Category Archives: Consultative Selling

October 8th, 2012

Dear Challenger: Sincerely yours, Willy Loman

Dear Challenger:  Sincerely yours, Willy Loman

In their article, The End of the Solution Sale, Matthew Dixon, Brent Adamson, and Nicholas Toman explain that there is no longer a need for salespeople to uncover customers’ needs because customers define solutions for themselves.  They propose that salespeople “altogether change how they sell;” for example, deliver a teaching pitch that enlightens customers and tells them what they need and what they should do.  The authors assure us with their research that this is how the new breed of successful salespeople win.

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October 1st, 2012

Richardson Clients Win Gold and Silver in Brandon Hall Excellence Awards

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

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September 5th, 2012

The Missing Link in the Challenger Sales Training Approach

Challenger Sales Training Missing Link

I recently read a white paper by a competitor that I’ve long known and long respected.  The paper reflected the influence of The Challenger Sale on this company’s sales methodology.  The concept of “Challenger” has captured the interest of the mainstream press and social media and sounds appealing to many sales leaders who are looking for new ways to drive business in a slow growth economy.  Several voices in our industry have argued against the Challenger sales training approach.  My initial reaction was to recognize it as an approach that I didn’t buy into — live and let live.  But the interest in Challenger sales training that I have seen has spurred me to add my voice.

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