Category Archives: Uncategorized

September 22nd, 2015

Win the War for Sales Talent

In the war for sales talent, finding and retaining good people is a continual challenge!

One way to stay at the forefront of sales talent management is through a strength-based approach: focusing on what people do well and tapping their natural talents, versus trying to improve their weaknesses.

The concept works in two ways. It supports the identification of strengths that you want to bring into your team, helping to make sure that you recruit the right people into the right roles. Secondly, research shows that when employees are given feedback related to their strengths and when their work plays to their strengths, they are more likely to remain with that organization.

I am currently completing a master’s degree in Positive Psychology, and in my work, I’ve found quite a lot of research and information on the subject of creating strength-based organizations and teams. As the experts say, people who use their strengths …

Perform better at work (Corporate Leadership Council, 2002) Are more likely to achieve their goals (Linley, Nielsen, Wood, Gillet & Biswas-Diener, 2010) Experience less stress (Wood, Linley, Maltby, Hurling, 2010) Have higher levels of energy and vitality (Govindji & Linley, 2007) Are more engaged at work (Harter, Schmidt & Hayes, 2002) Have higher levels of self-esteem (Minhas, 2010) Are more confident (Govindji & Linley, 2007) Stay longer with companies (Stefanyszyn, 2007)

In 2004, a survey by author and researcher Tom Rath found that when managers » Continue Reading.

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September 5th, 2014

Why a Collaborative Approach to Account Development Creates Better Outcomes

collaborative-account-development

Why a Collaborative Approach to Account Development Creates Better Outcomes

Ask most people, “What word stands out to you in the phrase ‘Collaborative Account Development?’” Most point to the word “collaborative” — working together. In the case of sales, this is working together, with a client, to meet client needs. However, a tendency of companies is to try and sell by telling the clients what they can do for them rather than by working together as partners to build solutions.

Why should you consider adopting a more collaborative approach to working with large clients? Being collaborative allows you to differentiate your personal brand and create mutual gain for your client’s organization and for your company. As a result, you become known to your client, and within your own company, as a person who can bring real value to both organizations.

Because the business environment in which your clients operate has become more challenging, you need to increase your proficiency in identifying and meeting needs in order to have credibility as a trusted advisor, one who helps the client decide how to buy and doesn’t just sell.

In the current business environment, strong external forces are shaping how companies act and react. Globalization has changed who companies sell to, who they buy from, and where they locate operations. Fewer resources have intensified the search for value at a specific price point. People are less certain and more anxious about their jobs » Continue Reading.

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August 27th, 2014

Sales: Do This, Not That!

Sales: Do This, Not That!

 Today’s post is written by Emma Snider from HubSpot, a leading inbound marketing and sales platform. 

I have an astonishing appetite for candy, and it probably would have done me in long ago if not for the “Eat This, Not That!” series. Thanks to the book, I can still eat a sizable amount of candy without having as disastrous an impact on my waistline. ETNT prompted me to make the switch from Butterfingers to fun-sized York Peppermint Patties.

After the first few days of no longer indulging in my favorite treat, the initial shock was gone, and with Yorks in hand, my mood stabilized (I am now a confirmed junkie). My sweet tooth was still getting fed, just with not quite as many calories.

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July 10th, 2013

Selling Advice for Bankers, Consultants and Solution Providers from NASDAQ’s CFO

selling-advice

Selling Advice for Bankers, Consultants and Solution Providers from NASDAQ’s CFO

It is not every day that a senior executive candidly discusses how he or she likes to be sold to. So, if you are a banker, consultant or sell high-value solutions to senior-level executives, then you should find the selling advice in this video very enlightening.

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May 20th, 2013

Leaders Leading Change: How to Hold Each Other Accountable to Follow Through

change-leadership-accountability

Leaders Leading Change: How to Hold Each Other Accountable to Follow Through

“To be accountable means that we are willing to be responsible to another person for our behavior and it implies a level of submission to another’s opinions and viewpoints.”  — Wayde Goodall

As a reminder, here is what we have covered so far and what we’ll cover here in our series on Five Essential Elements of an Effective Change Leadership Program:

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March 22nd, 2013

What Can We Learn from Sherlock?

insight-selling

What Can We Learn from Sherlock?

In a self-diagnostic, I would categorize myself as a multi-tasker and believe (ed) that I was pretty good at it.  A juggler.  But Mastermind:  How to Think Like Sherlock Holmes — and who wouldn’t want to be capable of that kind of insightful thinking — has caused me to reconsider the wisdom of the approach.

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January 23rd, 2013

Common Myths About Sales And Sales Force Effectiveness

8 Common Myths About Sales And Sales Force Effectiveness 

This blog appears  courtesy of our partner HR Chally and was written by Scott Hudson 

Quantitative and scientifically rigorous research can often debunk long-held “traditional wisdom.” Modern “business-to-business” research measuring customer purchase choices, as well as  individual salesperson and sales force effectiveness, has provided many of the biggest surprises.

These top eight sales “Myth Breakers” account for many competitive sales failures.

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October 5th, 2012

Marketing and Sales 2.0 Conference

Selling Power Sales 2.0 Conference

As a subscriber and reader of the Richardson Sales Excellence Blog, we would like to invite you to attend the upcoming SellingPower Marketing & Sales 2.0 Conference in San Francisco on October 22-23, 2012. 

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