Category Archives: Sales Training

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 also has had influence.

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October 11th, 2011

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

david distefano at ASTD

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

Lighter Side of Selling

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 21st, 2011

An Interview with Gerhard Gschwandtner Founder and Publisher of Selling Power

I was asked to identify a luminary in our industry for the first Top of Mind interview for TopWorld.  I chose Gerhard Gschwandtner, Founder and Publisher of Selling Power.  I’ll admit a bias.  I have been a fan of Selling Power and its founder since the first edition of the magazine.  Gerhard has a way of looking at the past and present to extrapolate the future.  He has his finger on the pulse of what is happening in sales.  The focus of our interview was on the impact that the “transformational” and “revolutionary” buying patterns of customers have had on sales today.

Gerhard described how many sales organizations have simply not been able to keep up with the significant changes in how today’s customers are buying.  He attributed the impetus for the change in customer buying patterns to the internet so much so that the internet has become a  “competitional platform” for all business processes including the sales process.  The big change in how customers buy began when customers could educate themselves online (Aberdeen says that by the time a prospect is ready to talk to a salesperson the prospect has gone through 60% to 70% of the steps needed to make a decision) and only accelerated as buyers used the internet to talk to each other to rate providers and products.  Not ignoring the impact of the economy, Gerhard feels that many sales organizations, because they have not » Continue Reading.

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