July 20th, 2012

SunTrust’s Talent-centric Approach to Executing a Customer Loyalty Strategy

The financial services industry has faced incredible challenges over the past few years. All in all, the nation’s banks are getting healthier, and the worst seems to be behind them — but they’re all struggling to find new sources of revenue amid a tougher regulatory environment.

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July 18th, 2012

Five Life-saving Ideas to Save a Strategic Account at Risk

Save a Strategic Account at Risk

One of your strategic accounts is at risk. Do you know how to act fast to neutralize the threat before you lose your customer?

In my last post, I discussed the importance of strategic accounts and shared five critical signs that a key account may be in trouble. Here are five of the best strategies we’ve seen work with our customers to preserve at-risk strategic accounts and the essential revenue they generate — before it’s too late.

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July 16th, 2012

Five Signs Your Strategic Accounts Are at Risk

You depend on strategic accounts to deliver critical revenue — are you paying attention for signs that those valuable customers may be at risk?

Some say that strategic accounts follow the 80/20 rule — as in, 20% of an organization’s customers account for 80% of its business. Others calculate that 5% of your customer base provides 50% of your revenue. Regardless of the exact percentage, as a sales leader, you know your strategic accounts are critical to meeting forecasts and exceeding quotas.

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July 9th, 2012

Video Blog: Collaborative Account Development – A Functional Focus

Collaborative Account Development

When you view a key strategic account from your customer’s perspective, you find more ways to help significantly enhance the customer’s performance. Join Richardson’s SVP, Andrea Grodnitzky in this short video where she looks at the importance of linking your solutions to your customer’s goals and objectives and challenging issues. Learn more about Richardson’s sales training solutions at http://www.richardson.com

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May 30th, 2012

Get More ROI from Sales Training: Overcome Reps’ Resistance to Change

Once upon a time, a savvy sales leader hired a sales training organization to improve his team’s sales performance. His reps learned all the newest sales methods available, and they were all convinced they’d knock their sales quotas straight out of the park for years and year to come.

But then it came time to apply what they’d learned. Sales performance levels stagnated. Quotas weren’t met. Reps either didn’t change, or changed briefly and then reverted to the old way of doing things.

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May 18th, 2012

Tweet Sales Success – Social Selling

By Jim Brodo, SVP Marketing

Using social selling in the sales process to accelerate revenue is a hot topic, but it requires an expert balance of art and science. It also greatly depends on your stage of the sales process.

How effective are you at selecting the right tools and using them at the right time in the sales process — in a way that delivers value to your prospects, your company, and your customers?

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May 10th, 2012

6 Traits for Successful Sales Leadership

Organizations need good management — no argument there. But high-performing sales teams are not a result of mere management. They are fueled by transformational leadership.

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