Monthly Archives: December 2013

December 20th, 2013

How can sales reps prepare for resistance from a client?

In this video blog post, Richardson’s CEO, David DiStefano, discusses which resources sales reps should be leveraging to successfully navigate resistance from a client.

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December 18th, 2013

Consultative Negotiations: What Roles can a Senior Play in Negotiations?


In today’s video blog, David DiStefano, President and CEO of Richardson, shares some of his best executive practices for participating in and improving the environment of negotiations.

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December 16th, 2013

Video Blog – Sales Coaching: Why do Companies Continue to “Not Coach”?

In today’s video blog, Richardson’s Andrea Grodnitzky, Senior Vice President, Global Performance Solutions, discusses what is preventing organizations from fully adopting coaching as a universal skill.

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December 13th, 2013

Leadership Do’s and Don’ts for Maximizing Sales Training ROI: Where do you Stand?


The purpose of this post is to share my perspective, as a facilitator and former sales leader, on three common mistakes to avoid and five best practices to leverage as a sales manager in supporting a successful workshop that will drive sales training ROI.

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December 11th, 2013

Mind the Gap! Five Gaps That Impact Sales Effectiveness and How to Fix Them


There’s not just one big gap that impacts your sales effectiveness. In fact, there are several gaps (or chasms, depending on the severity) that get in the way of achieving peak sales performance. Failing to close these gaps prevents salesforces from achieving their optimal success. The most forward-thinking organizations address this situation by establishing a sales enablement strategy — a dynamic and long‐term initiative that provides the thinking and the tools to engage sales reps, sway buyers, and inform marketers. It’s all about smarter selling that transforms sales execution into a repeatable, results‐oriented process that ultimately creates optimal alignment between your salesforce and your customers’ buying processes.

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December 9th, 2013

Leading with Questions or Insights In Sales Calls: What’s the Right Strategy?


Leveraging insight in sales calls is a very popular strategy in this age of the empowered customer. Our clients often ask us when in the sales conversation their sellers should lead with insight versus lead with questions. The simple answer to this question is, “It depends.” I’ll provide some further guidance in this post, but I suggest you start by downloading our Sales Insight Call Strategy Checklist and share it with your sales reps.

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December 5th, 2013

Update from Richardson


Richardson Sales Excellence Review Nominated for Top Sales Blog

Richardson is honored to announce that we have been nominated for two Top Sales World Awards… and we need your vote!  The annual Top Sales & Marketing Awards contest recognizes “the heroes” of the sales and marketing space; to laud those companies and individuals who have gone that extra mile; who have been unafraid to challenge paradigms; who have had the courage to pioneer, when others remained wedded to the status quo.  This year Richardson was recognized in the following categories.  We would greatly appreciate it if you could take a few seconds to vote for us by clicking on the links below.

Top Sales and Marketing Blog – Richardson’s Sales Excellence ReviewClick here to vote Top Sales and Marketing Thought Leader –  Linda RichardsonClick here to vote

Complimentary Webinar – Gamification and Mobile Reinforcement: Making Sales Training Sticky

 Richardson and Qstream are offering a complimentary webinar to  introduce our groundbreaking technology from Harvard Medical School that helps sales reps remember complex processes and facts. This technology  leverages mobile and social gaming to drive adoption and motivation, and extends learning from weeks to years while maximizing your return on investment.

Join us on Tuesday, December 10, 2013 at 1:00 PM EST for the latest webinar in Richardson’s eCoffeebreak series: Gamification and Mobile Reinforcement: Making Sales Training Sticky.

Richardson » Continue Reading.

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December 4th, 2013

Learning by Doing: the Magic Behind the Richardson Experience


Learning by Doing: the Magic Behind the Richardson Experience

Salespeople and managers who go through a Richardson program often comment that it is different from any other training that they have ever experienced.  We pride ourselves in being experts in adult learning, in addition to being technical experts in sales process and dialogue.  For participants, it is a transformational experience in their careers.  Together we roll up our sleeves, work incredibly hard, get broken down (a bit) and put back together, and leave with a very different mindset and skill set than when they entered.

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