Monthly Archives: March 2014

March 31st, 2014

Dave Stein 2.0

Dave Stein 2.0

Dave Stein has shut the doors of ES Research Group.  He notified the world on March 15 by posting the announcement on his blog. While he promises to “continue to be active in the sales performance improvement community,” his transition is a milestone worth marking.

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March 26th, 2014

A Quick Guide for Structuring Win-Win Negotiations

A Quick Guide for Structuring Win-Win Negotiations

Consultative negotiations, seeking win-win outcomes, following a certain structure — not a precise ritual or Kabuki theater-style performance, but a series of phases that usually occur in a certain order. Below is a quick guide to help you structure this process by understanding what to do at each phase of the win-win negotiations.

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March 24th, 2014

The Importance of a “Heads Up” Approach to Planning and Leading

planning-and-leadership

The Importance of a “Heads Up” Approach to Planning and Leading

Successful Leadership Isn’t as Easy as Riding a Bike

Now that the weather is warming up, I’ve been seeing more bicyclists on the road. I was talking to a cycling friend recently who told me something surprising. He said that on long rides of 30 or more miles that require pedaling multiple hours at a time, it’s often not your legs that hurt, but rather your neck and shoulders. This stems from maintaining a fixed posture for a long period. How do riders prevent that discomfort? By forcing yourself to look up, turning your head from side to side, rolling your shoulders, and changing the position of your hands on the grips.

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March 19th, 2014

Social Selling? Make sure to Ask for Referrals

Social Selling? Make Sure to Ask for Referrals

Using LinkedIn is a great opportunity to network and potentially receive referrals for new prospects or expanding relationships within existing accounts, but not before you get involved. Referrals are about “give to get” and this video blog post, Jim Brodo, Senior Vice President, Marketing, shares some quick steps to take before asking a LinkedIn contact for a referral, including giving recommendations for skills and competencies. Need some more tips? Contact Jim directly at james.brodo@richardson.com

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March 17th, 2014

Avoid the Content Marketing Scrap Heap through Personalizing Insights for Prospects

scrap-heap-content-marketing

Avoid the Content Marketing Scrap Heap through Personalizing Insights for Prospects

The business world is being over-run by content marketing. Prospects are being overloaded with information, and e-mail response rates are in the tank. If you succeed in getting the attention of your prospect, your next challenge is to grab them with something that will keep them on the phone and engaged long enough to warrant a deeper conversation. Upon picking up the phone, inevitably, your contact’s guard is up while giving you only a portion of their attention as they wait for you to give them an opening to say, “No thanks, I’m not interested.”

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March 12th, 2014

Avoiding 9 Common Traps of Selling with Insights Part II

common-traps-insight-selling

9 Common Traps of Selling with Insights and How to Avoid Them – Part II

In part I of 9 Common Traps of Selling with Insights and How to Avoid Them, I introduced the first 5 traps to avoid when selling with insights. To review, they were:

Preparation Trap – Don’t be cavalier; thoroughly research the insight and target client to be ready. Paralysis-by-Analysis Trap – Research is critical, but don’t undertake PhD-level examination on the topic; once you have enough to get the dialogue going with confidence, act on it. Credibility Trap – Make sure that the insight is legitimate and that you are capable of resolving the issue or taking advantage of the opportunity. Arrogance Trap – Especially when introducing an “unknown” insight, be sure not to come across as superior and condescending; if you want the client to trust and hire you, then you need to be someone they feel comfortable with. Dialogue Trap – Following the previous point, be sure that you don’t show up to lecture the client; structure your insight in such a way that it raises points and promotes healthy discussion.

Each of the above traps may seem obvious, but following through – or more specifically, avoiding them – is often easier said than done. Here are the remaining common traps and suggestions for avoiding them.

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March 7th, 2014

9 Common Traps of Selling with Insights and How to Avoid Them

9 Common Traps of Selling with Insights and How to Avoid Them

Selling with insights successfully should markedly separate you from your competition. This more sophisticated sales tactic goes well beyond the transactional approach (or lack of approach) of “We sell widgets; how many can I put you down for?” to one that is more meaningful and substantive to both the buyer and seller.

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March 5th, 2014

Big Data: How should a sales rep approach a customer with potentially sensitive data?

big-data

Big Data: How should a sales rep approach a customer with potentially sensitive data?

The availability of information provides many opportunities for sales and marketing to analyze prospects and create needs that they might not even know they have. However, sales reps must approach the conversation in a way that does not make the customer feel exposed or exploited. Join David DiStefano, President and CEO of Richardson, as he offers advice to sales reps about how to take valuable, but sensitive “big data” and present it to a client in a way that addresses their business challenges.

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