10 episodes

Richardson brings you the most effective strategies for winning the sale. We uncomplicate selling with clear takeaways that can be applied to the pursuit today. Every month, we’re interviewing different leaders to hear their sales stories and tips to uncover the real-world, lead-to-closing skills needed to win.

Real Talk, Real Deals: Stories and Tips From the Real World of Sales Richardson

    • Business
    • 5.0 • 4 Ratings

Richardson brings you the most effective strategies for winning the sale. We uncomplicate selling with clear takeaways that can be applied to the pursuit today. Every month, we’re interviewing different leaders to hear their sales stories and tips to uncover the real-world, lead-to-closing skills needed to win.

    2024 Trends in Sales Performance

    2024 Trends in Sales Performance

    In our 11th episode, host Andrea Grodnitzky invites back President and CEO, John Elsey. John discusses the turbulent waves of change that have swept the selling world in the past 12 months and the challenges that lie ahead for sellers. He dives into the emergence of sales technology, specifically generative AI, and how this affects the role of the seller, plus he offers insights
    gleaned from customer interactions, revealing their strategies in grappling with the complexities of modern technology stacks. John shares how to build a strategy to sell to buyers who are uncertain about their near to medium-term outlook due to high-interest rates dampening capital investments.

    • 23 min
    Recharging Your Sales Process with Seller Agility

    Recharging Your Sales Process with Seller Agility

    In our 10th episode, host⁠⁠ Chris Tine⁠⁠, Richardson's EVP Enterprise Solutions welcomes Richardson’s VP Partner & Alliances, ⁠⁠Tim Sullivan⁠⁠. Chris and Tim explore the tension that exists today between a traditional, linear sales process and how buyers are actually making decisions, and why that linear process is no longer valuable to the customer. Listen in and learn how to develop a sales process that balances flexibility and discipline by leveraging agility to understand a buyer’s status and help guide the buyer to a decision. Tim and Chris also discuss how your managers can coach to an agile sales process. Don't miss out on this engaging conversation.

    • 32 min
    Finding Hidden Revenue in Top Accounts

    Finding Hidden Revenue in Top Accounts

    In our 9th episode, host Andrea Grodnitzky welcomes back Richardson expert Sales Coach, Kelley Dunn. Kelley shares valuable insights on how to grow strategic accounts, specifically around how to find the whitespace. Listen in and learn helpful tips on how to build a plan that includes how to select the correct accounts, investigating that account’s industry, stakeholders, and competitors, and putting a strategy in place that aligns with the gaps you’ve identified within the current account – all while building towards becoming a trusted advisor with the customer. Don't miss out on this engaging conversation to learn from Kelley’s wealth of experience.

    • 28 min
    Emotional Intelligence in Sales, Part 3 with Andrea Grodnitzky and Becky Cassilly

    Emotional Intelligence in Sales, Part 3 with Andrea Grodnitzky and Becky Cassilly

    Welcome to Real Talk, Real Deals: Stories and Tips From the Real World of Sales, hosted by Andrea Grodnitzky. In the last episode of a 3-part series, we welcome back special guest, Becky Cassilly, a renowned Sales Coach and trusted advisor to major sales organizations worldwide, who explains the concept of “authentic curiosity” as it relates to emotional intelligence and why it can be so difficult for sellers to demonstrate. Becky discusses how the best sellers leverage positioning and checking to relate to the buyer and build towards a close. Tune in for a wealth of knowledge and practical advice.

    • 36 min
    Emotional Intelligence in Sales, Part 2, with Andrea Grodnitzky and Becky Cassilly

    Emotional Intelligence in Sales, Part 2, with Andrea Grodnitzky and Becky Cassilly

    Welcome to Real Talk, Real Deals: Stories and Tips From the Real World of Sales, hosted by Andrea Grodnitzky. In the second of a 3-part series, we welcome special guest Becky Cassilly, a renowned Sales Coach and trusted advisor to major sales organizations worldwide, who discusses how the best sellers turn questioning and listening into powerful competitive advantages. Tune in for a wealth of knowledge and practical advice.

    • 32 min
    Emotional Intelligence in Sales, Part 1, with Andrea Grodnitzky and Becky Cassilly

    Emotional Intelligence in Sales, Part 1, with Andrea Grodnitzky and Becky Cassilly

    Welcome to Real Talk, Real Deals: Stories and Tips From the Real World of Sales, hosted by Andrea Grodnitzky. In the first of a 3-part series, we welcome special guest Becky Cassilly, a renowned Sales Coach and trusted advisor to major sales organizations worldwide. Join us as we explore the significance of emotional intelligence (EI) in the sales field. Is EI an innate quality or can it be developed? Becky provides valuable insights into the 6 critical skills essential for successful customer interaction. From honing your presence to establishing rapport, we uncover the essential practices and pitfalls of selling. Tune in for a wealth of knowledge and practical advice.

    • 34 min

Customer Reviews

5.0 out of 5
4 Ratings

4 Ratings

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