Monthly Archives: July 2013

July 12th, 2013

Presence: 80% of Success -The Role Presence Plays in “Showing Up” to an Effective Sales Meeting

sales-meeting-effectiveness

Presence: 80% of success -The role presence plays in “showing up” to an effective sales meeting

Woody Allen has been quoted as saying that 80% of success is showing up.  The accuracy of the 80% notwithstanding, my focus here is to break down what “showing up” means in the context of an effective sales meeting.

Based on my experience as a sales leader, coach, and facilitator, sales professionals know the importance of showing up as defined by: being on time, going to the right place, remembering to bring the presentation, wearing a clean shirt or blouse, and brushing and flossing their teeth.  Well maybe not always the flossing part.

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July 10th, 2013

Selling Advice for Bankers, Consultants and Solution Providers from NASDAQ’s CFO

selling-advice

Selling Advice for Bankers, Consultants and Solution Providers from NASDAQ’s CFO

It is not every day that a senior executive candidly discusses how he or she likes to be sold to. So, if you are a banker, consultant or sell high-value solutions to senior-level executives, then you should find the selling advice in this video very enlightening.

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July 8th, 2013

What the Kleiner Perkins Internet Trends Report Means for Sales Organizations

sales-organizations

What the Kleiner Perkins Internet Trends Report Means for Sales Organizations

As many of us return from an extended holiday weekend in the US, I thought that I’d give you something juicy to think about — and I am not talking about steaks and burgers! Venture capital firm Kleiner Perkins recently published their Internet Trends 2013 presentation on Slideshare.

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July 3rd, 2013

Using Tailored Post-Program Sales Coaching to Get Results from Sales Training

Sales Coaching

Using Tailored Post-Program Sales Coaching to Get Results from Sales Training

If you read this blog or know much about Richardson, you know we’re advocates of implementing sales training effectively to change behaviors, achieve desired business results, and deliver a return on the training investment. (Otherwise, why bother, right?)

Developing a full-scale learning system with a well-led and managed change plan is the most effective way to do that. Are you ready for a shocker? One of the most important post-training tools in such a system is sales coaching.

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July 1st, 2013

Sales Call Preparation: The Ultimate Checklist to Cover your Bases

preparing for a sales call

Preparing for a Sales Call: The Ultimate Checklist to Cover your Bases

We all know how difficult it is for your people to get time with buyers these days, so when they get these opportunities, it is essential that your people make the most of them. According to Forrester Research, only 19% of the more than 400 US-based IT and Executive Buyers surveyed believe that meetings with salespeople is valuable and lives up to their expectations.

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