Viewing Posts for: Andrea R. Grodnitzky

October 16th, 2013

Objection Resolution Model: Why is it Important?

objection-resolution

Objection Resolution Model: Why is it Important?

For many salespeople, objections are the toughest obstacle they face in making a sale. Today, it is crucial for sales reps to be able to handle and recover from objections because they are unavoidable. Join us for this video blog post as Andrea Grodnitzky, Senior Vice President, Global Performance Solutions, discusses the purpose of Richardson’s Objection Resolution Model and its ability to establish credibility for a sales rep who can consultatively deal with resistance from a prospect or client.

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October 7th, 2013

How Do You Support the Transition of a High Performing Sales Rep to a Sales Manager?

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How do you support the transition of a high performing sales rep to a sales manager?

In this video blog, Richardson’s Andrea Grodnitzky, Senior Vice President, Global Performance Solutions, explains the first steps to transitioning from sales rep to sales manager: letting go. Andrea also discusses the responsibilities that new sales managers must create time for, including reporting, coaching, and planning.

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October 2nd, 2013

Video Blog: Custom Sales Training: Why is it Important?

custom-sales-training

Video Blog – Custom Sales Training: Why is it Important?

Changing behavior within an organization is a continuous learning process that requires alignment and support for the sales reps. In order to sustain the change, sales leaders must build a bridge for reps to learn the new skills and behaviors. In this video, Andrea Grodnitzky, Senior Vice President, of Richardson’s Global Performance Solutions, offers advice about the importance of developing custom sales training and how to leverage it to help  sales reps learn, practice, and apply changing behaviors within an organization.

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August 31st, 2012

Video Blog: Shaping and Creating Sales Opportunities

When thinking about growing an account, it’s helpful to frame the sales opportunities for you to pursue in three selling modes: Respond. Shape. Create. Join Richardson’s SVP, Andrea Grodnitzky in this short video where she looks at the importance of each mode.

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July 25th, 2012

As Buyer Behavior Changes, What Is the Right Approach to Selling?

COMBINATION of selling solutions approaches

In our work with leading sales organizations, we have certainly seen a change in the buying landscape.  Today’s buyers are more sophisticated, have more data available, and often have already defined a solution before ever involving a salesperson.  This has created a real challenge for sales organizations and reps.  Techniques and methodologies that worked twenty years ago do not necessarily work now.  As buyers change, sellers too must change — but how?

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