Monthly Archives: July 2013

July 31st, 2013

What Is Your Sales Effectiveness with Leads? You Decide.

sales-effectiveness-leads

What Is Your Sales Effectiveness with Leads? You Decide.

Leads

If you work in sales, they stink, right? Marketing couldn’t find an iron “sales-ready” lead with a magnet. If you work in marketing, sales reps couldn’t convert a good lead if their lives depended on it.

The reality varies by company, but in my experience the truth is usually somewhere in the middle. I want to be clear about that before I go on, because I don’t believe that the challenge with lead gen is just a Sales problem.  Get together like big boys and girls, and figure it out.

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July 29th, 2013

Richardson Named to 2013 Selling Power Top 20 Sales Training Companies List

selling-power-top20-2013-150

Richardson Named to 2013 Selling Power Top 20 Sales Training Companies List

Richardson is honored to announce that we have been selected to the 2013 Top 20 Sales Training Companies list published by Selling Power magazine. The list appears in the Summer (July/Aug/Sept) issue of Selling Power, which will be mailed to subscribers in the second week of August.

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July 26th, 2013

Sales Transformation – No Guts, No Glory

sales-transformation-no-guts-no-glory

Sales Transformation – No Guts, No Glory

I read somewhere recently that organizations should consider very carefully whether to undertake a full-blown sales transformation initiative, because of the time, effort and cost involved.

Really?  Whatev! (Sorry, I live with teenagers.)

Yes, perhaps if your basic strategy or business model is flawed, your product has serious quality or value-delivery issues, your service delivery destroys customer loyalty, or your costs or pricing/profitability are grossly out of line, you might plug another hole first, while bailing water.

But before long, you need to address revenue, profit and growth. No organization has ever cut their way to the top. Sales remains the lifeblood of organizational success. As the old adage goes, “Nothing happens until someone sells something.” I simply have a hard time imagining a more worthy corporate endeavor than transforming your sales force into a more effective, well-oiled machine.

And I’m not talking about 3 or 5 percent incremental improvements, either.

Aim Low, Hit Low

You’ve probably heard the quote that we use only a small portion of our brain’s potential capability, right? I’d argue that generally-speaking, we’re in the same boat with our sales effectiveness.

Perhaps you’re thinking that so many organizations are already doing extraordinarily well at growing sales year-over-year, that sales transformations aren’t necessary? I do know this is true in some specific cases. Some organizations are doing quite well;  have already taken a logical, organized, piece-by-piece, evidence-based » Continue Reading.

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July 24th, 2013

Team Selling: 8 Questions to Select the Right Players and Screen Out the Deadweight

team-selling

Team Selling: 8 Questions to Select the Right Players and Screen Out the Deadweight

As solution complexity, buyer expectations and competition intensifies, the more likely your sales people and account managers will require additional firepower to help them win business. However, bringing new players, such as product specialists, sales engineers, technical experts and senior executives into a deal increases complexity, risk and cost. While it is important to work as a team and support your people’s success, consumption of scarce, precious resources requires forethought and accountability.

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July 22nd, 2013

14 Tactics of Adversarial Negotiators and Countermeasures to Level the Playing Field

Adversarial-negotiators

14 Tactics of Adversarial Negotiators and Countermeasures to Level the Playing Field

Adversarial negotiators deal through manipulation. These buyers use a range of pressure tactics to defeat you and get what they want. Fortunately, adversarial negotiators are easy to spot if you know what to look for, and once you recognize the tactics they quickly lose power.

Below is a list 14 common adversarial negotiation tactics you might encounter in the course of closing a sale along with some brief countermeasures.

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