Viewing Posts for: Richardson Sales Training

March 16th, 2012

Video Blog: Extraordinary Preparation

If you’re extraordinarily prepared, you can float insights, ideas, articles, and concepts in front of your clients to provide an extra layer of value. Join Andrea Grodnitzky, SVP of Richardson, for a Richardson Video short where she discusses how being extraordinarily prepared can differentiate you from your competitors. Learn more about Richardson comprehensive sales training and performance support solutions at http://www.richardson.com

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February 6th, 2012

Free Webinar: Effective Coaching for Sales: Best Practices for Driving High Levels of Impact

Is your organization developing its salesforce effectively to drive results?

On February 9, 2:00 p.m. ET/19:00 GMT, Richardson’s Debbie Antonelli, EVP Global Sales and Janet Clarey, senior analyst in Bersin & Associates’ L&D practice area will share research findings on best practices for effective coaching.

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January 12th, 2012

Using Verifiable Outcomes in the Sales Process to Change and Track Behavior

New Whitepaper from Richardson: Using Verifiable Outcomes in the Sales Process to Change and Track Behavior.

The use of verifiable outcomes has become more widely adopted by companies engaged in complex sales. These measures provide visibility into the sales process, pipeline performance, and forecasting. The problem, however, is that most of these verifiable outcomes are lagging indicators of past performance, not leading indicators of future achievement. Richardson’s new whitepaper explores how to identify and use verifiable outcomes that are leading indicators of customer engagement.

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November 4th, 2011

RFPs — Ask Rarely Asked Questions to Get an Edge

An RFP arrives.  You’ve been proactive.   While you weren’t able to keep the opportunity out of the RFP process, you knew the RFP was coming and even influenced it.  You also expect that the incumbent too has had influence.

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October 11th, 2011

Richardson CEO, David DiStefano, to Participate in online Sales Effectiveness Panel

David DiStefano, President and CEO of Richardson will be participating in an online panel discussion on sales effectiveness.

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October 7th, 2011

The Lighter Side of Selling II eBook

Richardson has released a new eBook called the Lighter side of Selling II – Sales Meeting Stories.  The Lighter Side of Selling II is a fun look at real stories, anecdotes, and other events that sales professionals have experienced during an actual Sales Meeting. Here is a sample story. To download the full eBook, please click here.

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September 28th, 2011

The Value YOU Bring Is As Important As Your Products

You know your customers are smarter than ever.  They are doing their homework aided in full by the internet.  The big question for you is how has your “pitch” changed to keep up with your customers.

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