Monthly Archives: April 2014

April 28th, 2014

For Experts that Sell, A Surprising Key to an Effective Sales Meeting

For Experts that Sell, A Surprising Key to an Effective Sales Meeting

Experts, circa 2014, sell.  Are you a portfolio manager, consultant, lawyer, investment banker, engineer, architect, or estate planner?  As an expert, you are highly educated and credentialed and have deep industry and subject matter knowledge.  Though not in a typical sales role, you may be asked at times to participate on a sales call or pitch.  The request may be driven by clients who increasingly want to meet and gain comfort with the person who will be creating their portfolio, solution, deal structure, strategy, or design.  Or, the request may be driven by your firm, which has decided that your participation is essential to win the work.  Regardless of how you feel about selling, the comments below are designed to help you contribute to a winning sales effort when asked.

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April 23rd, 2014

Six Critical Skills for Successful Sales Conversations

Six Critical Skills for Successful Sales Conversations

Fundamental communication and persuasion skills that flex as needed during a sales conversation

There are numerous factors and variables that go into a sale or selling situation. Many of those are beyond the sales rep’s control or influence, but the one aspect that is absolutely in the rep’s control and can make or break the sale is the conversation.

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April 21st, 2014

How to Spot an Adversarial Negotiator

How to Spot an Adversarial Negotiator

Asymmetric warfare is what military and defense experts call it when an adversary seeks to attack where you are weakest. An enemy weaker than you will often use this method as part of the idea of choosing the battlefield. In military affairs, this is a smart idea. The military’s goal is to defeat resistance. The win-win, the mutual accommodations, of effective negotiations only then can come.

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April 16th, 2014

Richardson Partners with SAVO to Maximize Sales Training Investments

Maximize Sales Training Investments

Richardson Partners with SAVO to Maximize Sales Training Investments

Richardson is very excited to formally announce a partnership with SAVO, the market leader in sales enablement. Together, the two companies have developed SAVO Sales Process Pro Richardson Edition™, an application that allows sales and marketing leaders to reinforce training and execute best practices through coaching at each stage of the sales cycle. Integrating seamlessly with CRM solutions, the application helps to improve productivity and sales forecasts and ensure overall deal quality.

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April 14th, 2014

Communicating and Selling Value: Why a Strong Offense is the Best Defense

selling-value-strong-offense

Communicating and Selling Value: Why a Strong Offense is the Best Defense

Google, Amazon, and Microsoft have begun a Cloud Price War. How will you respond?

I recently wrote about the need for a “heads up” approach to managing and leading. Fortunately for me (but unfortunately for many), recent headlines about a shakeup in the technology space provide a great example of why it’s so important to look up and look around.

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April 10th, 2014

“Just Say No!” Do Your Job, Not Someone Else’s

“Just Say No!” Do Your Job, Not Someone Else’s

You have a job to do. Most people are (or complain about being) overworked to some degree and are not looking for more to do. Yet, we often let ourselves get dragged into situations that distract from our primary responsibilities and fill up our calendars needlessly. What might seem like a harmless request (“Hey, Joe, do you have a minute?”) can quickly turn out to be a horrible drain on your time, energy, and productivity.

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April 7th, 2014

Consultative Negotiations: Why Not Just Split Things Down the Middle?

consultative-negotiations

Consultative Negotiations: Why Not Just Split Things Down the Middle?

Compromise is a much-heard term these days, particularly with what is going on in the world these days. Politics is said to be the art of the possible. We get the two sides with positions seemingly set in stone. They should compromise; they should split the difference. This forgets that effective policy is frequently not splitting the difference but is rather taking ideas from both sides and mixing them into a better whole. Compromise is creating a third position, not split things down the middle. Both sides seem unhappy at first but will eventually realize that all have benefited.

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April 4th, 2014

Optimizing Your Time for Less Painful Prospecting Activities

Optimizing Your Time for Less Painful Prospecting Activities

Prospecting is one of those activities that you either love or hate. For most people in sales, it’s unavoidable. Those who hate it generally suffer from “prospecting procrastination,” which is when a person will seek out any kind of busy work in an effort to put off and avoid the dreaded task.

Perhaps it is loathed because it rarely (if ever) yields immediate gratification. Others can’t handle the hang-ups and rejection. Whatever the reason, sales reps must realize the importance of prospecting to building and sustaining a pipeline that will pay off down the road — depending on your sales cycle length.

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