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 from 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.
I am committed to helping sales leaders and salespeople build their expertise in content, strategy, and skill to create value for their clients, their organizations, and themselves.