January 23rd, 2018

Selling the Cloud: Modern Solutions to Selling SaaS

selling the cloud

The complexity surrounding SaaS sales and software buying decisions is increasing. The reason: traditional software models based on one-time, upfront licensing fees have evolved to SaaS cloud solutions. Now, pricing is pay-as-you-go. Therefore, buyers expect value that extends beyond the closing of the sale. This change in the software market means that professionals selling the cloud need to redesign their approach to buyers. However, the buyers are also changing.

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January 11th, 2018

8 Ways to Measure Sales Training Impact

impact of sales training

Competition in sales continues to escalate. In response, more businesses are renewing their focus on sales performance initiatives. However, these directives leave little time for the most critical step: measurement. Even the best sales performance intentions will fall flat without measurement.

After decades of working with sales organizations across industries, we’ve determined a core group of eight sales metrics. These measurements are critical for getting an actionable read on how they’re performing as an organization, which is driven, in part, by sales performance initiatives. Some organizations will only need to use a few of these. Others may need them all. Here, we take a closer look at how each one works and why they matter.

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January 9th, 2018

Increase Margins with Sharper Negotiation Skills

increase margins through successful sales negotiations

Sales leaders and business leaders are constantly chasing more business opportunities in the race to reach their number. However, more selling isn’t the only answer. Some are discovering that smarter selling can accomplish more. With sharper negotiation skills, sellers can preserve or even increase margins of the sales that they earn in order to make each closing count.

Effective negotiating occurs throughout the selling process. Sellers do this by shaping the customer’s perception of value and working to understand their needs. The result is a mutually beneficial outcome that allows for future business. Here, we look at a few specific negotiating skills that sellers can develop in order to increase the margins of their sales.

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January 4th, 2018

Complimentary Webinar – Volume Doesn’t Equal Value: Unlock the Potential of Inside Sales with Consultative Telephone Selling

Consultative Telephone Selling

Join Richardson and AA-ISP as we kick off the New Year with a complimentary webinar, Volume Doesn’t Equal Value: Unlock the Potential of Inside Sales with Consultative Telephone Selling.

Inside Sales is quickly becoming the engine of growth for businesses today. Advancements in sales and marketing automation mean that sellers can reach more customers in less time. However, volume doesn’t equal value. Winning the sale still requires compelling solutions that connect with deeper customer needs.

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December 29th, 2017

How 2017 Will Shape the 2018 Sales Organization

John Elsey, Richardson President & CEO

John Elsey, President and CEO of Richardson

As the CEO of Richardson sales training, I have the pleasure of speaking to some of the world’s top sales leaders as we support them in driving profitable revenue in their respective organizations.  Each year, these sales leaders face a host of challenges as they navigate people, process, and technology to deliver their number.  2017, in particular, delivered a dizzying pace of change that demanded agility from sales leaders who needed to assess their options quickly, distill what matters most, and in many cases, make bold moves to stay ahead and take advantage of opportunities in their markets.

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December 20th, 2017

Happy Holidays From Richardson!

May the joy of the season stay with you throughout the year.

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December 19th, 2017

The Three Key Principles of Retention

the key principles of knowledge retention in sales training

In our last post, we reviewed groundbreaking research from The University of California, Irvine. Researchers studying the “pretesting effect” determined that taking a test before exposure to the material enhanced learning, even when participants answered questions incorrectly. The act of pretesting outperformed the experience of having more time to study or even reading the test in advance. When learners put pencil to paper and attempted to retrieve information, they became more receptive to the content later. Their findings were definitive across five different studies. However, one question remained: why does pretesting work?

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December 14th, 2017

It’s Ok to Fail — In Fact, Science Tells Us It’s Necessary

the importance of pretesting in sales training

The Importance of Pretesting in Sales Training

For most learners, the goal is to “ace” the test. Recent research, however, shows that the goal should be to just take the test.

Traditionally, tests serve as a tool for measuring what we know. For most of us, this kind of assessment instills anxiety, but a study published in the Journal of Experimental Psychology may finally lay that anxiety to rest. Researchers from the University of California, Irvine have uncovered what they call the “pretesting effect.”

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