- Proper Questioning to Win the deal before you present!
- Presenting Solutions, not just products
- Selling quantified benefits produce urgency.
- Dominate your territory through new Lead Generation
- Handling Objections make objections work for you!
- Marketing Demand Generation Planning
- Strategic planning facilitation, Strategic program design
Eric V. Richardson–At IBM his turnaround management style resulted in a top-performing sales unit, growing sales from $8 million to $42 million in one year’s time. Eric managed sales training for IBM sales reps and systems engineers for marketing operations.
As Digital’s first Area Director of Sales and Marketing, Eric managed a staff whose sales and marketing programs helped create the top Digital sales area. He pioneered methodologies to change traditional marketing efforts into a demand generation business, which helped the area grow from a half billion dollars to one billion dollars in three years. He continued using innovative strategies when he served as Digital’s U.S. Competitive Strategies Manager.
He authored GDA’s Demand Generation and Preferred Partner classes and co-authored Quantifying Benefits.
Eric V. Richardson is a highly sought-after international speaker and sales strategist .
Do you want your sales team to leave your conference fired up and ready to start achieving record-level results in their territories?
Eric integrates proven sales training methodologies that give organizations the best opportunity to achieve record-level growth.
He is recognized as unique in his commitment to the delivery of customized sales training services across multiple industries.
His clients include Microsoft, Siemens, IBM, Kaiser Permanente, Maritz, Honda Financial Services and Tellabs.