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Survey results from Richardson's polling of over 300 sales professionals more than half of whom have $1m+ quotas in 2019!

Today’s buying journey is a path that changes direction with each step. Effective sales professionals watch for these changes before they put the next foot down. Sometimes this means that the path ends or loops back into itself. Sales professionals who understand this dynamic don’t let the twists and turns throw them. Understanding the ways ...

According to research from International Data Corporation, 75% of CFOs and CIOs at global organizations say that they have trouble using data to make decisions. One reason for this challenge is that while data is readily available, it is often lacking context; this is where the skill of storytelling helps connect disparate pieces of data ...

According to 451 Research “SaaS is expected to grow sharply to nearly one-quarter (23%) of all enterprise workloads by mid-2018.” While this should be good news for sales professionals in the industry, changing buyer demographics and behaviors are making selling SaaS solutions more complicated than ever before. More business functions depend on SaaS capabilities, which ...

Each year, Richardson Sales Training surveys sales challenges that professionals anticipate in the coming year. Here are 6 key ones, with solutions.

Driving meaningful change requires meaningful measurement. However, too often the data that is needed to gauge success is limited or difficult to access. Moreover, escalating competition means more resources must be directed towards winning the sale rather than analyzing results. The solution: use the data that is available in a different way. In doing so, ...

Selling challenges are constantly changing, and to be successful, sellers must change with them. With this in mind, Richardson Sales Training is issuing their Annual Selling Challenges Research Study as part of our ongoing effort to bring sellers the latest thinking in the sales performance improvement space. Please complete this short survey and share your ...

Inside sales cannot succeed on volume alone. More customer conversations will not move the needle unless those conversations yield value.