Founder of Richardson, Author, Consultant, Faculty Wharton Graduate School
Greater Philadelphia, USA
Posizione attuale: Founder Richardson
Edizioni: #BSBA2013 #BSBA2014 #BSBA2015
Partecipa nel 2014 per Best Sales Blogger
2° classificato categoria Best Sales Blogger Innovator edizione #BSBA2015
I believe the best sales people are givers. Their clients’ success is their success.
I have seen this a thousand times in my role as a consultant, writer, sales leader, and founder and builder of Richardson. I am privileged to work with sales forces worldwide. I learn form my clients and bring expertise, insights, and ideas to help them achieve their goals.
Early in my career I drove the movement to Consultative Selling to help salespeople adapt to changes in client needs and engage in need based dialogues. Consultative Selling became mainstream and served sales forces well for several decades.
The unprecedented velocity of change in client needs, markets, and technology, specifically the internet, over the past few years has changed the face of selling and disrupted many of the tried and true sales methodologies.
My new book, Changing the Sales Conversation, McGraw-Hill -December 2013, focuses on the five conversation changers I have identified that are needed to succeed with highly informed clients in the new sales landscape.
We have circled back to salespeople as teachers, not touting the superiority of their product capabilities, but bringing insights, ideas, and delivering results to their clients.. This is my 10th book and feel privileged to add chapters to the on-going book of sales.