Monthly Archives: March 2013

March 28th, 2013

12 Ways to Increase a Close Ratio – Now!


1) Start by knowing your personal close ratio and that of your organization:

Top performing companies — 46% average close ratio Average — 29% average close ratio Lagging — 19% average close ratio

2) Take your preparation up several notches.  Build your industry, company, and stakeholder knowledge and prepare insights and ideas to share with your clients.

3) Know where your clients are in their buying cycle and look at your sales process through their eyes.

4) Ask informed questions that indicate you have knowledge and experience to  share and to motivate your clients to engage with you.  Focus on the “why” and “why not” questions, not just the “what.” Understand as much as you possibly can about  the business outcome before your visit and probe to understand  the decision process, access the executive, understand  the risks the client is concerned about and value you must be prove.

5) Ask who the competitors are, what their solutions include, and then ask the tough questions to find out how the customer feels you compare to the competitor.

6)  Speed  up your responsiveness — when a client asks for something, find out when he or she needs it and beat that time frame.  Anticipate and deliver before the client asks for it.

7) Find ways to take the load off the client to keep things moving. For example, if he or she says “Let’s set a phone call to…” not only set » Continue Reading.

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March 25th, 2013

Is Content the new Source of Sales and Marketing Disconnect? Take our Survey!

Content marketing has emerged as the “strategy de jour” for B2B marketers. According to the Content Marketing Survey Report published by E-Consultantcy:

Over 90% of respondents believe that content marketing will become more important over the next 12 months. Nearly three quarters (73%) of digital marketers agree that ‘brands are becoming publishers’. Top content marketing objectives include: Search engine optimization, inbound lead generation, positioning a brand as a thought leader in your space

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March 22nd, 2013

What Can We Learn from Sherlock?


What Can We Learn from Sherlock?

In a self-diagnostic, I would categorize myself as a multi-tasker and believe (ed) that I was pretty good at it.  A juggler.  But Mastermind:  How to Think Like Sherlock Holmes — and who wouldn’t want to be capable of that kind of insightful thinking — has caused me to reconsider the wisdom of the approach.

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March 20th, 2013

2013 Social Media in Sales Survey


Social Media in Sales: What’s Being Used and With What Success?

Social media sites have become a pervasive part of our society, in both our personal and professional lives. It’s nearly impossible to remain truly disconnected and off the grid.

According to Facebook, there were more than a billion active users of the social networking platform in December 2012. (For context, if recent estimates are close, there are now over seven billion people on the planet.) Granted, those Facebook accounts are both individual and organizational, but the keyword in the stat isn’t the number as much as the word “active.”

Then there’s LinkedIn, Twitter, YouTube, Google+, Pinterest, and a host of other sites and platforms to draw your attention. Some people try to compartmentalize their social networking by using LinkedIn for business and Facebook for personal, but those lines are increasingly blurred. (Are your LinkedIn connections only colleagues, or are you also connected to people such as friends, relatives, neighbors, and college classmates with whom you’ve never actually worked?)

LinkedIn’s foundation is an online resumé for users, but its power is in facilitating dialogue with your network as well as in groups where you can follow trends, research companies, make thoughtful comments, and build your reputation. However, too many people neglect to engage and miss the opportunity.

We were curious as to the impact of social media among sales reps. To find out, we conducted a survey to learn » Continue Reading.

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March 18th, 2013

Richardson Named to’s Top 20 Sales Training Companies for the 5th Consecutive Year.

2013 Top Sales Training Companies

On Friday, March 15, 2013, Richardson was named to’s Top 20 Sales Training Companies. This marks the fifth straight year of inclusion on the list for Richardson. The Top 20 list  recognizes the top sales training companies in the industry. These leading companies all provide outstanding service, and a proven track record for delivering superior training and improving the impact of the sales organization.

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March 15th, 2013

Testing the Follow-up on Content-based Marketing Campaigns: Companies are Falling Flat


Testing the follow-up on Content-based Marketing Campaigns: Companies are Falling Flat

Content-based marketing is on the rise. It’s expected to represent 35% of the marketing budget in 2013, which, according to the latest estimates, is up 84% from 2012.

Companies are having no problem cranking out content-based marketing campaigns — with information aimed at positively influencing a customer in some way — but they seem to struggle with follow-up and nurturing leads.

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March 13th, 2013

5 Best Practices for Driving Strategic Initiatives and Change Through Your Sales Force (Video Blog)

Sales force change

 5 Best Practices for Driving Strategic Initiatives and Change Through Your Sales Force (Video Blog)

(If you are having troubles veiwing this video, please click here )

According to the Economist Intelligence Unit, companies typically deliver only 63 percent of their strategy’s financial performance potential. There is no shortage of great ideas sales leaders can use to annihilate their competition and blow past their targets. But if it were that easy, the average tenure of a sales leader would surely be more than 18 to 24 months. Please join David DiStefano, CEO of Richardson and Dario Priolo, Chief Strategy Officer of Richardson for this interactive video presentation from SellingPower’s Sales 2.0 conference.  David and Dario share with you five high-value best practices that will help you drive the change necessary to execute your strategic initiative more effectively.

To learn more about Richardson’s Award Winning sales training and strategy execution solutions, please visit

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March 11th, 2013

Essential Social Media Issues Companies in Financial Services and Regulated Industries Must Consider

Few people need to be convinced of the prevalence of social media and the opportunity it presents to connect with and open a dialogue with friends — or in the case of businesses, buyers and influencers. What is less certain, however, is how some industries — especially those that are strictly regulated — can go about adopting and deploying a social media strategy.

“Social media marketing has reached a stage of maturity that places it firmly in the mainstream of marketing channel activity, with fully 96% of marketers engaging with social media in some fashion,” according to a new BtoB study, Social Marketing Reaches Critical Mass.

Retail and consumer brand companies have it pretty easy. Followers generally want to look for deals, see the latest arrivals, and read or provide reviews of the merchandise.

But companies in sectors such as healthcare, pharmaceuticals, banking, and financial services face greater challenges in building a social media following and serving up content to keep them engaged. These businesses face the additional hurdles of complying with rules and regulations regarding privacy, SEC rules and regulations, and protecting customer information, not to mention clients’ reluctance to divulge medical and financial information.

To help provide direction on how to approach social media, Rajib Chanda and Todd Menszak from the law firm Ropes & Gray wrote “Ten Things to Know About Social Media in the Financial Services Industry in 2013” (Social Media Law Reporter, January 2, » Continue Reading.

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