Monthly Archives: June 2014

June 26th, 2014

How to Amp Up Your Presence in Must-win Sales Presentations

How to Amp Up Your Presence in Must-win Sales Presentations

What is it that causes a group of clients to respond to one salesperson’s sales presentation and reject another’s? With similar solutions, and not always significant price differences, something else makes the difference. The difference is the way solutions are presented to potential buyers.

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June 24th, 2014

The Sales Learning Curve: Getting Sales Process, Skills and Tools Right before a Full-scale Product Launch

sales-learning-curve

The Sales Learning Curve: Getting Sales Process, Skills and Tools Right before a Full-scale Product Launch

Over the past 18 months we’ve launched three significant new offerings: Richardson’s Selling with Insights®, Richardson QuickCheck®, Richardson Sales Process Pro®. It is interesting looking back at how we prepared our sales team, especially in light of a very thoughtful and highly relevant article I picked-up from the Harvard Business Review.[1] The article was written by Mark Leslie, the managing director of Leslie Ventures, and Charles A. Holloway, an emeritus professor of management at the Stanford Graduate School of Business in California.

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June 19th, 2014

Richardson Named to Selling Power Magazine’s 2014 Top Sales Training Companies List

Top-sales-training-companies

Richardson Named to Selling Power Magazine’s 2014 Top Sales Training Companies List

Richardson, a leading global sales training and sales force effectiveness company, today announced that it has been named to the 2014 list of the Top Sales Training Companies by Selling Power Magazine. The list appears in the July issue of Selling Powermagazine and recognizes those sales training companies that excel in helping sales leaders improve the performance of their sales teams.

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June 17th, 2014

Be Quick or Be Dead — What B2B Buyers Expect When They Submit Your Contact Forms

B2b-buyers

Be Quick or Be Dead — What B2B Buyers Expect When They Submit Your Contact Forms

Clearly, the web has become a critical part of the buying process, and the emergence of mobile and tablets further influence the radical change in how buyers move forward. Zogby Analytics, a spin-off from the famous Zogby political polling firm, recently studied customer expectations online when purchasing significant products, services, or solutions. They came up with some interesting results. (http://www.slideshare.net/digitalinsurance/velocify-online-buyer-expectations)

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June 11th, 2014

Abused Stats and Figures: Maintain a Healthy Degree of Skepticism 100% of the Time

Abused Stats and Figures: Maintain a Healthy Degree of Skepticism 100% of the Time

Stats and figures help people make decisions or convince others to make a choice. Whether you’re a sales rep or a consumer, these numbers can be beneficial, but they are also easily misunderstood, misrepresented, or abused.

Uri Simonsohn, a research psychologist at the University of Pennsylvania’s Wharton School, sensed that something was amiss with several sets of research findings published in his field. Upon investigating, he discovered that the studies’ authors had taken liberties with the data and were forced to back away from their published articles. For his efforts, he was labeled a “data vigilante,” which paints a portrait (either white hat or black hat, depending on your views), but more importantly, presents us all with cautionary advice: be careful how you use and interpret data and statistics. (See the full article “The Data Vigilante” by Christopher Shea in The Atlantic from November 28, 2012.)

The article in The Atlantic offers a somber comparison between massaging data to suit your study’s needs and doping by professional athletes: “Outright fraud is probably rare. Data manipulation is undoubtedly more common—and surely extends to other subjects dependent on statistical study… Worse, sloppy statistics are ‘like steroids in baseball’: Throughout the affected fields, researchers who are too intellectually honest to use these tricks will publish less, and may perish. Meanwhile, the less fastidious flourish.” In essence, cheaters with » Continue Reading.

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