Category Archives: selling with insight

December 20th, 2013

How can sales reps prepare for resistance from a client?

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.

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June 10th, 2013

Selling with Insights™: What We Have Learned, and What Is Necessary for Successful Execution

selling-with-insights

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. 

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February 27th, 2013

What the World of Selling Can Learn from Watching Netflix

New world of selling

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?

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December 27th, 2012

Selling Different in 2013

Selling Differently

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.”

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