Monthly Archives: July 2015

July 29th, 2015

Asking Sales Questions to Engage Prospects

sales-questions

The Best Sales Questions to Engage Your Prospects

“If you fail to plan, you are planning to fail.” — Benjamin Franklin

Salespeople who call on prospects or clients without well-researched, well-prepared sales questions to ask are likely to walk away knowing little more than when they began.

The four main objectives in any initial sales dialogue should be these:

To establish yourself as a credible professional and partner by being prepared and thoughtful in the sales questions that you ask To seek to understand the prospect’s current situation, which includes an effort to validate what you’ve researched or the assumptions that you’ve made To uncover a broader and deeper range of information, from strategic objectives to immediate business needs To seed new ideas to either influence or disrupt the prospect’s current thinking Asking Open Ended Sales Questions

With those four objectives firmly in mind, your next step is to develop a series of open-ended questions that you will ask to engage clients in a meaningful dialogue. Sequence your sales prospecting questions to create a flow. Forget about yes-or-no sales questions. Don’t provide multiple-choice answers. You want each question to elicit a thoughtful answer from the prospect’s or client’s point of view.

What is the initiative we’re here to talk about today? What is the driving force behind this initiative? Why is now the right » Continue Reading.

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July 27th, 2015

Aligning Key Stakeholders in Rolling out Global Sales Training Programs

global sales training programs

Aligning Key Stakeholders in Rolling out Global Sales Training Programs

“Not invented here” is probably the leading challenge facing the rollout of global sales training programs.

What happens in too many cases is that someone or some group in corporate headquarters says, “We need a training program for all our locations. We will develop it here, in our home country, and then roll it out around the world.”

It doesn’t matter where that corporate headquarters is located. If a training program comes solely from any one place, the rest of the world will say, “That won’t work in our country.” It could even be that the proposed program is exactly what they themselves would recommend, but the fact that it came from somewhere else makes it tainted.

The resistance to a program developed in Country A being implemented in Country B, C, or D is high and often justified because the targeted customers — their communication styles, their customs — are different. Overcoming this resistance is possible and can be relatively easy. It just takes collaboration and alignment of stakeholders.

The people in Country B, C, and D should be considered stakeholders, not recipients, of the proposed training. Taking the time and effort to ask their input may not significantly change the construct of what the program would have been without their involvement, but it will make a huge difference in adoption.

The stakeholders will feel » Continue Reading.

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July 23rd, 2015

Three Easy Steps in Building your Mobile User Persona

Mobile User Persona

Today’s blog post was exclusively submitted and written by The Online Expert

Three Easy Steps in Building your Mobile User Persona

The digital boom has helped marketing and sales reach new heights. From conventional print, radio, and television, to the viral, social selling activities, online marketing, and now mobile, the pattern of business development strongly suggests that it will follow the type of medium most used by people. Smart Insight reported that mobile marketing will be vital in the success of marketing and demand generation campaigns for businesses this year.

However, there are a lot of factors to consider if you want your mobile demand generation campaigns to be more effective. Start by building mobile user personas necessary for your campaigns.

But first, what is Mobile User Persona?

Mobile user personas are essentially your ideal target market classified in different personalities depending on how they use their mobile devices, the type of mobile devices, how they consume content via their gadgets and a slew of other factors. It basically provides sales and marketing with ways to identify customer motivations, habits, personalities, expectations, and goals.

Building such personas will allow you to create strategies based on the mobile habits of your ideal customers, which can lead you closer to reaching your goal/s.

How to create mobile user personas quickly?

Building personas for your mobile demand generation and prospecting isn’t really different from defining your target market. The only difference is that you are » Continue Reading.

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July 20th, 2015

Richardson Named to Selling Power’s 2015 Top Sales Training Companies List

top sales training companies

For the Third Consecutive Year, Richardson has been Named to Selling Power’s 2015 Top Sales Training Companies List

Philadelphia, PA—July 20, 2015 — Richardson, a leading global sales training and effectiveness company, announced that it has been included on Selling Power’s 2015 list of the Top Sales Training Companies for the third consecutive year. The Selling Power Top 20 Sales Training Companies list identifies leading companies that excel in helping sales leaders improve the performance of their sales teams. Selling Power editors say that the firms included on the 2015 Top Sales Training Companies list have “demonstrated an excellent awareness of the skills and tools required to succeed and remain competitive in today’s selling environment.”

According to Selling Power magazine publisher and founder Gerhard Gschwandtner, sales training is a vital component of a high-performance sales organization. “Great salespeople require the right toolset, the right skillset, and the right mindset to win,” he said. “A great, consultative sales training initiative can address all three areas. Sales leaders should use this list of the Top 20 Sales Training Companies to find the solution that best suits their needs.”

“We are very thankful and honored to be recognized once again as one of the top sales training companies in the industry,” says Jim Brodo, SVP of Marketing at Richardson. “Richardson’s success is a direct outcome of working with some of today’s most innovative clients and by the excellence and » Continue Reading.

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July 17th, 2015

5 Key Elements for Rolling out a Global Sales Training Initiative

global-sales-training

5 Key Elements for Rolling out a Global Sales Training Initiative

I am an American who has lived outside the US for 27 years. I’ve worked in 42 countries, lived in the Far East for eight years, in Europe for the last 19 years, and am now based in the UK. At Richardson, Europe Limited, I am a consultant, facilitator, trainer, and coach. I work with European firms, FTSE 100 global companies, and many, many foreign subsidiaries of US companies around world.

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