Year after year the selling environment gets more challenging and more competitive. Richardson’s Selling Challenges research tracks the latest trends and identifies opportunities for building stronger connections with buyers in the new selling reality. Stop Tasking and Start Selling Productivity is top-of-mind for sellers in 2017. Nearly half of all respondents in Richardson’s annual research ... Read Post

Steps to Take to Ensure Success It’s a wrap. But everything must continue to move forward with increased levels of urgency. In many situations cash flow is tighter, pipelines have been impacted and sales cycles have grown longer. That’s the reality, but as sales leaders and executives we need to take this week to reflect ... Read Post

Your Antidote to Infotoxification People sure love to invent new terms. Did you know that “Information Overload” is now also referred to as “Infobesity” or even “Infotoxication“? (Shoutout to Wikipedia for these!). But regardless of what you call it, the reality is that there is a tipping point at which you end up with too ... Read Post

You can make the reasonable assumption that when your sales team moves an opportunity to the “no decision” column in your CRM, it isn’t the first or the last time. According to research from Sales Benchmark Index as well as other reputable sales research companies, as many as 60 percent of sales opportunities end up ... Read Post

While this might seem a strange title for a blog post, having a clear difference between these two terms in mind can mean a great deal to your sales reps, your sales team and you company. It can also have a profound influence on the choice of a CRM solution. Sales Funnel You’ve seen a ... Read Post

When I walk into a room full of outside salespeople, there are 2 reasons I'll get squirmy: the sales reps are all there, and it’s way too quiet. Read Post

Salespeople very often say, “I don’t like to be micromanaged.” You can’t blame them–nobody likes it when someone is constantly checking or double-checking their activities. But if you’re a salesperson, you might want to ask yourself this: Does your selling behavior invite your sales manager micromanaging you? Last week I delivered a 2-day course to ... Read Post

Top Line Tips by Lisa Magnuson None of us want epic failures, especially when it comes to one of the most important sales activities – executive engagement. However, the road to executive selling is littered with tons of potholes that you might encounter on your journey to develop and maintain positive relationships with the key ... Read Post