Category Archives: David DiStefano
Richardson Named to Selling Power Magazine’s 2014 Top Sales Training Companies List
Richardson, a leading global sales training and sales force effectiveness company, today announced that it has been named to the 2014 list of the Top Sales Training Companies by Selling Power Magazine. The list appears in the July issue of Selling Powermagazine and recognizes those sales training companies that excel in helping sales leaders improve the performance of their sales teams.
Richardson to Host Selling with Insights Workshop at Sales 2.0 Conference in Boston
Richardson will be the host of a selling with insights workshop at the Sales 2.0 Conference in Boston on July 15, 2014. The workshop will focus on how sales teams can leverage insights to provide value to customers and win more deals.
Richardson’s President and CEO David DiStefano and Senior Sales Training Consultant Kim Dean will host the session. They will focus on sharing best practices to help salespeople to be able to make a connection with prospective customers. Throughout the workshop, attendees will participate in sample exercises that teach sales teams how to generate and deliver sales insights that will create credibility and differentiate their solutions from the competition.
Richardson QuickCheck™ Wins Two Gold Medals
The Brandon Hall Excellence in Technology Awards recognized Richardson’s QuickCheck™, an innovative sales training reinforcement tool, with two gold medals: one for Best Advance in Unique Sales and Marketing Technology and the other for Best Advance in Sales Training Software Platform.
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.
Written by David DiStefano, President and CEO of Richardson
As a sales leader, what’s your first impulse when you see a member of your sales team in trouble?
If you answered, “Take over and do it for them,” pause and think for a moment. As Lain Ehmann (Selling Power) and Colleen Honan (OneSource) recently agreed:
The hardest part of sales management may be knowing when to step in and when to take a back seat as your reps learn the ropes, particularly in front of the customer. As tough as it is, it’s often critical for the development of individual reps — and your team as a whole — to let them pave their own way.
By David DiStefano, President and CEO of Richardson
Effective sales coaching has been shown to significantly improve sales performance, but there are limitations to even the world’s greatest coaching practices. You can’t be with every rep all the time, so what happens when something goes either unexpectedly wrong or remarkably right when you’re not there? Is that coaching moment lost forever?
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.