Viewing Posts for: Meghan Steiner

April 17th, 2017

Complimentary Webinar: Great Coaching is Counter Intuitive

sales coaching webinar

Sales coaching is the key to sales success and is the most important job a sales manager has. But to truly build a sustained and high-performance coaching culture, you must understand the true barriers that prevent success.

Join us for this complimentary Training Industry webinar, sponsored by Richardson. Your host, Miriam Abbey, senior facilitator at Richardson, will provide insights on:

• Barriers to developmental sales coaching • Core tenants of a sales coaching methodology • Guiding principles for excellence in sales coaching

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February 14th, 2017

Galvanizing a Multi-generational Sales Force to Drive Revenue – Upcoming Webinar

Multi-Generational Sales Force Webinar

Highly skilled and engaged sales forces drive revenue. But, it is a challenge to get a multi-generational, global sales team operating at peak performance.

On March 7th, 2017 at 2 pm EST Chris Tiné, Richardson’s Chief Product Officer, industry expert Mike Kunkle, and Sales & Marketing Management Magazine will present a webinar on, “Galvanizing a Multi-generational Sales Force to Drive Revenue.” If you are interested in attending or think that your colleagues may be interested, you can register here.

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December 15th, 2016

5 Essential Elements of an Effective & Efficient Online Training Program

Effective Training Program Design

A major challenge facing many of today’s organizations is the need to find a training program that is both effective and efficient because taking sellers out of the field for days at a time is no longer an option for many companies in a fast-paced, ultra-competitive business environment.

Time-out-of-field is not the only cost associated with traditional approaches to training. Many teams are geographically dispersed, and hospitality and travel costs for a multi-day training event can mount quickly. Technology can help reduce the costs associated with training, enhance the learning experience, reduce time-out-of-market, and improve knowledge retention.

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December 13th, 2016

Richardson’s Annual Selling Challenges Research Survey

Selling Challenges Survey

Richardson is collecting information from sales professionals about the selling challenges they expect to encounter in 2017, and we need your help.

Please complete this short survey to share your insights into the future of the sales environment. Your participation automatically makes you eligible to win a new iPad.

Remembering the Selling Challenges of 2016

In last year’s study, we collected data from over 400 participants that gave us insight into the challenges sales professionals anticipated in 2016. Some of these included:

Prospecting: Identifying signals that indicate opportunities to engage new prospects Exploring client needs: Creating value and insight during conversations with clients Negotiations: Gaining higher prices Closing deals: Competing against low cost providers Account management: Finding ways to add relevant value for various stakeholders Expanding relationships: Cross Selling Using Data to Help You Become a Better Seller in 2016

While the 2016 selling environment certainly presented significant hurdles, it also presented opportunities to embrace change and learn new, more effective approaches to selling.

In response to survey data, we focused much of our 2016 efforts on providing solutions and guidance for overcoming these challenges. Some of the most popular blog posts on these topics were:

Four Tips for Better Sales Prospecting Generate Deeper Sales Dialogues with Strong Open-ended Questions The Neuroscience of Sales: The Anchoring Effect When You are Selling to the C-Suite and You Finally Get There, Don’t Blow It! 4 Simple Steps » Continue Reading.

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December 8th, 2016

3 Ways Video Learning Transforms Good Sellers into Great Sellers

video learning and training effectiveness

Video learning is a modern solution to sales training challenges. Not only does it enhance learning outcomes and help make the learner’s journey more engaging, but it also solves the practical problem of providing consistent training across geographically dispersed teams. That’s why it is not surprising to find that it is being utilized more and more frequently in both in-class and online learning environments. Here are a few reasons why video-based instruction is so powerful:

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