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Not Business as Usual
Many salespeople are reporting that it is taking them twice as long to close a sale as compared to 2007. They also agree that there are fewer deals and, therefore, the need for them to close the deals...
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MAGNIFIED TRANSPARENCY
Your credibility with your customers is your number one sales credential. While your credibility has always been important to your customers, today it is not only foremost on a customer’s checklist for...
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NO BUDGET – UNLESS OF COURSE
Many of the customers we are talking to may be like your customers. Their budgets have either been cut or all but vanished.They also have something else in common: their goal to increase revenue and...
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A Sales Methodology
Do you have a sales methodology that your team follows? Let’s step back. What is a sales methodology? Sales best practices? A sales process? Documented steps/procedures in the sale? Sales skills?...
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Talk to Me
How are you changing your sales dialogues to encourage customers to open up to you and tell you about the impact the economy is having on their businesses and how that has changed their priorities?...
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Goal #1: Shorten the Sales Cycle
Last week in a webinar with a group of high-performing salespeople and technical specialists, a salesperson asked:Salesperson:“My company’s number one goal is to shorten the sales cycle. How can I do...
View ArticleComplimentary Webinar: Creating Compelling Presentations
Are your presentations a missed opportunity? Your sales presentation is likely to be the last impression the client has of you and your company before deciding who to do business with. Join...
View ArticleRichardson Releases 2010 Sales Challenges Research Report
Richardson has released our 2010 Sales Challenges Research report, Lift Off: Compelling Insights to Launch Your 2010 Strategy.To better understand the primary areas that a sales team should focus on in...
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Aligning Sales Talent to Maximize Results: When you look at your sales organization, do you see a perfect fit between your Sales Professionals and the roles they are expected to fill? Are Hunters...
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Aligning Sales Talent To Maximize Results
When you look at your sales organization, do you see a perfect fit between your Sales Professionals and the roles they are expected to fill? Are Hunters hunting and Farmers farming? As salesforces have...
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Transforming the Sales Organization
Richardson President and CEO David DiStefano will be moderating a session entitled Transforming the Sales Organization at Selling Power's Sales Leadership Conference on April 19, 2010 at the Mandarin...
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Transforming Sales Organizations: Complimentary Webinar
Improvement happens...when the right changes are made. Please join presenter David DiStefano, President & CEO of Richardson, during this interactive, 60-minute webinar in which you will learn: -...
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Being Invincible
This past Wednesday and Thursday, October 13-14, 2010 Richardson held our 4th annual Client Forum the Sofitel Hotel in Philadelphia. It was an exciting day with over 75 clients, partners and staff in...
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Richardson's SalesCallPlanner Nominated for Best Sales Tool
Richardson's SalesCallPlanner has been nominated for a 2010 Sales Award as best Sales Tool. Gaining votes has been an interesting exercise in leveraging Social Media. Hope you can vote for us. Please...
View Article10 Ways to Increase Your Close Ratio — Now
Start by knowing your personal close ratio and that of your organization: Top performing companies — 46% average close ratio Average — 29% average close ratio Lagging — 19% average close ratio1)...
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Sales Proposal Executive Summaries: Don’t … Unless
Your proposal can make or break your sale. It can get you in to see the customer or keep you out. When you do include an Executive Summary in a proposal, it’s the first thing most customers read. More...
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Chatter Matters
I am enamored of all the new technology tools made available through companies such as Salesforce.com. One feature in particular that I think can help revolutionize and accelerate call preparation,...
View ArticleComplimentary Research Report
Richardson and CSO Insights are excited to offer a new research study - Sales Performance Optimization: Key Trends Analysis. This study provides an in-depth analysis on key selling trends and outlines...
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Coaching Best Practices and Tips
You are likely out in the field more often with your salespeople. Here are some coaching best practices and tips to help you make the most of your team calls and use even limited post sales call time...
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Best Presenters’ Best Practices
Congratulations! You learned you are a finalist! You know with a few real opportunities, it’s important to win every possible deal. Just as the solution you recommend is a critical factor in winning or...
View ArticleSales Transformation
88% of companies are seeking to transform!Before you train your sales team - assess your talent and sales process. Determine the strategies and tools to embed into your system to sustain the new...
View ArticleCoaching for Sales Success
Please Join Richardson's Andrea Grodnitzky, Senior Vice President of Global Performance Solutions for her new video blog, Coaching for Sales Success. In this first installment, Andrea focuses on the...
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Getting Paid for Out of Control Projects
It could be the result of a miscalculation on your part in pricing the project, a misunderstanding on the part of the customer, etc. but particularly in complex situations, development and delivery...
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Increase Your Win Ratio: Get to the Executive Sponsor
“Great. When do we get started?” are words you love to hear from a customer. But, if you’re not hearing these words often enough or if feedback from customers leaves you shaking your head because you...
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