March 6th, 2013
Category Archives: Richardson Sales Training
Richardson and Clients Take Gold, Silver, and Bronze; Recognized for Sales Excellence with Nine Stevie Awards
Richardson and its clients took Gold, Silver, and Bronze — a total of nine awards – at the Seventh Annual Stevie Awards for Sales & Customer Service. Winners of this international competition, which recognizes sales excellence in disciplines vital to business success, were announced Monday, February 25, at a gala ceremony at the Paris Hotel in Las Vegas.
January 30th, 2013
What Does Customized Sales Training Really Mean, and Why Does It Matter?
What Does Customized Sales Training Really Mean, and Why Does It Matter?
Amy Smalfus, Richardson Senior Instructional Designer, contributed to this article.
Last week, we won a very competitive and hard-fought deal. The difference came down to our ability to deliver a customized sales training solution for the client that fit their exact needs. Many sales training companies claim that they provide customized sales training programs, but from our experience, this ranges from superficial changes (logo and a few words) to off-the-shelf content to ground-up development. I’d like to paint a picture of what customization means to us and explain why it is so important.
November 30th, 2012
Richardson Expands Sales Enablement Practice into Europe
Richardson Expands Sales Enablement Practice into Europe
Richardson has announced the appointment of Marjan Visser as Senior Consultant in the Sales Enablement Practice of its global sales training and performance improvement business.
October 26th, 2012
Survey: Top Sales Improvement Priorities
Top Sales Improvement Priorities
Let your voice be heard!
Richardson is conducting a short survey of sales professionals to help companies determine where they should invest in 2013 to improve sales performance. We would appreciate if you could take about 5 minutes to answer a few short questions. The information will be very useful for helping sales leaders align and prioritize initiatives. Your response will be kept strictly confidential.
October 1st, 2012
Richardson Clients Win Gold and Silver in Brandon Hall Excellence Awards
Richardson Clients Win Gold and Silver in Brandon Hall Excellence Awards - Consultative selling skills and systematic approach to sales coaching and change leadership proven to help companies execute sales strategy and drive business outcomes
Richardson clients took top honors in the 2012 Brandon Hall annual Excellence in Awards for Learning, Talent Management, and Sales and Marketing. The awards included:
Gold, Best Model of a Growth Focused Organization — Cox Media Gold, Best Program for Sales Training and Performance — Experian Silver, Best Sales Leadership Development Program — Cummins
February 22nd, 2012
Questions: The Fabric of an Effective Coaching Conversation
By David DiStefano, President and CEO of Richardson
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 effective sales coaching happens with conversations, not commands — and the fabric of an effective coaching conversation is woven with questions.
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.
January 31st, 2012
5 proven steps to successful change management with verifiable outcomes
By David DiStefano, President and CEO or Richardson
Last week, I shared how sales organizations can stop driving with their rearview mirror and turn on their headlights with predictive analytics. At Richardson, we call them verifiable outcomes.
October 11th, 2011
Richardson CEO, David DiStefano, to Participate in online Sales Effectiveness Panel
David DiStefano, President and CEO of Richardson will be participating in an online panel discussion on sales effectiveness.
About Richardson
Richardson: Sales Training & Strategy Execution
Richardson helps leaders prepare their organization to execute sales strategies and achieve business objectives.
We have the expertise and resources to help you scale your initiative quickly and confidently across your entire sales force and supporting functions. With you, we establish sales best practices, evaluate talent, build capability and consistency through world class training, and sustain necessary change. We ensure your solution reflects your unique culture and values, which drives rapid adoption and lasting results.
Richardson’s Selling with Insights™
Richardson’s Selling with Insights™ training program teaches your sales reps advanced preparation techniques and dialogue skills to present insights, challenge the customer’s thinking, add more value, differentiate your solution, and build credibility as a trusted business partner. Click here to learn more!
Awards & Recognition
Our Editorial Mission
Dario F. Priolo
Chief Strategy Officer
Even a great sales strategy will fail without effective execution. It is our mission to provide you with insight and best practices for executing your sales strategy and bringing your sales vision to life. We want to help you understand what you need to know and what you need to do to be successful.
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