Viewing Posts for: Andrea R. Grodnitzky

October 2nd, 2013

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


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 CMO, 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?

Selling Solutions

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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