 | Richardson — Service to Sales
Richardson — Service to Sales
Richardson’s Service-to-Sales Program helps customer service representatives in any industry turn cues into revenues by providing the process, skills, and confidence to have outstanding sales dialogues and ask for the business. Participants learn a Service-to-Sales Framework to first have a
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| | | Richardson — Strategic Relationship Management
Richardson — Strategic Relationship Management
In every salesperson’s book of business, there are a handful of clients that truly stand out because of their size, complexity, and most importantly, revenue potential. These large, complex clients have an outsized and critical impact on a salesperson’s ability to continuously generate top-line
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| | | Richardson — Territory Management
Richardson — Territory Management
Time is a salesperson’s most precious resource. How a salesperson works a territory to maximize time with clients and prospects is a key behavior of high-performing salespeople. In this course, the participants apply a five-step, systematic process to develop a territory plan. The territory plan
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| | | Richardson — Trusted Advisor
Richardson — Trusted Advisor
Richardson's Trusted Advisor solution provides the process and skills needed to develop trusted relationships with key clients. This program teaches a process that helps them differentiate from the competition and bring value to their clients. After participating in this program, participants have
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| | | Richardson — Winning Sales Presentations
Richardson — Winning Sales Presentations
Richardson’s Winning Sales Presentations Program helps salespeople and their teams win business by delivering a consultative, client-focused presentation that actively involves clients. This interactive approach helps a salesperson validate, continuously throughout the presentation, how the client
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| | | Sales Excellence International — Advanced Pricing and Contract Negotiations
Sales Excellence International — Advanced Pricing and Contract Negotiations
Today's marketplace is no place for the timid. Sales professionals and managers must be equipped for the harsh realities of fierce competition and aggressive, often predatory, buying practices. This program has been created to address these complex challenges and comes in two flavors: one for
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| | | Sales Excellence International — Business Acumen for Sales Professionals
Sales Excellence International — Business Acumen for Sales Professionals
There may have been a time when a salesperson simply needed to "know the product" in order to succeed. That time is no more. Today's sales professional must understand their prospective client's business to communicate how their products and services can add measurable business value. This program
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| | | Sales Excellence International — Competitive Sales Strategy
Sales Excellence International — Competitive Sales Strategy
Within every significant sales opportunity you hope to win, you'll be competing with something. It's not always another company who sells the same kinds of products and services you sell, but some other alternative investment of the money and other resources that you hope your client will invest
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| | | Sales Excellence International — Earning Trust and Building Powerful Business Relationships
Sales Excellence International — Earning Trust and Building Powerful Business Relationships
Ask any successful salesperson about the keys to their success and "relationships" will be one of the first words out of their mouth. Sales success is built on a network of strong business relationships with co-workers, business partners, prospective clients, and other influential people within
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| | | Sales Excellence International — Sales Excellence Core Methodology
Sales Excellence International — Sales Excellence Core Methodology
This newly updated and expanded program is the foundation of our entire sales training curriculum and is designed to provide a common language and a powerful set of processes and tools that sales teams can use to dramatically increase their productivity and results. The concepts presented here are
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| | | Sales Excellence International — Sales Forecasting for Maximum Revenue Predictability
Sales Excellence International — Sales Forecasting for Maximum Revenue Predictability
One of the most difficult challenges of the sales profession is generating an accurate and reliable sales forecast. To help our clients move away from the practice of "fore-guessing" or "hope-casting" we have developed a structured process based on a set of objective qualification criteria that
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| | | Sales Excellence International — Sales Negotiation Strategies for Maximum Profitability
Sales Excellence International — Sales Negotiation Strategies for Maximum Profitability
Contrary to popular perception, closing and negotiating are not isolated events that happen only at the end of a sales cycle. They both happen during virtually every telephone call and meeting with your prospective client. This program is designed to help sales professionals and sales managers, or
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| | | Sales Excellence International — Sales Presentation Structure, Design, and Delivery
Sales Excellence International — Sales Presentation Structure, Design, and Delivery
You may have been told, It's not what you say, it's how you say it. Well, in the realm of sales presentations, It is what you say, and how you say it. This practical program will prepare your sales team to craft and deliver an effective sales presentation that showcases the business value of your
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| | | Sales Excellence International — Sales Prospecting and Business Development
Sales Excellence International — Sales Prospecting and Business Development
Sales prospecting, which is often referred to as business development, is probably the most foundational of all professional selling skills. The quantity and the quality of the opportunities in your sales portfolio (pipeline), your revenue results, and ultimately your income are largely determined
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| | | Sales Excellence International — Selling Business Value and Customer Results
Sales Excellence International — Selling Business Value and Customer Results
This unique program was inspired by the needs of many of our clients who said, "How can we create sales opportunities with prospective clients who don't yet know they need what we have to offer?" and others who have asked, "How do you win a competitive sale in which your competitor is offering a
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