Richardson Sales Performance

A sales methodology only delivers value when teams consistently put it into practice. So how do you turn a methodology into sustainable sales behaviors across a global organization? Join Patrick Klein of Endress+Hauser on November 12 to hear how the company is working to embed Richardson's strategic account planning methodology into its sales organization—simplifying enablement, building ownership, and making consistent execution part of everyday work. Walk away with practical insights for making your own sales transformation stick.

If you lead sales enablement, budget season means being asked to justify the investment, again. Whether you're building the business case for your CRO, defending it to your CFO, or coaching your champion through a decision committee, "this will help reps sell better" isn't going to carry the room. You need something more concrete. Two frameworks make that case concrete: cost of inaction (COI), which quantifies what happens if nothing changes, and return on investment (ROI), which shows why the proposed investment is worth making. They work together, but they aren't interchangeable, and most business cases lean on one and skip the other. In our upcoming webinar, Richardson's Jennifer Chauvin and Charryse Bigger walk through two real, anonymized examples of how sales and enablement teams partnered with customers to build directional COI and ROI models, including what data they used, how they handled incomplete information, and how the business case changed the conversation with decision-makers. Join us on October 15th at 11:00 AM ET to learn a repeatable framework for building your own COI case ahead of 2027 planning. Register now

If you lead sales enablement, budget season means being asked to justify the investment, again. Whether you're building the business case for your CRO, defending it to your CFO, or coaching your champion through a decision committee, "this will help reps sell better" isn't going to carry the room. You need something more concrete. Two frameworks make that case concrete: cost of inaction (COI), which quantifies what happens if nothing changes, and return on investment (ROI), which shows why the proposed investment is worth making. They work together, but they aren't interchangeable, and most business cases lean on one and skip the other. In our upcoming webinar, Richardson's Jennifer Chauvin and Charryse Bigger walk through two real, anonymized examples of how sales and enablement teams partnered with customers to build directional COI and ROI models, including what data they used, how they handled incomplete information, and how the business case changed the conversation with decision-makers. Join us on October 15th at 11:00 AM ET to learn a repeatable framework for building your own COI case ahead of 2027 planning. Register now

Ninety-four percent of buying groups have already ranked their preferred vendor by the time a seller gets involved. There's no room left to figure things out live—but that’s exactly what happens when sellers don’t get enough practice. Your pipeline gets exposed to every half-framed argument, all while buyers increasingly arrive AI-informed and ready to negotiate. Our latest white paper, “When Customers Become the Practice Field,” breaks down the hidden revenue impact of skipping seller practice, the crucial reason sellers need a specific type of practice, and what it takes to build that space in 2026.

Your reps are walking into more deals with less margin for error. Ninety-four percent of buying groups rank their preferred vendor before the conversation even starts—and the vendor ranked first wins 77% of the time. There's no room for sellers to learn on a live call. That's the problem AI Roleplay in Accelerate Prism solves. It's a practice field built on Richardson Sales Performance's Consultative Selling and Challenger methodology, where sellers rehearse real scenarios, get scored against specific behaviors, and sharpen execution—before it costs them a deal. Every roleplay ties back to coaching and performance data, so you can see whether behavior improves in real time. Try a demo for yourself here --> https://lnkd.in/eBZjy4b2/?utm_campaign=AIRoleplay&utm_source=linkedin&utm_medium=paid&utm_id=1215324454&hsa_acc=506925827&hsa_cam=1215324454&hsa_grp=900886754&hsa_ad=1578799324&hsa_net=linkedin&hsa_ver=3

Sellers today are walking into customer conversations with less room for error than ever before—buyers arrive AI-informed, with preferences often already set. The margin for an underprepared seller has never been thinner. In this 45-minute webinar hosted by Richardson, Chief Product Officer Kate Lewis and Atul Raghunathan, Co-founder and Chief Technology Officer of Hyperbound, make the case for giving sellers a safe, standards-based practice field before live opportunities are ever at risk. We’ll unpack what effective role play actually requires: methodology-led scenarios, observable-behavior scorecards, rigorous feedback, and a reinforcement loop that makes new skills stick. Then we’ll bring it to life with a live demo—including a custom role play built around a real attendee’s world, so you can see exactly what readiness looks like in practice.