Category Archives: Sales Effectiveness

January 5th, 2016

Stop, Look, and Listen! Adapting Learning for the New Workforce

adapting learning

If you are planning on delivering a traditional learning program in a corporate setting, stop. Look at the workplace environment and inhabitants. Listen to the sound of the new commerce.

Workspaces are more open and casual. Inhabitants are more diverse in every way. Mobile devices abound. Paper and writing tables are scarce. There is a sense of continuous motion. Start and stop times are difficult to identify. Organizational hierarchies are nearly invisible.

Now, the largest demographic in the U.S. labor force, workers of the Millennial generation, have often been criticized or, even blamed for some of the generational conflict in the workplace as they push up against the traditional power holders in organizations, the Baby Boomers. Another, sometimes painful, reality is that we are changing and learning from the new workers! The Millennial and other younger generations have grown up with technology in hand. Their hand-helds are their security blankets. They multitask as a way of life, are comfortable in a self-directed learning environment, and are adept in digital and electronic communications, whether e-mail, text, twitter, or video calls.

When it comes to training, Millennials know how to mine data and gather information; they don’t default to an instructor to present fundamental concepts to them. There are many components of traditional Learning and Development (L&D) programs that can be carved out and deliver more effectively on digital platforms. This is where technology shines, with eLearning, webinars, self-paced learning, virtual classrooms, » Continue Reading.

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May 1st, 2015

Five Tips on Using a C-Level Executive in a Sales Meeting

C-Suite Executive is Sales

Richardson’s own Senior Facilitator and frequent blogger, Michael Dalis, is currently featured on the HubSpot Sales Blog. Michael’s post is entitled 5 Tips on How to Use a C-Level Executive in a Sales Meeting and can be viewed by clicking here.

In this blog post, Michael presents five practical tips for leveraging a C-level executives in an effective sales call, pitch, or client meeting. He shows how using this vital resource can give you and your sales team the extra boost needed to push you into the winner’s circle. We hope you enjoy!

Read the Complete Blog Post>>

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August 4th, 2014

Six Emerging Competencies for Sales Success in the Age of the Empowered Buyer

Six Emerging Competencies for Sales Success in the Age of the Empowered Buyer

It’s been well-documented that buyer behavior is changing, with power shifting from sellers to buyers. The primary reason for this shift is availability of and access to information.

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February 19th, 2014

How’s Your Selling Energy?

selling-energy

How’s Your Selling Energy?  

With new goals and results just beginning to post for 2014, it is worth reflecting on what you are doing differently today to generate better outcomes tomorrow.  The topic I’d like to focus on today is more fundamental than the selling process and skills you leverage to create an effective sales meeting.  It is your Selling Energy — or how the energy you carry into and through a meeting impacts how successfully you close.

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January 15th, 2014

Sales Transformation: Can you take Control of a Customer Conversation?

customer converstation

Video Blog from Richardson’s CEO David DiStefano, Sales Transformation: Can you take Control of a Customer Conversation?

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January 8th, 2014

Five Gaps That Impact Sales Effectiveness and How to Fix Them: Part 2

sales-effectiveness

There are critical gaps in your business that prevent sales effectiveness. If these go unresolved, you’ll continue to struggle to hit your numbers. In part two of Five Gaps That Impact Sales Effectiveness and How to Fix Them, we will finish reviewing the list of gaps and recommended fixes.

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December 11th, 2013

Mind the Gap! Five Gaps That Impact Sales Effectiveness and How to Fix Them

sales-effectiveness

There’s not just one big gap that impacts your sales effectiveness. In fact, there are several gaps (or chasms, depending on the severity) that get in the way of achieving peak sales performance. Failing to close these gaps prevents salesforces from achieving their optimal success. The most forward-thinking organizations address this situation by establishing a sales enablement strategy — a dynamic and long‐term initiative that provides the thinking and the tools to engage sales reps, sway buyers, and inform marketers. It’s all about smarter selling that transforms sales execution into a repeatable, results‐oriented process that ultimately creates optimal alignment between your salesforce and your customers’ buying processes.

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October 28th, 2013

Selling With Insights: When is the Best Time to Provide Insight?

selling-with-insights-video-18

Selling With Insights: When is the Best Time to Provide insight?

Insights can be provided through any phase of the sales process. Today, selling with insights is about the value you are able to bring to your client or customer through the solutions you offer. Your sales team members need to become a source of ideas and insights for their customers to add value while building credibility and awareness of how they can help. In this video blog, Richardson’s Dario Priolo, Chief Strategy Officer, talks about some of the  best times to provide insight and how to do so when that moment presents itself.

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