In our work creating professional sales training programs for the top-performing sales organizations in the world, Richardson has identified and outlined the critical selling skills and behaviors most needed to improve sales performance and reduce the duration of the sales cycle. Richardson’s Connected Selling CurriculumTM is a deep, broad, and effective solution that helps your sales team learn and apply those critical behaviors in the field.
Each of the sales training programs within Richardson’s Connected Selling Curriculum are customized to enhance skills based on the sales stage and complexity of the sale. Explore our map of sales training course content below by scrolling over the program of interest.
Sales Training Programs Included in Richardson’s Connected Selling CurriculumTM
Richardson’s Territory Management Sales training program helps salespeople focus on how to segment a territory by analyzing geography and prioritizing current customers and prospects.
Richardson’s Sales Networking training program teaches salespeople to establish a discipline around networking that ensures they are prepared to maximize time spent with potential contacts, add value to contacts, and maintain a long-term networking effort.
Richardson’s Intentional Pursuit Strategy training program teaches your sales team to think and act strategically when pursuing complex sales opportunities to increase their chance of winning and shorten the sales cycle.
Richardson’s Consultative Selling training program focuses on the critical structure of a sales conversation or customer meeting and provides a powerful roadmap for a successful, buyer-focused dialogue.
Richardson’s Prosperous Account Strategy training program methodology goes beyond traditional account management planning to enable sales professionals to create consistent, measurable value with their key customers.
Richardson’s Internal Influence and Persuasion training Pprogram provides salespeople with the persuasion and influencing skills, styles and strategies needed to create and strengthen internal partnerships.
Richardson's Enhanced Service through Consultative Sales training program builds skills that empower your customer service team to boost customer retention and position additional solutions to drive revenue and deliver unexpected value.
Richardson's High-Stakes Consultative Dialogues training program is a collection of dialogue models that apply an advanced consultative approach, skills, and techniques to engage in higher-stakes dialogues needed to advance alignment, drive momentum, and win deals.
Our professional sales training programs are flexible in meeting your needs because we deliver content through a variety of channels. We have found that the most successful sales programs are executed through a blended approach combining our digital learning platform, Accelerate, with instructor-led training.
Contact us today to discover how we can deliver results for your sales organization.
Sales Training Program Details
We deliver a premium professional service that uses a “learning-by-doing” training methodology, actively engaging participants in role playing, problem solving, brainstorming, and individual and team exercises. Throughout the training, participants receive intensive coaching and feedback. The combination of application, facilitator and peer feedback, and self-assessment ensures participants experience the full benefits of the program.
A key part of our philosophy is that effective sales training is built upon the premise that participants are not blank slates. Your team members are respected for what they bring to the training. We utilize a Socratic approach of questioning to earn buy-in before we build models and teach learning points.
Building momentum to the close of a sale while preserving the bottom line requires a strategy that takes place before, during, and after the sales call. Richardson offers programs like Intentional Pursuit Strategy and Prosperous Account Strategy to train sales reps on building an intentional plan to engage their customers. These programs combined with those that focus on the dialogue during the sales call like Consultative Selling and Consultative Negotiations, build a powerful solution for improved sales performance.
We also offer programs for sales managers to support your efforts to build a culture for sales coaching and drive continuous improvement. You can view our sales manager training programs here.
Learn more about our sales training program content for sales professionals by exploring the list below.
This training program teaches a customer-focused approach for planning and executing sales calls. Your team learns to engage customers in needs-based dialogues that build credibility, enable better problem solving, and foster customer openness to uncover critical information needed to position a compelling solution that differentiates your team.
Empower your sales team to more effectively engage customers in virtual meetings. This program equips salespeople with the skills and techniques to increase credibility, create connection, foster openness, and build trust in a virtual setting to drive momentum and win sales opportunities.
Richardson's negotiations training program teaches your team to achieve win-win outcomes by applying the sales skills and strategies needed to effectively justify value, protect price, and preserve valuable customer relationships.
Richardson’s Intentional Pursuit Strategy program teaches your sales team to think and act strategically when pursuing complex sales opportunities to increase their chances of winning and shorten the sales cycle.
Richardson's advanced sales training program teaches a collection of models, skills, and techniques to teach your sales team how to engage customers in high-risk, high-reward dialogues to advance alignment, drive momentum, and win more high value deals.
This training program teaches your team to apply a consistent, customer-centric approach to identifying priority accounts, capturing and analyzing critical information, and developing a strategy to find the white space within key accounts so that your team and customers prosper.
This program provides customer service representatives with the process, skill, and attitude to effectively and efficiently lead customer calls while identifying opportunities and cues to provide further value and sell additional products and solutions.
Richardson's training program provides a specific framework designed to fit the inside sales model. It teaches inside sales professionals to quickly build rapport and keep the customer engaged. It builds the skills and strategy professionals need to uncover customer needs, add value, and close more business.
Richardson's sales prospecting training program takes an in-depth look at the critical dynamics of reaching new customers. Training includes exploration of four powerful elements that will increase your team's effectiveness in gaining access to prospects.
The Storytelling sales training program teaches your team the process and skills to tell a compelling story that makes an emotional connection with customers, draws their attention to an important issue, and inspires and motivates them to act.
Selling with Insights training develops your salespeople’s ability to become the point of differentiation and bring relevant insights and ideas to create value in the buying experience and influence the buyer’s decision criteria to align to your distinct competitive advantage.
Train your sales reps to build and drive high-performing selling squads that demonstrate cross-functional expertise, connect with all levels of customer stakeholders, and consistently outsell the competition.
Trusted Advisor training helps your team build strategies and skills to gain preferred provider position in your key accounts. The program develops a customer-focused sales approach to build trust, strengthen relationships, and win business.
This sales training program teaches your team influencing strategies, tactics, and skills that can be applied to internal interactions to increase persuasiveness, ensure clarity and accountability, and build strong relationships.
The sales networking training program teaches sellers to apply sales strategies to maintain contact, add value, and strengthen relationships during sales cycles to be “top of mind” when opportunities arise.
Sales presentation skills training helps your sales team more effectively win business by delivering a consultative, customer-focused presentation that has impact, is memorable, brings value and actively involves customers.
The sales territory management training program equips your sales team with an approach to help them focus on how to segment a territory by analyzing geography and prioritizing current customers and prospects. Participants create monthly and quarterly action plans that build discipline, mandate focus, and ensure smart time management.
Richardson's Enhanced Service for Retail Banking programme helps retail banking professionals execute customer service that rises to the level of a competitive advantage, shift their mindset to view sales as a way to add additional value to the customer, and position additional services and products as part of the solution.
Enhance Your Sales Training Program with Enrichment Course Content
Our modules are meant to effectively support your organization’s sales training through hyper-focused areas of instruction that focus specific sales techniques. Each module is tailored to match your team’s unique needs.
Explore our sales training enrichment content by visiting the area’s listed below.
This module gives sellers a simple format to follow to quickly engage a prospect and get an appointment. Sales professionals will learn to craft a compelling message and engage a prospect to get the meeting.
Powerful in its simplicity, our value statement module gives sellers an easy way to frame an idea, insight, or position that resonates with customers and gets to the heart of what makes any statement persuasive value.
This module teaches sellers the critical questions to ask to identify competition in a pursuit and how to respectfully position against them by highlighting differentiating strengths matched to customer priorities.
Measuring the Effectiveness of Your Sales Training Program
Investing in your sales team’s effectiveness, like all significant business investments, needs to be monitored.
Richardson recommends monitoring your investment through a systematic approach. A successful training program uses measurement to create visibility into the sales training’s value, collect data to guide decision making, and build momentum that keeps your entire team engaged accountable for outcomes.