Category Archives: selling with insight
In this video blog post, Richardson’s CEO, David DiStefano, discusses which resources sales reps should be leveraging to successfully navigate resistance from a client.
Selling with Insights™: What We Have Learned, and What Is Necessary for Successful Execution
We have seen an interesting trend emerging among our clients and prospects. Many acknowledge that buying behavior has changed, that buyers have more information and do a tremendous amount of due diligence on sellers, and that sellers need to use insight to shape and disrupt buyer mindset. Sales leaders want their sellers to be more assertive and more proactive, but most have failed miserably in making this transition. Now, sales leaders are coming to us to help them design a solution that will work for their organization.
What the World of Selling Can Learn from Watching Netflix
In the new world of selling the ability to see into the future to recognize the needs that customers have not identified or have undervalued is the new currency. But, is that really possible?
Steve Jobs made history with his Think Different ad campaign when Apple was in trouble and being pegged as a toy. The script for the Apple campaign was inspired by words from the movie, The Dead Poet’s Society with Robin Williams:
“We must constantly look at things in a different way. Just when you know something look at it in a different way.”