Category Archives: Sales Tips

August 20th, 2013

Video Blog – Selling With Insights: How Can Sales Provide More Value to Clients?


 Selling With Insights: How Can Sales Provide More Value to Clients?

In preparation for a conversation with the client, sales reps must be aware that the client already knows a lot. To differentiate the business, sales reps should bring new value added ideas to the discussion. In this video, Selling With Insights: How can sales provide more value to clients, Richardson’s Dario Priolo, Chief Strategy Officer, offers practical advice to sales about the process of providing value to highly informed clients.

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April 11th, 2012

Video Blog: How Verifiable Outcomes Can Change Conversations

Verifiable Outcomes

The use of verifiable outcomes can change the very nature of sales conversations between first line sales managers and their sales professionals. More than talking about a range of activities and lagging indicators of success, they can now focus on the few specific outcomes that are important in the sales process. Join Harry Dunklin, SVP of Richardson’s Sales Readiness Practice for his thought provoking video blog.

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October 7th, 2011

The Lighter Side of Selling II eBook

Lighter Side of Selling

Richardson has released a new eBook called the Lighter side of Selling II – Sales Meeting Stories.  The Lighter Side of Selling II is a fun look at real stories, anecdotes, and other events that sales professionals have experienced during an actual Sales Meeting. Here is a sample story. To download the full eBook, please click here.

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September 21st, 2011

An Interview with Gerhard Gschwandtner Founder and Publisher of Selling Power

I was asked to identify a luminary in our industry for the first Top of Mind interview for TopWorld.  I chose Gerhard Gschwandtner, Founder and Publisher of Selling Power.  I’ll admit a bias.  I have been a fan of Selling Power and its founder since the first edition of the magazine.  Gerhard has a way of looking at the past and present to extrapolate the future.  He has his finger on the pulse of what is happening in sales.  The focus of our interview was on the impact that the “transformational” and “revolutionary” buying patterns of customers have had on sales today.

Gerhard described how many sales organizations have simply not been able to keep up with the significant changes in how today’s customers are buying.  He attributed the impetus for the change in customer buying patterns to the internet so much so that the internet has become a  “competitional platform” for all business processes including the sales process.  The big change in how customers buy began when customers could educate themselves online (Aberdeen says that by the time a prospect is ready to talk to a salesperson the prospect has gone through 60% to 70% of the steps needed to make a decision) and only accelerated as buyers used the internet to talk to each other to rate providers and products.  Not ignoring the impact of the economy, Gerhard feels that many sales organizations, because they have not » Continue Reading.

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