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.

Read More »

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.

Read More »

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.

Read More »

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.

Read More »

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.

Read More »

HE Blog Directory Business Blogs best blog sites