March 5th, 2014

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


March Industry Focus: Technology 

Like fingerprints, no two organizations are the same. Each faces different cultural, managerial, operational, and industry challenges and opportunities. That’s why we customize our approach at Richardson, working with each client to develop specially tailored sales training and performance improvement solutions. This month, we are featuring our work in the technology sector. We invite you to please take a look by  clicking here to learn more or contact us directly at


About The Author: David J. DiStefano

David DiStefano is a seasoned executive with nearly three decades of successful senior management experience with both early-stage and global organizations. Over his career David has managed finance, operations, sales, and demand generation functions. For the last 17 years, David has been instrumental in leading Richardson to its place as a premier global sales performance organization.

David J. DiStefano

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