Category Archives: News from Richardson
There is no second act in selling. Buyers have too many options and not enough time. When your salespeople show up, they must be exceptional – cutting through the noise and distilling what matters most.
Join Richardson for a complimentary webinar, Adjusting Your Consultative Selling Approach to Engage The Modern Buyer, on August 8 at 3:00 PM EST. In this webinar, attendees will learn how to create a fresh approach to their Consultative Selling Training Programs that empowers their sales organizations:
To understand not only buyer psychology, but the neuroscience and behavioral science behind how people form impressions, make judgments, and arrive at decisions How to foster trust and encourage openness from their buyers How to float ideas in a way that deepens the conversation rather than limiting it
The ability of sellers to form teams that add value and present a compelling case to buyers is no longer optional but is required in today’s complex sales environment.
For many sellers, executing a successful team presentation might feel like the luck-of-the-draw, but this is simply not the case. Richardson Senior Consultant and Trainer Michael Dalis demystifies team selling in his new book Sell Like a Team: The Blueprint for Building Teams That Win Big at High-Stakes Meetings.
Team Selling Skills Unlock Revenue
Prior to the great recession and the proliferation of online information sources, team selling was often limited to blockbuster business-to-business sales pitches, but now every sales person in every industry must have the ability to form an effective team to win business. In fact, according to Harvard Business Review, “… the number of people involved in B2B solutions purchases has climbed from an average of 5.4 two years ago to 6.8 today.”
Sell Like a Team offers practical insights into the importance of developing the ability to form effective selling teams that are comprised of both sellers and non-sellers.
According to Dalis:
“… As sellers, we tend to focus on getting our salespeople ready. The sale is often made by more than one person … I’ve got to have a senior person, a subject matter expert, and a technology specialist come and join me. They haven’t had sales training, but they are » Continue Reading.
In just over a week, Richardson will be heading to Atlanta, Georgia to take part in the ATD 2017 International Conference and Exposition. We have quite a few things planned at the conference. Read on to learn more, and be sure to visit us at booth #1329 if you’re attending the show.
At 4:30 p.m. on Monday, May 22 in room B203, Richardson’s Chief Product Officer, Christopher Tiné, will host a session that examines how the latest research on Millennial learners, the neuroscience of selling, and digital delivery is driving the development of the next generation of sales training products. This session will walk you through best practices and strategies to engage your learners in a way that will drive more revenue for your organization.
Meet the Author of Richardson’s New Book, Sell Like a Team: Michael Dalis
On Monday, meet the author and get a signed, advanced copy of “Sell Like a Team: The Blueprint for Building Teams that Win Big at High-Stakes Meetings” written by Richardson Senior Facilitator Michael Dalis. Sales is now a team sport, and to win, you have to build and manage selling squads that work in complete alignment – not just during client meetings — but before and after as well. In Sell Like a Team, learn the process of creating and managing selling squads that execute and win in every » Continue Reading.
Recognized Eight Straight Years
Richardson has been named to TrainingIndustry.com’s 20 Top Sales Training Companies list for the eighth consecutive year and its 20 Top Leadership Training Companies list for the third consecutive year. The Top 20 lists recognize the top providers for training services and technologies.
For the past eight years, Richardson has been recognized for providing outstanding service and a proven track record for delivering superior sales training programs and improving the impact of the sales organization. Richardson provides sales professionals, managers, and leaders with the structure, skills, and tools that are necessary to increase their sales effectiveness and build their individual and organizational capabilities.
Selection to this year’s 20 Top Sales Training and Leadership Training Companies list was based on the following criteria:
Thought leadership and influence within the training industry Industry recognition and impact on the sales training industry Industry recognition and innovation Breadth of programs and services offerings & the range of audiences served Delivery methods offered Company size and growth potential Strength of clients Geographic reach Experience serving the market
“The companies considered for the 2016 Top 20 Sales Training Companies list are some of the most impressive we’ve ever evaluated,” said Ken Taylor, president, Training Industry, Inc. “This year’s list continues to highlight the best providers of sales training, one of the segments in the training industry that is very open to innovation, even though the majority of its services are delivered through » Continue Reading.
Social Selling? Negotiating price concessions? Growing existing accounts? What are some of the biggest challenges facing sales professionals in our uncertain business environment? Richardson has the answers!
We are very excited to release The 2016 Richardson Selling Challenges Research Study. We surveyed over 400 field sales reps, senior sales professionals, and sales leaders and asked them to identify some of the major hurdles they are, and will be facing, in the year ahead that will impede them from achieving their goals and objectives.
The report will provide you with insight into some of the challenges sales professionals are trying to manage around prospecting into new accounts, identifying client needs, negotiating deals, managing accounts, and expanding relationships. This report will also provide you with some helpful tips on how to navigate these rough waters.
Richardson will also be developing additional articles from this this data based on a number of responder characteristics such as role, tenure, and industry. If you would like an industry specific version, please contact us at firstname.lastname@example.org to discuss your potential options.
Please click here to download this complimentary report.
Wishing You the Very Best this Holiday Season!
Why Sales Training Reinforcement is a Must-Have
Richardson recently partnered with the Aberdeen Group to provide you with complimentary access to its newest research, Once is Not Enough: Why Sales Training Reinforcement is a Must Have. This report is a “must-have” that identifies the organizational best practices that “post-training reinforcement” companies invest in to emphasize how sales training is not only as an event, but as a lifestyle, that can achieve measurably better results. Here are some key findings that we thought you might find some of the data interesting:
34% more of first-year sales reps achieve quota at organizations with post-training reinforcement Companies that perform post-training reinforcement see a customer renewal rate of 74% Post-training reinforcement companies are 64% more likely to collect sales lessons learned on the fly by the entire team and incorporate them into their sales methodology to promote cross- and up-selling
If you would like to discuss how a reinforcement process might help you gain better results from your training initiatives, please let me know.
Thanks in advance,
Educational Technology and Digital Content Innovator Joins Richardson; Christopher Tiné to Head Product Development
Philadelphia, PA — August 5, 2015 — Richardson, a leading global provider of sales training and effectiveness solutions, announced today that Christopher Tiné has joined Richardson as SVP & Chief Product Officer. Previously, Tiné was Vice President of Product Development for ESI International and IPS Learning — both part of the Providence Equity Partners family of companies — where he headed the group responsible for product development and design, digital strategy, curriculum, and professional services.