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Why Cross-selling Fails: The Ultimate List

Why Cross-Selling Fails: The Ultimate List is a new blog post from leading sales training company Richardson that begins to build out a critical list of why reps struggle to cross-sell.

Top 10 Disruptive Sales Technologies

What are the 10 most disruptive sales technologies? Jim Brodo, SVP of marketing at sales performance improvement innovators, Richardson, takes a look at the top disruptive technologies in sales and marketing.

Testing the follow-up on great content-marketing campaigns: Most companies fall flat

Content-based marketing is on the rise. It’s expected to represent 35% of the marketing budget in 2013, according to the latest estimates, up 84% from 2012. Companies are having no problem cranking out content-based marketing campaigns – with information aimed at positively influencing a customer in some way – but they seem to struggle with follow-up and nurturing leads.

Challenger’s Missing Link

The concept of “Challenger” has captured the interest of the mainstream press and social media and sounds appealing to many sales leaders who are looking for new ways to drive business in a slow growth economy. Several voices in our industry have argued against Challenger. My initial reaction was to recognize it as an approach that I didn’t buy into - live and let live. But the interest in Challenger that I have seen has spurred me to add my voice.

5 Life Saving Ideas to Save a Strategic Account at Risk

One of your strategic accounts is at risk. Do you know how to act fast to neutralize the threat before you lose your customer?

A Healthy Disregard

When Larry Page, co-founder and chief executive of Google, promised on the company’s Web site to continue to maintain, “a healthy disregard for the impossible”, it brought to mind the smarter vs. harder debate and got me thinking about what I believe it takes to succeed in sales.

Tweet Sales Success

Using social media in the sales process to accelerate revenue is a hot topic, but it requires an expert balance of art and science. It also greatly depends on your stage of the sales process. How effective are you at selecting the right tools and using them at the right time in the sales process - in a way that delivers value to your prospects, your company, and your customers?

Hi-Definition Sales Preparation

The changes in selling are profound and require that sales organizations and salespeople adapt quickly. A major area for adaption is preparation, and, fortunately, the tools to prepare at a hi-def level are at your fingertips.

Scope Creep

As you and your team get into development and implementation, you find additional needs - small and not so small add-ons that you are asked to provide or are needed to complete the project. When this happens, you, as well as everyone on your team, must be alert to \"scope creep,\" in which the project gets bigger based on new components or needs - but the committed budget stays the same!

Out of the Mouths of Babes - Negotiation Best Practices

Negotiation Skills start at any age.

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About the Author: Richardson

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Linda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web
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More from Richardson
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YOUR EMAILS THE IMPRESSION YOU MAKE
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Challengers Missing Link

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