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

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Nov 2024

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About the show

Richardson is how leading sales organizations around the world are getting better results from their investment in sales training. For far too long, companies have had to deal with a big disconnect between their training and their real results in the field. We connect metrics to behaviors, training to outcomes and sellers to their best performance. We provide the only comprehensive sales capability building solution in the market that brings clarity to the most critical skill gaps you need to address to move your business metrics.

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12 recent

November 5, 2024Episode 1225 min

The Agile Sales Leader: Empowering Teams for Growth

In this episode, host Andrea Grodnitzky welcomes Richardson's expert Sales Coach, Calvin Strachan. They dive into the secrets of agile sales leadership and Calvin shares how today’s leaders can go beyond numbers to build a resilient, high-trust team culture that thrives under pressure. From balancing data with action to fostering trust, he emphasizes the need to “pull excellence” from sales teams. His advice? Focus on preparation, empower your reps, and keep the momentum by reinforcing positive actions. For sales leaders looking to boost motivation and results, Calvin’s insights are a playbook for building unstoppable teams.

June 28, 2024Episode 1126 min

Enhancing Sales Behavior and Performance at LexisNexis with Rob Arnold

In this episode, host Andrea Grodnitzky interviews Rob Arnold, Director of Sales Performance for Data Services at LexisNexis Risk Solutions. Rob shares how LexisNexis is enhancing sales behaviors and performance to achieve impactful outcomes. You’ll hear how LexisNexis navigates today’s challenging and competitive market, and the changes in expectations from their customers, specifically in the complex role technology plays and how understanding data can drive a competitive advantage. He’ll also share the importance of their leadership team's ongoing commitment to developing and driving a value-based sales approach to help customers move forward with their buying journeys.

February 26, 2024Episode 1223 min

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.

November 15, 2023Episode 1032 min

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.

August 24, 2023Episode 928 min

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.

August 7, 2023Episode 836 min

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.

June 29, 202332 min

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.

May 30, 202334 min

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.

March 8, 202332 min

How to Be a Successful Sales Negotiator with Mim Abbey

Negotiating via text message. Negotiating with multiple parties. The world of sales negotiations is changing. In our fourth episode of Real Talk, Real Deals: Stories and Tips from the Real World of Sales, hosts Jeremy Ulmer and Andrea Grodnitzkyinterview Richardson expert Sales Consultant, Mim Abbey.Mim shares what changes she is seeing in the world of sales negotiations based on her time working with Fortune 500 companies teaching them how to successfully negotiate. You’ll hear what a successful negotiation process is, the skills sellers need to overcome common traps, plus how to leverage confidence to maximize outcomes while protecting the relationship with a customer.Listen every month as we interview different leaders to hear their sales stories and tips to uncover the real-world, lead-to-closing skills needed to win.

February 3, 202322 min

Building Commercial Agility at Schneider Electric

In our third episode, host Jeremy Ulmer interviews Schneider Electric’s Vice President of Commercial Excellence and Growth Culture, Katri Silander. Katri shares how she is shaping the future of selling at Schneider Electric through a customer first approach. You’ll hear how Schneider Electric is responding to the ever-changing buying environment, specifically: higher demand for sustainability solutions, a more complex decision-making process, and the shift to virtual buying. She’ll also share how they are upskilling their reps globally to remain competitive in their market.