March 16th, 2012

Video Blog: Extraordinary Preparation

If you’re extraordinarily prepared, you can float insights, ideas, articles, and concepts in front of your clients to provide an extra layer of value. Join Andrea Grodnitzky, SVP of Richardson, for a Richardson Video short where she discusses how being extraordinarily prepared can differentiate you from your competitors. Learn more about Richardson comprehensive sales training and performance support solutions at http://www.richardson.com

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February 22nd, 2012

Questions: The Fabric of Effective Coaching Conversations

If you watched Super Bowl XLVI earlier this month, you might think that professional coaches, who manage winning teams, deploy a robust coaching strategy balanced between scowling and screaming. But look closer — professional sports coaches scowl and scream to motivate or “remind” their players of the need to execute the game strategy, in both real time (during the game) and beforehand in preparation for the game. While the game is being played, individual coaching does take place all around the head coach (on the field, in the booth, and on the sideline). It is no different in business, except maybe the screaming part. Business leaders know to use effective coaching conversations, not commands — and the fabric of effective coaching conversations is woven with questions.

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February 13th, 2012

6 Ways to Create a Winning Sales Proposal

By David DiStefano, President and CEO of Richardson

Your sales proposal may be your only foot in the door to a potential client. Here are 6 tips to make sure your sales proposal engages, educates and convinces from start to finish.

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February 6th, 2012

Free Webinar: Effective Coaching for Sales: Best Practices for Driving High Levels of Impact

Is your organization developing its salesforce effectively to drive results?

On February 9, 2:00 p.m. ET/19:00 GMT, Richardson’s Debbie Antonelli, EVP Global Sales and Janet Clarey, senior analyst in Bersin & Associates’ L&D practice area will share research findings on best practices for effective coaching.

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January 31st, 2012

Successful Change Management with Verifiable Outcomes

Last week, I shared how sales organizations can stop driving with their rear-view mirror and turn on their headlights with predictive analytics. At Richardson, we call them verifiable outcomes.

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January 23rd, 2012

Understanding Verifiable Outcomes

For as long as business has been conducted, most sales organizations have attempted to measure their progress and success – yet, they have done so by reviewing results on a retroactive basis rather than utilizing verifiable outcomes. Pipeline conversion, target achievement, and forecast accuracy are common measures. The issue is that these are outcomes that have already occurred. Imagine driving a car by looking through your rear-view mirror. Not a great way to get where you want to go.

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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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