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Expert advice, tips, and sales training enablement content for today's leading sales and learning professionals. Philadelphia, PA—July 20, 2015 — Richardson, a leading global sales training and effectiveness company, announced that it has been included on Selling Power’s 2015 list of the Top Sales Training Companies for the third consecutive year. According to Selling Power magazine publisher and founder Gerhard Gschwandtner, sales training is a vital component of a high-performance sales organization. The list appears in the August issue of Selling Power magazine, which will be available to subscribers the first week of August.
Richardson is a global sales performance company that helps leading organizations improve sales results.
In addition to Selling Power magazine, the leading periodical for sales managers and sales VPs since 1981, Selling Power Inc. produces the Sales Management Digest and Daily Boost of Positivity online newsletters, as well as a five-minute video series featuring interviews with top executives.
Enter your email address to follow our blog and receive notifications of new posts by email. Richardson is a leading sales training and sales effectiveness company with over 30 years of experience.
We are the “how” to the “what.” We are the only company that provides an emphasis on the skills necessary for your sales professionals to execute properly and enable them to succeed. The report researched the programs and initiatives that organizations are using for sales training and any patterns in how these organizations leverage external providers to assist in achieving performance goals.
The mission of the Sales Excellence Review is to provide you and your teams with tips, insight, information, and best practices for improving your sales performance. By Eric Nitschke, Director of Product Marketing and Sales Enablement, Corporate Visions Baseball season is upon us—it’s an exciting time in my household, but it also comes with discouragement since this doesn’t seem to be “the year” for my team. By Conrad Smith, VP Consulting Services, Corporate Visions Have you ever sold the big deal that eventually became the big customer and is now your company’s top account? By Tim Riesterer, chief strategy officer, Corporate Visions Many companies rely on asking salespeople what training they think they most need and want when planning their skills training program.
By Eric Nitschke, Senior Content Strategist, Corporate Visions The “Law of Unintended Consequences” often rears its ugly head when our best plans result in side effects we never anticipated…and often really didn’t want. By Rob Perrilleon, VP Consulting, Corporate Visions Have you ever played the game Pictionary? By Cheryl Geoffrion, VP of Consulting Services, Corporate Visions Who doesn’t love a good underdog story? When companies dedicate serious budget to skills training, sales leaders seriously expect to see high adoption, behavior changes and revenue impact.
You know sellers have to bring more than product expertise and good rapport to the conversation if you want to articulate why you’re different and better, or in other words, sell value. Your customer conversations are defined by three “moments of truth”—three distinct but adjacent sales dialogues that reps need to master to win more profitable deals. If you train salespeople, you know all about the ambivalent feeling that sets in after an event. United Rentals has dramatically changed the selling culture in the company, and the shift is yielding some exceptional results.
CenturyLink may have endured a lean year or two in the first half of the decade, but now they’re back and thriving on the strength of a new identity as a differentiated IT solutions provider. Paul George of Corporate Visions kicked off the Three Value Conversations in Action track with Thomson Reuters’ Matt Etzell and Laurel Ley. Leslie Talbot, VP of Content at Corporate Visions, opened the Demand Generation track at Conversations That Win, leading a session on the value of implementing a marketing methodology.
What better way to kick off a marketing and sales conference than with a workshop on one of the more misunderstood buzzwords of recent years?
By Melissa Hereford, VP of product marketing and sales enablement, Corporate Visions Casinos: You either love ‘em or hate ‘em. By Tim Riesterer, chief strategy and marketing officer, Corporate Visions, and Chanin Ballance, president and CEO, MobilePaks It happens all too often: Salespeople leave a training session energized and motivated like never before to apply their new skills in the field. Much has been made of the salesperson going the way of the pager, the payphone and the Palm Pilot.
In the investment world, Peter Lynch is renowned for turning a once-obscure $18 million mutual fund into a $14 billion juggernaut in just 13 years.
To defeat the status quo, think like a storyteller, not just a salesperson At the most conservative estimate, we humans have been telling stories for thousands of years. What if we told you that persona-based approach to messaging is potentially hurting your cause rather than helping it?
Aren’t you sick of all the internet lists.” Everywhere online you see a promotion for …the top five this, the ten best that, the three big those…and so on. In a recent TED talk, Susan Colantuono, CEO of Leading Women, proposed a striking theory that, according to her, partially explains the “gender gap” in high-level management positions in the corporate world.
Making sure your leads cross the conversion gap In 1897, a London newspaperman accidentally confused Mark Twain for the author’s seriously ill cousin, giving rise to false speculation that Twain had one foot in the grave. Pre-order the book now Following the success of Conversations That Win The Complex Sale, thought leaders from Corporate Visions are again teaming up with publishing giant McGraw-Hill for another status-quo busting book. This week, many of you will be taking time to reflect upon and give thanks for the abundance of love, health, family and friends with which you’ve been blessed this year, and reaffirming your gratitude for the food and family surrounding you. Recall any Holiday gatherings, while growing up, when you were assigned a seat at the kids’ table? Imagine a relay race where the runner covers her eyes and tosses the baton to the person running the anchor leg, instead of coming along side, stride for stride and making a clean hand-off.
April King, senior director global field enablement at OpenText, recently shared with us her thoughts on the importance of sales and marketing for a business.

We had the chance to speak with Joanne Moretti, senior vice president marketing and sales enablement at Jabil, and hear about her thoughts on gaining executive support as a salesperson.
We were excited to speak with Jim Ford, EVP, commercial operations at TestAmerica, the leader in environmental testing, who will be presenting at our annual Marketing & Sales Alignment Conference in September. The Picture Superiority Effect says concepts are much more likely to be remembered if they are presented as pictures rather than as words. Here are 10 tips for building a sales negotiation training program that maximizes profitability and customer satisfaction. We were excited to chat recently with Avery Lerner, vice president of enterprise accounts in the Oracle financing division. New research further proves that concepts are 6xs more memorable if they’re presented as pictures rather than words. Establishing a discipline of properly preparing for executive conversations is a critical first step in delivering value to your clients. Recent research revealed that only half of salespeople feel prepared to create new sales opportunities.
If a device or application can help your sales teams gain an edge in the field, you should make sure it’s in the hands of every seller and that systems are in place to capture and replicate best practices.
As a former CFO (and now a consultant for Corporate Visions), I’ve seen my share of bungles as sales professionals attempt to hold their own in the executive suite – where economic decision-makers stand tall and skeptical. You might think mobile whiteboarding has to do with your sales reps drawing a selling picture on a tablet in front of a customer. To stand out, and to credibly engage C-level executives, you need to master the ability to derive insights from the annual report’s ugly stepchild, the Form 10-K.
We all know that pictures are worth 1,000 words – but what about bold, contrasting visuals like this one? For most omnivores, the big juicy burger in the middle of the two buns is the gastronomical destination of the burger-eating experience. You’d think that since the most timely, hotly debated topics are being discussed in our nation’s Capital, that Congress might have timely, state-of-the art visuals to support their arguments. Last week, I had the opportunity to co-present with Thomson Reuters at the SiriusDecisions Summit, one of the leading conferences for professionals tasked with improving the effectiveness of their marketing and sales organizations. If you want to improve your sales results, you’ve got to start at the beginning: with the message your sales team is delivering to your customers in sales conversations. The baseball season is finally under way, and umpires across North America are calling balls and strikes. The fact is that companies have been rapidly introducing new C-level positions: Chief Innovation Officer, Chief Customer Officer, Chief Regulatory Officer, Chief Analytics Officer, Chief Ninja, Chief Rockstar, Chief [insert whatever you want here]. It may be an urban legend, but I remember an old marketer once telling me that those three words, “rinse and repeat,” doubled sales of shampoo when they were added to the directions on the back of the bottle. To convince wannabe Arnold Palmers that its new driver would deliver “crazy” distance off the tee, TaylorMade created a visually compelling – and we think pretty fantastic – story to describe how they challenged conventional golf wisdom to engineer a better driver. It’s only common sense: Executives climb the corporate ladder by making stressful decisions in uncertain situations by coolly evaluating the evidence and making logical choices. We’re happy to introduce Power Launch™, a new digital postcard tool for helping marketers increase the success of new messaging launches delivered to their field sales teams. The Sales Training Community, a community of Training Industry announces its 2009 Top 20 Sales Training companies. The Selling Power Top 20 Sales Training Companies list identifies leading companies that excel in helping sales leaders improve the performance of their sales teams.
Jim brings over a decade experience to this position with Richardson, where he oversees all marketing and communications efforts for the organization including SEO, SEM, planning, public relations, advertising, lead nurturing, and brand strategy. With you, we establish sales best practices, evaluate talent, build capability and consistency through world class training, and sustain necessary change.
We want to help you understand what you need to know and what you need to do to be successful and meet your personal and company objectives.
Is it possible, however, that salespeople may not actually know what training is best for them? If so, you’ve probably had the maddening experience of drawing a perfectly clear picture, but nobody on your team can guess what it is. The come-from-behind against all odds, unpredictable and improbable win that brings people to their feet and tears to their eyes. In other words, they’re banking on their new skills making the most profound selling impact possible.
In one sense, you’re fired up—your reps are energized, confident and excited to apply the great skills and concepts they’ve learned out in the field. In a breakout session for the Three Value Conversations track, United Rentals’ Shelley Robins spoke with Corporate Visions’ Cheryl Geoffrion about how the company has successfully embedded Situational Sales Negotiations into its DNA. Some tout them as job producers, economic engines and consistent providers of flat-out good times.
It turns out that the two areas they say are most vital to sales effectiveness share a common foundation: Great alignment with marketing.
Under Lynch’s watch, the Magellan Fund—now one of the best-known mutual funds in the world—averaged a whopping 29 percent annual return.
A recent Harvard Business Review article* cites a set of surveys which found that, on average, 5.4 people now have to formally sign off on each B2B purchasing decision. It’s like everyone read somewhere that a numbered list is the best way to get click-throughs… and maybe it is?
Here’s the scene: George Costanza, the “lovable loser” of Seinfeld, is at a high-level meeting as part of his job with the New York Yankees.

Technique #1 – Deliver your message with absolute confidence and certainty believing that prospects are more likely to be persuaded. Read on for tips on conducting executive conversations and get a sneak preview of April’s presentation at the Marketing & Sales Alignment Conference, Conversations That Win!
Read on for a sneak preview of Joanne’s insights, which she’ll be sharing at our upcoming Marketing & Sales Alignment Conference, Conversations That Win!
What does it take to fast-forward the “trust factor” often associated with winning the business?
Find out how he’s leading TestAmerica’s sales and marketing teams to support the company’s profitable growth initiatives. In fact, research has discovered that visuals are recalled six times better than words alone and hand-drawn visuals are much more memorable than professional photographs.
Read how Avery evolved into his current position, how the financing division interacts with sales and marketing, and much more!
According to the Bureau of Labor statistics, that’s the number of daydreams a typical American has every day.
And hand-drawn graphics, such as stick figures, make more of an impact than professional photographs. The findings shown in this infographic discuss the disconnect between where salespeople feel pressure and how well their companies prepare them for key customer conversations. The “game before the game” for a negotiator is the “conversation before the conversation,” and it starts with your inner dialogue.
You’re probably all too familiar with the stat that 55 to 80 percent of new products flop, depending on how generously you’re willing to define success. To find out more about avoiding choice overload and other sales messaging strategies, visit Conversation University for a fully stocked library of videos, articles and more!
One way to help people see their inconsistencies is to create cognitive dissonance in your training programs.
Those umpires are “judging pitches” and making important decisions that affect the outcomes of games, just like your customers are determining the quality of your pitches and deciding who wins the deal. Do you assume that the more information and evidence you pile on them, the better your chances of winning the sale? Power Launch is part of our Messaging Launch solution, which helps you launch your message in a way that gets your story and tools enthusiastically and confidently adopted. We analyze the structure and talent of your sales force, we train and develop your sales team, and we continue that development through coaching and reinforcement.
Jim is currently focused on updating the corporate identity, especially through the use of organic SEO and SEM tactics. Through our time-tested customization process, we ensure your solution reflects your unique culture and values, which drives rapid adoption and lasting results. The first time I heard a customer say those words, I was indignant until I realized how they saw me was far more important than how I saw myself.
We are moved by these stories; they touch our heart and inspire us to believe anything is possible. That’s because some of the old formulas for insights development and delivery aren’t holding up well with time. Others demonize them for fueling addictive behavior, preying on the vulnerable and driving up crime. Yet, that’s exactly what’s happening in most companies’ marketing, sales enablement and training departments today.
This must be the case, or why else would there be so many hefty whitepapers with gobs of text, or PowerPoint decks with hundreds of slides, or complicated ROI calculators and spreadsheets out there? Buyers take advantage of their dramatically increased leverage to demand more concessions and lower prices. If you can get decision-makers to co-create a buying vision – like homeowners who “co-create” IKEA furniture – they will more highly value the end solution. We equip your sales leaders and sales force with the skills and strategies they need to win in today’s complex selling environment. He spearheaded the implementation of professional social networking strategies, launch of the new website, updated messaging, and marketing materials.
According to a recent Corporate Visions survey, 81 percent of companies say they use an insights-based approach to selling.
And most sales methodologies and typical approaches to preparing for sales conversations may actually be counterproductive to your cause. What is unique about Richardson is how we create truly customized solutions that change behavior and provide measurable results. In addition, Jim is credited for creating a content marketing syndication strategy that focuses on adding value to clients and prospects. Conferences that promise “how-to” sessions on the latest buzzy topics that turn out to deliver nothing but fluff. As the leader of the corporate marketing operations, Jim aims to strengthen Richardson’s brand as the top sales training company in the industry. Sessions led by companies unwilling or unable to share anything deeper than general ideas, devoid of real-world “meat” you can take home and apply in your business. Recent Posts Position the Fit: Competing for Customer Mindshare About Salesreps: Can You Transform a C-Player into a B-Player?

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