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Tag Archives: Richardson
Five Steps to Sales-Training Sustainment
By Gregg Kober Companies spend a lot of money on corporate training and talent development, so it’s critical that learning be sustained over time. A recent survey from Training Industry, however, showed that only 32 percent of respondents believe their … Continue reading
Get Your Reps to Sell with Insights
Today, the pressure is on for salespeople to “sell with insight.” But what does that mean? At the Sales 2.0 Conference in Las Vegas on September 18, Richardson CEO David DiStefano defined “insight selling.” As he explained, insight is “information … Continue reading
Posted in Collaboration
Tagged David DiStefano, insight selling, Richardson, Sales 2.0 Conference Vegas
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Two Things You Should Know about Today’s Buyer
When Dave DiStefano, CEO of Richardson, took the stage in Philadelphia at the Sales 2.0 Conference in March, he pointed out that many companies get off on the wrong foot with customers because they make the sales process all about … Continue reading
The Challenge of Managing Change in a Sales Organization
If change was a gesture, it would look like something, “totally crazy — out of control,” according to Dave DiStefano, President and CEO of Richardson, a leading global sales training and performance improvement company. As he says in this interview … Continue reading