May 8th, 2013
Viewing Posts for: James A. Brodo
Does your Organization Need a Sales Transformation?
Today’s blog is written by Howard Stevens and appears courtesy of our partner the Chally Group Worldwide
The goal of Sales Talent Management for any organization is to identify the right talent early, screen out the mismatches before they are hired, retain the high potential talent you want to keep, and identify and develop talent for future opportunities within the organization. An audit of a sales talent pool provides organizations with easily accessible decision making tools that enable them to select, align, engage, develop and retain the sales talent necessary to drive strategic objectives.
April 17th, 2013
Which e-mail Campaigns Deliver More: Broad-based or Account-based?
Which e-mail Campaigns Deliver More: Broad-based or Account-based?
Every day, it gets more difficult to capture the attention of busy professionals using a broad-based e-mail marketing campaign.
More and more companies are adopting automation tools for content-based e-mail marketing campaigns that typically focus on the top few generic topics faced by everyone in their database. For most marketers who use this approach, the key performance indicators (KPIs) involve tracking and capturing opens, click-throughs, and responders. The next step is an automated drip follow-up campaign to nurture these leads and take them to the next level.
Today’s Blog is written by Michael Dalis, a Richardson facilitator & coach.
You know the look. I’m the client. You’re seated across the table from me. In response to my question or request, you’ve begun laying out the details behind a brilliant idea that you are convinced will help my organization. The problem is, the deeper you go into your solution, the more and more disengaged I become. At first, there’s some eye contact, polite nodding, and the occasional grunt of acknowledgment. Then, I begin looking at my watch and, longingly, at the door as I plan my escape. What you hear as appreciation and agreement to your proposed next step is, in fact, an end to our discussion so that I can get back to my real work — and sincere doubt about whether I will subject myself again to this “death by 1,000 facts.”
Content marketing has emerged as the “strategy de jour” for B2B marketers. According to the Content Marketing Survey Report published by E-Consultantcy:
Over 90% of respondents believe that content marketing will become more important over the next 12 months. Nearly three quarters (73%) of digital marketers agree that ‘brands are becoming publishers’. Top content marketing objectives include: Search engine optimization, inbound lead generation, positioning a brand as a thought leader in your space
March 18th, 2013
Richardson Named to TrainingIndustry.com’s Top 20 Sales Training Companies for the 5th Consecutive Year.
On Friday, March 15, 2013, Richardson was named to TrainingIndustry.com’s Top 20 Sales Training Companies. This marks the fifth straight year of inclusion on the list for Richardson. The Top 20 list recognizes the top sales training companies in the industry. These leading companies all provide outstanding service, and a proven track record for delivering superior training and improving the impact of the sales organization.
March 15th, 2013
Testing the Follow-up on Content-based Marketing Campaigns: Companies are Falling Flat
Testing the follow-up on Content-based Marketing Campaigns: Companies are Falling Flat
Content-based marketing is on the rise. It’s expected to represent 35% of the marketing budget in 2013, which, according to the latest estimates, is up 84% from 2012.
Companies are having no problem cranking out content-based marketing campaigns — with information aimed at positively influencing a customer in some way — but they seem to struggle with follow-up and nurturing leads.
March 13th, 2013
5 Best Practices for Driving Strategic Initiatives and Change Through Your Sales Force (Video Blog)
5 Best Practices for Driving Strategic Initiatives and Change Through Your Sales Force (Video Blog)
(If you are having troubles veiwing this video, please click here )
According to the Economist Intelligence Unit, companies typically deliver only 63 percent of their strategy’s financial performance potential. There is no shortage of great ideas sales leaders can use to annihilate their competition and blow past their targets. But if it were that easy, the average tenure of a sales leader would surely be more than 18 to 24 months. Please join David DiStefano, CEO of Richardson and Dario Priolo, Chief Strategy Officer of Richardson for this interactive video presentation from SellingPower’s Sales 2.0 conference. David and Dario share with you five high-value best practices that will help you drive the change necessary to execute your strategic initiative more effectively.
To learn more about Richardson’s Award Winning sales training and strategy execution solutions, please visit http://www.richardson.com.
March 6th, 2013
Richardson and Clients Take Gold, Silver, and Bronze; Recognized for Sales Excellence with Nine Stevie Awards
Richardson and Clients Take Gold, Silver, and Bronze; Recognized for Sales Excellence with Nine Stevie Awards
Richardson and its clients took Gold, Silver, and Bronze — a total of nine awards – at the Seventh Annual Stevie Awards for Sales & Customer Service. Winners of this international competition, which recognizes sales excellence in disciplines vital to business success, were announced Monday, February 25, at a gala ceremony at the Paris Hotel in Las Vegas.
February 11th, 2013
Richardson Honored as Top 20 Leadership Training Company by TrainingIndustry.com
Richardson Honored as Top 20 Leadership Training Company by TrainingIndustry.com
Richardson has been named one of the 2013 Top 20 Leadership Training Companies by TrainingIndustry.com.
Richardson was recognized for its growing focus on:
Helping clients build world-class sales leadership and management teams Enabling managers and executives to develop the ability within their teams to position the value of their solution, sell effectively, and achieve results Offering a fully integrated, level-by-level curriculum for all management ranks to help ensure reinforcement and ongoing development Providing change leadership workshops to equip senior sales leaders and their direct reports with the ability to support transformational change
January 9th, 2013
Innovative Sales Training Reinforcement Tool, Richardson QuickCheck™, Wins Two Gold Medals
Richardson QuickCheck™ Wins Two Gold Medals
The Brandon Hall Excellence in Technology Awards recognized Richardson’s QuickCheck™, an innovative sales training reinforcement tool, with two gold medals: one for Best Advance in Unique Sales and Marketing Technology and the other for Best Advance in Sales Training Software Platform.
November 30th, 2012
Richardson Expands Sales Enablement Practice into Europe
Richardson Expands Sales Enablement Practice into Europe
Richardson has announced the appointment of Marjan Visser as Senior Consultant in the Sales Enablement Practice of its global sales training and performance improvement business.
November 21st, 2012
Free Benchmarking Report: Be More Thankful for Your Strategic Accounts!
Free Benchmarking Report: Be More Thankful for Your Strategic Accounts!
As we all know, farming additional business is always desirable, but renewing existing business is essential. Planning, developing, and executing an account strategy requires skills and abilities that need to be kept current. As we head into the Thanksgiving break, Richardson is excited to offer you a complimentary report from CSO Insights called Account Management Analysis. Here is some data that you might want to read more about in this report:
October 26th, 2012
Survey: Top Sales Improvement Priorities
Top Sales Improvement Priorities
Let your voice be heard!
Richardson is conducting a short survey of sales professionals to help companies determine where they should invest in 2013 to improve sales performance. We would appreciate if you could take about 5 minutes to answer a few short questions. The information will be very useful for helping sales leaders align and prioritize initiatives. Your response will be kept strictly confidential.
October 19th, 2012
Train, Coach, Reinforce: Best Practices in Maximizing Sales Productivity
Complimentary Aberdeen Group Research Report - Train, Coach, Reinforce: Best Practices in Maximizing Sales Productivity.
Richardson is pleased to offer you a complementary report from the Aberdeen Group called Train, Coach, Reinforce: Best Practices in Maximizing Sales Productivity. Aberdeen’s research provides an in-depth and comprehensive look into process, procedure, methodologies, and technologies with best practice identification and actionable recommendations. This report will help you discover how you can achieve Best-in-Class results for your sales team.
October 12th, 2012
Sales Performance Optimization (SPO) Survey
Sales Performance Optimization (SPO) Survey
CSO Insights is conducting their 19th Sales Performance Optimization (SPO) survey, the past results of which have been featured in Business Week, Harvard Business Review, Fortune, etc.
October 5th, 2012
Marketing and Sales 2.0 Conference
As a subscriber and reader of the Richardson Sales Excellence Blog, we would like to invite you to attend the upcoming SellingPower Marketing & Sales 2.0 Conference in San Francisco on October 22-23, 2012.
October 1st, 2012
Richardson Clients Win Gold and Silver in Brandon Hall Excellence Awards
Richardson Clients Win Gold and Silver in Brandon Hall Excellence Awards - Consultative selling skills and systematic approach to sales coaching and change leadership proven to help companies execute sales strategy and drive business outcomes
Richardson clients took top honors in the 2012 Brandon Hall annual Excellence in Awards for Learning, Talent Management, and Sales and Marketing. The awards included:
Gold, Best Model of a Growth Focused Organization — Cox Media Gold, Best Program for Sales Training and Performance — Experian Silver, Best Sales Leadership Development Program — Cummins
September 27th, 2012
Richardson’s Sales Excellence Review Named to Top 50 Marketing and Sales Blogs
Richardson is very excited to announce that The Richardson Sales Excellence Review has been named to the Top Sales World’s Top 50 Marketing & Sales Blogs 2012
September 13th, 2012
SellingPower Video: How to Drive Meaningful Change
Click here to View video
“… like trying to fly an airplane while you build it.”
Once people get a good idea, they are sometimes too eager to pursue it in a thoughtful and disciplined manner, choosing instead to plow ahead at full speed. How many times have you begun to put something together and decided to only consult the instructions after you need help?
Complimentary White Paper – Six Best Practices for Leveraging Strategic Accounts to Consistently Achieve Annual Sales Success
About Richardson
Richardson: Sales Training & Strategy Execution
Richardson helps leaders prepare their organization to execute sales strategies and achieve business objectives.
We have the expertise and resources to help you scale your initiative quickly and confidently across your entire sales force and supporting functions. With you, we establish sales best practices, evaluate talent, build capability and consistency through world class training, and sustain necessary change. We ensure your solution reflects your unique culture and values, which drives rapid adoption and lasting results.
Richardson’s Selling with Insights™
Richardson’s Selling with Insights™ training program teaches your sales reps advanced preparation techniques and dialogue skills to present insights, challenge the customer’s thinking, add more value, differentiate your solution, and build credibility as a trusted business partner. Click here to learn more!
Awards & Recognition
Our Editorial Mission
Dario F. Priolo
Chief Strategy Officer
Even a great sales strategy will fail without effective execution. It is our mission to provide you with insight and best practices for executing your sales strategy and bringing your sales vision to life. We want to help you understand what you need to know and what you need to do to be successful.
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