Monthly Archives: October 2013
5 Strategic Applications of Richardson’s Selling with Insights ®
Since launching Richardson’s Selling with Insights® program just over a year ago, we’ve seen incredible excitement and uptake from our clients, and we’ve learned a few things along the way. Selling in this era of an ultra-prepared buyer requires a seller to be even more skillful and prepared than ever. While interpersonal, communication, and consultative selling skills are still relevant and important, sellers need new skills to share value-creating ideas that shape and create opportunities with buyers. Sellers also need insightful content to share, which requires even greater alignment between the sales organization and other functions that may be the keepers of subject matter expertise, such as R&D, Product Management, and Marketing.
Selling With Insights: When is the Best Time to Provide insight?
Insights can be provided through any phase of the sales process. Today, selling with insights is about the value you are able to bring to your client or customer through the solutions you offer. Your sales team members need to become a source of ideas and insights for their customers to add value while building credibility and awareness of how they can help. In this video blog, Richardson’s Dario Priolo, Chief Strategy Officer, talks about some of the best times to provide insight and how to do so when that moment presents itself.
Dialogue: The Oldest New Killer Sales Skill
The World of Buying and Selling Has Changed
Few people disagree that professional selling has changed. The internet has disrupted standard selling approaches because it has changed buying behavior. Request for Proposals (RFPs) are more frequent, as buyers do their own research and engage suppliers much later in the buying process. Buyers attempt to drive us toward commoditization while sellers strive to differentiate. With closer budget scrutiny, senior executives and procurement professionals are more involved and the number of decision makers has increased.
Social Selling: A Few LinkedIn Best Practices
Over the last few years, LinkedIn has rapidly evolved beyond a professional social networking site. Today, the LinkedIn network is becoming the hub of social selling. It allows members to leverage relationships with clients, participate in customized groups, and collaborate with your marketing team. Join us as Jim Brodo, Senior Vice President, Marketing, offers his executive tips for getting the most out of your LinkedIn membership and how to your social selling efforts.
Objection Resolution Model: Why is it Important?
For many salespeople, objections are the toughest obstacle they face in making a sale. Today, it is crucial for sales reps to be able to handle and recover from objections because they are unavoidable. Join us for this video blog post as Andrea Grodnitzky, Senior Vice President, Global Performance Solutions, discusses the purpose of Richardson’s Objection Resolution Model and its ability to establish credibility for a sales rep who can consultatively deal with resistance from a prospect or client.
Does it make sense for HR or Learning and Development to own Sales Training?
Professionals in Human Resources (HR) and Learning and Development have tremendous expertise and can be extremely valuable to organizations. However, we believe that neither HR nor Learning and Development should own sales training. That may have made sense in the past, but it no longer fits today’s business environment.
Lead Nurturing and Marketing Automation: Make Messaging More Personal?
Behind the scenes, marketing is tracking campaigns and sending leads to sales reps, but sales could lose good opportunities if they don’t make a personal connection. In this video, Jim Brodo, Senior Vice President, Marketing, builds on his earlier blog post, Some Do’s and Don’ts for Better Lead Nurturing and Follow Up, to further discuss the impact of marketing automation on the ability of reps to effectively nurture leads with a more personalized message. Please join him for this short video blog post.