.

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August 22nd, 2012

Complimentary White Paper – Six Best Practices for Leveraging Strategic Accounts

Strategic Accounts

Complimentary White Paper – Six Best Practices for Leveraging Strategic Accounts to Consistently Achieve Annual Sales Success

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