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SALES MANAGER TRAINING PROGRAMS Richardson Sales Performance offers content focused on developing the skills of sales managers and sales directors, enabling them to drive performance through their teams. Our sales manager training offers instruction for building capabilities in developmental coaching, pipeline management, and behavioral interviewing. 6 TIPS FOR BUILDING TRUST WITH YOUR CUSTOMERS To prepare, you should: Develop a clear and client-focused objective that identifies what you want the customer to commit to by the end of the meeting. Know where you are in the sales process and the verifiable outcomes you want to achieve. Identify which other sales professionals you want involved in the meeting and in what capacity. TOP SALES CHALLENGES IN 2021 Overcoming The Top Selling Challenges of 2021. On this page: Exploring Today’s Top Sales Challenges 1. Accessing the Right Stakeholders in a Virtual Setting Remains a Challenge 2. Winning Active Opportunities Means Engaging Customers and Building Consensus from a Distance 3. Successful Negotiations are About Preserving the Scope of the Sale 4. 6 POWERFUL LEVERS FOR A MORE EFFECTIVE SALES STRATEGY Lever 6: Sales Execution. Sales execution has everything to do with your sales process. Meeting preparation, meeting execution, nurturing strategies, demo execution, proposal development, contracting, and more fall under sales execution. These elements form the day-to-day of selling. A focus on sales execution can dramatically improve yourrevenue.
10 BEST PRACTICES FOR SELLING CLOUD SERVICES How to Sell Cloud Services. Cloud Selling has dramatically impacted the way businesses buy software. And as the cloud layers have matured from IaaS through PaaS to SaaS sales over the years, it has transformed the playing field for providers along the way. The most critical implications of maturation to cloud services sales teams are two-fold — the increased proliferation of services being 4 REASONS WHY VIRTUAL SELLING IS THE NEW NORMAL This same principle applies to the relationship between customers and sales professionals. A virtual presence allows regular communication that is critical to establishing and maintaining the trust that precedes every sale. Virtual selling is here to stay. Sales professionals who develop the skills to sell virtually will benefitnot only now
10 FACTORS THAT DRIVE SALES PERFORMANCE 7) Sales Management. Sales managers play such a pivotal role in the performance of their sales force. The goal is to have sales managers with both the skill and the will to reinforce and support any sort of change or developmental effort. There’s a direct correlation between leadership engagement and sales training initiatives and results. PERSUASION AND INFLUENCING SKILLS TRAINING BUILDS STRONGSEE MORE ONRICHARDSON.COM
KEY & STRATEGIC ACCOUNT MANAGEMENT TRAINING Major Account Planning provides sales professionals with the means to accurately identify the forces affecting an account, how to create a defensible fortress of value, develop higher and broader levels of relationship, and secure higher shares of spend for the seller’s solutions. Apply the KEY PERFORMANCE INDICATORS FOR SALES |CRITICAL SELLING The critical activities we partner with you to complete are: Understand your current- and desired-state sales KPIs, goals, and performance metrics. Identify and prioritize the specific selling and coaching behaviors that impact your KPIs. Design the right blended approach for your team, using a market-tested curriculum customized toyour unique
SALES MANAGER TRAINING PROGRAMS Richardson Sales Performance offers content focused on developing the skills of sales managers and sales directors, enabling them to drive performance through their teams. Our sales manager training offers instruction for building capabilities in developmental coaching, pipeline management, and behavioral interviewing. 6 TIPS FOR BUILDING TRUST WITH YOUR CUSTOMERS To prepare, you should: Develop a clear and client-focused objective that identifies what you want the customer to commit to by the end of the meeting. Know where you are in the sales process and the verifiable outcomes you want to achieve. Identify which other sales professionals you want involved in the meeting and in what capacity. TOP SALES CHALLENGES IN 2021 Overcoming The Top Selling Challenges of 2021. On this page: Exploring Today’s Top Sales Challenges 1. Accessing the Right Stakeholders in a Virtual Setting Remains a Challenge 2. Winning Active Opportunities Means Engaging Customers and Building Consensus from a Distance 3. Successful Negotiations are About Preserving the Scope of the Sale 4. 6 POWERFUL LEVERS FOR A MORE EFFECTIVE SALES STRATEGY Lever 6: Sales Execution. Sales execution has everything to do with your sales process. Meeting preparation, meeting execution, nurturing strategies, demo execution, proposal development, contracting, and more fall under sales execution. These elements form the day-to-day of selling. A focus on sales execution can dramatically improve yourrevenue.
10 BEST PRACTICES FOR SELLING CLOUD SERVICES How to Sell Cloud Services. Cloud Selling has dramatically impacted the way businesses buy software. And as the cloud layers have matured from IaaS through PaaS to SaaS sales over the years, it has transformed the playing field for providers along the way. The most critical implications of maturation to cloud services sales teams are two-fold — the increased proliferation of services being 4 REASONS WHY VIRTUAL SELLING IS THE NEW NORMAL This same principle applies to the relationship between customers and sales professionals. A virtual presence allows regular communication that is critical to establishing and maintaining the trust that precedes every sale. Virtual selling is here to stay. Sales professionals who develop the skills to sell virtually will benefitnot only now
10 FACTORS THAT DRIVE SALES PERFORMANCE 7) Sales Management. Sales managers play such a pivotal role in the performance of their sales force. The goal is to have sales managers with both the skill and the will to reinforce and support any sort of change or developmental effort. There’s a direct correlation between leadership engagement and sales training initiatives and results. PERSUASION AND INFLUENCING SKILLS TRAINING BUILDS STRONGSEE MORE ONRICHARDSON.COM
SALES MANAGER TRAINING PROGRAMS Richardson Sales Performance offers content focused on developing the skills of sales managers and sales directors, enabling them to drive performance through their teams. Our sales manager training offers instruction for building capabilities in developmental coaching, pipeline management, and behavioral interviewing. CUSTOMIZED SALES TRAINING PROGRAMS Richardson Sales Performance’s process for building customized sales training programs ensures we: Define and target the most critical selling behaviors your organization needs to prioritize for sales success at this moment in your market. Facilitate early engagement and buy-in across your leadership and management teams to help drivechange.
DEFINING SOLUTION SELLING & THE SOLUTION SALES APPROACH What Is Solution Selling? Solution Selling is a comprehensive, end-to-end sales system. It is a widely used sales execution methodology for winning sales opportunities that involve direct contact with buyers. VIRTUAL SELLING TRAINING PROGRAM Small mistakes equate to amplified distractions. Richardson Sales Performance’s new Virtual Selling training program equips salespeople with the skills and techniques to increase credibility, create connection, foster openness, and build trust in a virtual salesmeeting to
6 CRITICAL SELLING SKILLS TRAINING PROGRAMS 6 Critical Skills Needed for Sales. The chart below summarizes the main competencies built through development of each sales skill. For more information download the complimentary brief, Everything Begins with Soft Skills. 1. Presence. Presence refers to a BRIEF: HOW TO ADDRESS A DECLINING DEAL SIZE Reversing a declining deal size means addressing the three underlying causes. Those three causes are unexplored solution differentiators, ineffective negotiations, and 10 FACTORS THAT DRIVE SALES PERFORMANCE 7) Sales Management. Sales managers play such a pivotal role in the performance of their sales force. The goal is to have sales managers with both the skill and the will to reinforce and support any sort of change or developmental effort. There’s a direct correlation between leadership engagement and sales training initiatives and results. TRAIN, COACH & REINFORCE TO MAXIMIZE SALES PRODUCTIVITY Maximize your sales team's productivity by adopting a train. coach. reinforce approach to behavior change and performance improvement. 6 POWERFUL LEVERS FOR A MORE EFFECTIVE SALES STRATEGY Lever 6: Sales Execution. Sales execution has everything to do with your sales process. Meeting preparation, meeting execution, nurturing strategies, demo execution, proposal development, contracting, and more fall under sales execution. These elements form the day-to-day of selling. A focus on sales execution can dramatically improve yourrevenue.
6 ACCOUNT MANAGEMENT & ACCOUNT STRATEGY BEST PRACTICES To Learn More, Download the White Paper: Growing into the White Space With a Prosperous Account Strategy Account Management and Strategy Best Practices. Building relationships with existing clients to transform them into key strategic accounts is a crucial component of any sales strategy because selling to an existing account is much more profitable and predictable than trying to win new business. RICHARDSON SALES PERFORMANCE TRAINING COMPANY Richardson Sales Performance is the global leader in sales training and performance improvement. We drive accelerated growth by simplifying and solving the sales-growth equation.. From ensuring your sales managers are executing the right activities to equipping your sales team to drive a buyer-aligned sales process with exceptional skills and strategies, we will guide your sales organization CUSTOMER SERVICE TRAINING PROGRAMS Service professionals need training to change their thinking around how they approach the service call. Richardson Sales Performance, formerly Richardson and Sales Performance International, offers programs specifically designed to develop the mindset and skills to transform service professionals into an important new source ofrevenue.
VIRTUAL SELLING TRAINING PROGRAM Small mistakes equate to amplified distractions. Richardson Sales Performance’s new Virtual Selling training program equips salespeople with the skills and techniques to increase credibility, create connection, foster openness, and build trust in a virtual salesmeeting to
KEYS TO BECOMMING A TRUSTED ADVISOR IN SALES Becoming a trusted advisor in sales begins with integrity but also requires skill and strategy, which can be learned and practiced. Some specific qualities of a sales professional working to earn the right to be a trusted advisor include: Buyer-centric Preparation: Preparation for a sales call should begin and end with a focus on thecustomer.
KEY & STRATEGIC ACCOUNT MANAGEMENT TRAINING Major Account Planning provides sales professionals with the means to accurately identify the forces affecting an account, how to create a defensible fortress of value, develop higher and broader levels of relationship, and secure higher shares of spend for the seller’s solutions. Apply the TOP SALES CHALLENGES IN 2021 Overcoming The Top Selling Challenges of 2021. On this page: Exploring Today’s Top Sales Challenges 1. Accessing the Right Stakeholders in a Virtual Setting Remains a Challenge 2. Winning Active Opportunities Means Engaging Customers and Building Consensus from a Distance 3. Successful Negotiations are About Preserving the Scope of the Sale 4. 10 BEST PRACTICES FOR SELLING CLOUD SERVICES How to Sell Cloud Services. Cloud Selling has dramatically impacted the way businesses buy software. And as the cloud layers have matured from IaaS through PaaS to SaaS sales over the years, it has transformed the playing field for providers along the way. The most critical implications of maturation to cloud services sales teams are two-fold — the increased proliferation of services being 6 POWERFUL LEVERS FOR A MORE EFFECTIVE SALES STRATEGY Lever 6: Sales Execution. Sales execution has everything to do with your sales process. Meeting preparation, meeting execution, nurturing strategies, demo execution, proposal development, contracting, and more fall under sales execution. These elements form the day-to-day of selling. A focus on sales execution can dramatically improve yourrevenue.
6 TIPS FOR BUILDING TRUST WITH YOUR CUSTOMERS To prepare, you should: Develop a clear and client-focused objective that identifies what you want the customer to commit to by the end of the meeting. Know where you are in the sales process and the verifiable outcomes you want to achieve. Identify which other sales professionals you want involved in the meeting and in what capacity. PREPARING FOR A SALES CALL: THE ULTIMATE CHECKLIST TO Effective customer interaction starts with pre-call planning and preparation. Prepared sellers have a better chance of getting the information and commitments they need to create, qualify, and advance opportunities. It also demonstrates that they have their act together to the buyer, which helps build the seller’s credibility and trust. RICHARDSON SALES PERFORMANCE TRAINING COMPANY Richardson Sales Performance is the global leader in sales training and performance improvement. We drive accelerated growth by simplifying and solving the sales-growth equation.. From ensuring your sales managers are executing the right activities to equipping your sales team to drive a buyer-aligned sales process with exceptional skills and strategies, we will guide your sales organization CUSTOMER SERVICE TRAINING PROGRAMS Service professionals need training to change their thinking around how they approach the service call. Richardson Sales Performance, formerly Richardson and Sales Performance International, offers programs specifically designed to develop the mindset and skills to transform service professionals into an important new source ofrevenue.
VIRTUAL SELLING TRAINING PROGRAM Small mistakes equate to amplified distractions. Richardson Sales Performance’s new Virtual Selling training program equips salespeople with the skills and techniques to increase credibility, create connection, foster openness, and build trust in a virtual salesmeeting to
KEYS TO BECOMMING A TRUSTED ADVISOR IN SALES Becoming a trusted advisor in sales begins with integrity but also requires skill and strategy, which can be learned and practiced. Some specific qualities of a sales professional working to earn the right to be a trusted advisor include: Buyer-centric Preparation: Preparation for a sales call should begin and end with a focus on thecustomer.
KEY & STRATEGIC ACCOUNT MANAGEMENT TRAINING Major Account Planning provides sales professionals with the means to accurately identify the forces affecting an account, how to create a defensible fortress of value, develop higher and broader levels of relationship, and secure higher shares of spend for the seller’s solutions. Apply the TOP SALES CHALLENGES IN 2021 Overcoming The Top Selling Challenges of 2021. On this page: Exploring Today’s Top Sales Challenges 1. Accessing the Right Stakeholders in a Virtual Setting Remains a Challenge 2. Winning Active Opportunities Means Engaging Customers and Building Consensus from a Distance 3. Successful Negotiations are About Preserving the Scope of the Sale 4. 10 BEST PRACTICES FOR SELLING CLOUD SERVICES How to Sell Cloud Services. Cloud Selling has dramatically impacted the way businesses buy software. And as the cloud layers have matured from IaaS through PaaS to SaaS sales over the years, it has transformed the playing field for providers along the way. The most critical implications of maturation to cloud services sales teams are two-fold — the increased proliferation of services being 6 POWERFUL LEVERS FOR A MORE EFFECTIVE SALES STRATEGY Lever 6: Sales Execution. Sales execution has everything to do with your sales process. Meeting preparation, meeting execution, nurturing strategies, demo execution, proposal development, contracting, and more fall under sales execution. These elements form the day-to-day of selling. A focus on sales execution can dramatically improve yourrevenue.
6 TIPS FOR BUILDING TRUST WITH YOUR CUSTOMERS To prepare, you should: Develop a clear and client-focused objective that identifies what you want the customer to commit to by the end of the meeting. Know where you are in the sales process and the verifiable outcomes you want to achieve. Identify which other sales professionals you want involved in the meeting and in what capacity. PREPARING FOR A SALES CALL: THE ULTIMATE CHECKLIST TO Effective customer interaction starts with pre-call planning and preparation. Prepared sellers have a better chance of getting the information and commitments they need to create, qualify, and advance opportunities. It also demonstrates that they have their act together to the buyer, which helps build the seller’s credibility and trust. 6 CRITICAL SELLING SKILLS TRAINING PROGRAMS 6 Critical Skills Needed for Sales. The chart below summarizes the main competencies built through development of each sales skill. For more information download the complimentary brief, Everything Begins with Soft Skills. 1. Presence. Presence refers to a AWARD WINNING TRAINING FOR SALES LEADERS Incorporating training for sales leaders into your sales training solution helps ensure your organization’s success. Our sales leader training program content ranges from building capabilities in sales leadership, coaching your sales managers, also known as “Coaching CUSTOMER SERVICE TRAINING PROGRAMS Service professionals need training to change their thinking around how they approach the service call. Richardson Sales Performance, formerly Richardson and Sales Performance International, offers programs specifically designed to develop the mindset and skills to transform service professionals into an important new source ofrevenue.
DEFINING SOLUTION SELLING & THE SOLUTION SALES APPROACH What Is Solution Selling? Solution Selling is a comprehensive, end-to-end sales system. It is a widely used sales execution methodology for winning sales opportunities that involve direct contact with buyers. VIRTUAL SELLING TRAINING PROGRAM VIRTUAL INSTRUCTOR-LED TRAINING THAT REPLICATES IN-PERSON CLASSROOM EXPERIENCE. Our VILT solution leverages video and digital technology and 40+ years of sales and learning expertise. Our virtual classroom replicates the experience and impact of live, in-person training by using interactive tools such as polling, chats, and breakout groups, to ensure time for small group work like group drills KEY & STRATEGIC ACCOUNT MANAGEMENT TRAINING Richardson Sales Performance’s Major Account Planning (MAP) Training Program. Major Account Planning enables account managers to develop an effective plan for generating high-value sales and raising the level of relationship in major accounts, thus improving margins while simultaneously defending the account from competitive encroachment. TRAIN, COACH & REINFORCE TO MAXIMIZE SALES PRODUCTIVITY Maximize your sales team's productivity by adopting a train. coach. reinforce approach to behavior change and performance improvement. BRIEF: HOW TO ADDRESS A DECLINING DEAL SIZE Reversing a declining deal size means addressing the three underlying causes. Those three causes are unexplored solution differentiators, ineffective negotiations, and PERSUASION AND INFLUENCING SKILLS TRAINING BUILDS STRONG Participants build influencing and persuading skills that help them to gain buy-in, motivate cross-functional teams, lead productive team strategy sessions and plan team calls. This influencing and persuading skills training program can also be customized for non-selling roles who need to influence and persuade internal team members. 6 ACCOUNT MANAGEMENT & ACCOUNT STRATEGY BEST PRACTICES To Learn More, Download the White Paper: Growing into the White Space With a Prosperous Account Strategy Account Management and Strategy Best Practices. Building relationships with existing clients to transform them into key strategic accounts is a crucial component of any sales strategy because selling to an existing account is much more profitable and predictable than trying to win new business. RICHARDSON SALES PERFORMANCE TRAINING COMPANY Richardson Sales Performance is the global leader in sales training and performance improvement. We drive accelerated growth by simplifying and solving the sales-growth equation.. From ensuring your sales managers are executing the right activities to equipping your sales team to drive a buyer-aligned sales process with exceptional skills and strategies, we will guide your sales organization CUSTOMER SERVICE TRAINING PROGRAMS Service professionals need training to change their thinking around how they approach the service call. Richardson Sales Performance, formerly Richardson and Sales Performance International, offers programs specifically designed to develop the mindset and skills to transform service professionals into an important new source ofrevenue.
VIRTUAL SELLING TRAINING PROGRAM Small mistakes equate to amplified distractions. Richardson Sales Performance’s new Virtual Selling training program equips salespeople with the skills and techniques to increase credibility, create connection, foster openness, and build trust in a virtual salesmeeting to
KEYS TO BECOMMING A TRUSTED ADVISOR IN SALES Becoming a trusted advisor in sales begins with integrity but also requires skill and strategy, which can be learned and practiced. Some specific qualities of a sales professional working to earn the right to be a trusted advisor include: Buyer-centric Preparation: Preparation for a sales call should begin and end with a focus on thecustomer.
KEY & STRATEGIC ACCOUNT MANAGEMENT TRAINING Major Account Planning provides sales professionals with the means to accurately identify the forces affecting an account, how to create a defensible fortress of value, develop higher and broader levels of relationship, and secure higher shares of spend for the seller’s solutions. Apply the TOP SALES CHALLENGES IN 2021 Overcoming The Top Selling Challenges of 2021. On this page: Exploring Today’s Top Sales Challenges 1. Accessing the Right Stakeholders in a Virtual Setting Remains a Challenge 2. Winning Active Opportunities Means Engaging Customers and Building Consensus from a Distance 3. Successful Negotiations are About Preserving the Scope of the Sale 4. 10 BEST PRACTICES FOR SELLING CLOUD SERVICES How to Sell Cloud Services. Cloud Selling has dramatically impacted the way businesses buy software. And as the cloud layers have matured from IaaS through PaaS to SaaS sales over the years, it has transformed the playing field for providers along the way. The most critical implications of maturation to cloud services sales teams are two-fold — the increased proliferation of services being 6 POWERFUL LEVERS FOR A MORE EFFECTIVE SALES STRATEGY Lever 6: Sales Execution. Sales execution has everything to do with your sales process. Meeting preparation, meeting execution, nurturing strategies, demo execution, proposal development, contracting, and more fall under sales execution. These elements form the day-to-day of selling. A focus on sales execution can dramatically improve yourrevenue.
6 TIPS FOR BUILDING TRUST WITH YOUR CUSTOMERS To prepare, you should: Develop a clear and client-focused objective that identifies what you want the customer to commit to by the end of the meeting. Know where you are in the sales process and the verifiable outcomes you want to achieve. Identify which other sales professionals you want involved in the meeting and in what capacity. PREPARING FOR A SALES CALL: THE ULTIMATE CHECKLIST TO Effective customer interaction starts with pre-call planning and preparation. Prepared sellers have a better chance of getting the information and commitments they need to create, qualify, and advance opportunities. It also demonstrates that they have their act together to the buyer, which helps build the seller’s credibility and trust. RICHARDSON SALES PERFORMANCE TRAINING COMPANY Richardson Sales Performance is the global leader in sales training and performance improvement. We drive accelerated growth by simplifying and solving the sales-growth equation.. From ensuring your sales managers are executing the right activities to equipping your sales team to drive a buyer-aligned sales process with exceptional skills and strategies, we will guide your sales organization CUSTOMER SERVICE TRAINING PROGRAMS Service professionals need training to change their thinking around how they approach the service call. Richardson Sales Performance, formerly Richardson and Sales Performance International, offers programs specifically designed to develop the mindset and skills to transform service professionals into an important new source ofrevenue.
VIRTUAL SELLING TRAINING PROGRAM Small mistakes equate to amplified distractions. Richardson Sales Performance’s new Virtual Selling training program equips salespeople with the skills and techniques to increase credibility, create connection, foster openness, and build trust in a virtual salesmeeting to
KEYS TO BECOMMING A TRUSTED ADVISOR IN SALES Becoming a trusted advisor in sales begins with integrity but also requires skill and strategy, which can be learned and practiced. Some specific qualities of a sales professional working to earn the right to be a trusted advisor include: Buyer-centric Preparation: Preparation for a sales call should begin and end with a focus on thecustomer.
KEY & STRATEGIC ACCOUNT MANAGEMENT TRAINING Major Account Planning provides sales professionals with the means to accurately identify the forces affecting an account, how to create a defensible fortress of value, develop higher and broader levels of relationship, and secure higher shares of spend for the seller’s solutions. Apply the TOP SALES CHALLENGES IN 2021 Overcoming The Top Selling Challenges of 2021. On this page: Exploring Today’s Top Sales Challenges 1. Accessing the Right Stakeholders in a Virtual Setting Remains a Challenge 2. Winning Active Opportunities Means Engaging Customers and Building Consensus from a Distance 3. Successful Negotiations are About Preserving the Scope of the Sale 4. 10 BEST PRACTICES FOR SELLING CLOUD SERVICES How to Sell Cloud Services. Cloud Selling has dramatically impacted the way businesses buy software. And as the cloud layers have matured from IaaS through PaaS to SaaS sales over the years, it has transformed the playing field for providers along the way. The most critical implications of maturation to cloud services sales teams are two-fold — the increased proliferation of services being 6 POWERFUL LEVERS FOR A MORE EFFECTIVE SALES STRATEGY Lever 6: Sales Execution. Sales execution has everything to do with your sales process. Meeting preparation, meeting execution, nurturing strategies, demo execution, proposal development, contracting, and more fall under sales execution. These elements form the day-to-day of selling. A focus on sales execution can dramatically improve yourrevenue.
6 TIPS FOR BUILDING TRUST WITH YOUR CUSTOMERS To prepare, you should: Develop a clear and client-focused objective that identifies what you want the customer to commit to by the end of the meeting. Know where you are in the sales process and the verifiable outcomes you want to achieve. Identify which other sales professionals you want involved in the meeting and in what capacity. PREPARING FOR A SALES CALL: THE ULTIMATE CHECKLIST TO Effective customer interaction starts with pre-call planning and preparation. Prepared sellers have a better chance of getting the information and commitments they need to create, qualify, and advance opportunities. It also demonstrates that they have their act together to the buyer, which helps build the seller’s credibility and trust. 6 CRITICAL SELLING SKILLS TRAINING PROGRAMS 6 Critical Skills Needed for Sales. The chart below summarizes the main competencies built through development of each sales skill. For more information download the complimentary brief, Everything Begins with Soft Skills. 1. Presence. Presence refers to a AWARD WINNING TRAINING FOR SALES LEADERS Incorporating training for sales leaders into your sales training solution helps ensure your organization’s success. Our sales leader training program content ranges from building capabilities in sales leadership, coaching your sales managers, also known as “Coaching CUSTOMER SERVICE TRAINING PROGRAMS Service professionals need training to change their thinking around how they approach the service call. Richardson Sales Performance, formerly Richardson and Sales Performance International, offers programs specifically designed to develop the mindset and skills to transform service professionals into an important new source ofrevenue.
DEFINING SOLUTION SELLING & THE SOLUTION SALES APPROACH What Is Solution Selling? Solution Selling is a comprehensive, end-to-end sales system. It is a widely used sales execution methodology for winning sales opportunities that involve direct contact with buyers. VIRTUAL SELLING TRAINING PROGRAM VIRTUAL INSTRUCTOR-LED TRAINING THAT REPLICATES IN-PERSON CLASSROOM EXPERIENCE. Our VILT solution leverages video and digital technology and 40+ years of sales and learning expertise. Our virtual classroom replicates the experience and impact of live, in-person training by using interactive tools such as polling, chats, and breakout groups, to ensure time for small group work like group drills KEY & STRATEGIC ACCOUNT MANAGEMENT TRAINING Richardson Sales Performance’s Major Account Planning (MAP) Training Program. Major Account Planning enables account managers to develop an effective plan for generating high-value sales and raising the level of relationship in major accounts, thus improving margins while simultaneously defending the account from competitive encroachment. TRAIN, COACH & REINFORCE TO MAXIMIZE SALES PRODUCTIVITY Maximize your sales team's productivity by adopting a train. coach. reinforce approach to behavior change and performance improvement. BRIEF: HOW TO ADDRESS A DECLINING DEAL SIZE Reversing a declining deal size means addressing the three underlying causes. Those three causes are unexplored solution differentiators, ineffective negotiations, and PERSUASION AND INFLUENCING SKILLS TRAINING BUILDS STRONG Participants build influencing and persuading skills that help them to gain buy-in, motivate cross-functional teams, lead productive team strategy sessions and plan team calls. This influencing and persuading skills training program can also be customized for non-selling roles who need to influence and persuade internal team members. 6 ACCOUNT MANAGEMENT & ACCOUNT STRATEGY BEST PRACTICES To Learn More, Download the White Paper: Growing into the White Space With a Prosperous Account Strategy Account Management and Strategy Best Practices. Building relationships with existing clients to transform them into key strategic accounts is a crucial component of any sales strategy because selling to an existing account is much more profitable and predictable than trying to win new business. 4 WAYS TO BE A BETTER LISTENER IN SALES CONVERSATIONS Richardson Sales Performance is a global sales training and performance improvement company. Our goal is to transform every buyer experience by empowering sellers with critical skills so they can create value to buyers and drive meaningful conversations. KEYS TO BECOMMING A TRUSTED ADVISOR IN SALES Becoming a trusted advisor in sales begins with integrity but also requires skill and strategy, which can be learned and practiced. Some specific qualities of a sales professional working to earn the right to be a trusted advisor include: Buyer-centric Preparation: Preparation for a sales call should begin and end with a focus on thecustomer.
TOP SALES CHALLENGES IN 2021 Overcoming The Top Selling Challenges of 2021. On this page: Exploring Today’s Top Sales Challenges 1. Accessing the Right Stakeholders in a Virtual Setting Remains a Challenge 2. Winning Active Opportunities Means Engaging Customers and Building Consensus from a Distance 3. Successful Negotiations are About Preserving the Scope of the Sale 4. 10 BEST PRACTICES FOR SELLING CLOUD SERVICES How to Sell Cloud Services. Cloud Selling has dramatically impacted the way businesses buy software. And as the cloud layers have matured from IaaS through PaaS to SaaS sales over the years, it has transformed the playing field for providers along the way. The most critical implications of maturation to cloud services sales teams are two-fold — the increased proliferation of services being 4 REASONS WHY VIRTUAL SELLING IS THE NEW NORMALSALES IN THE NEW NORMALWHAT S THE NEW NORMALEDUCATION IN THE NEW NORMALWORKING IN THE NEW NORMALLIFE IN THE NEW NORMALTHE NEW NORMAL SHOW This same principle applies to the relationship between customers and sales professionals. A virtual presence allows regular communication that is critical to establishing and maintaining the trust that precedes every sale. Virtual selling is here to stay. Sales professionals who develop the skills to sell virtually will benefitnot only now
THE MOST EFFECTIVE WAY TO RESOLVE & OVERCOME OBJECTIONS INSEE MORE ON RICHARDSON.COMBEST WAY TO OVERCOME OBJECTIONSHANDLING OBJECTIONS IN SALESCOMMON OBJECTIONS SALESOVERCOME OBJECTIONS EXAMPLESOVERCOMING OBJECTIONS IN BANKING SALESOVERCOMING OBJECTIONS IN INSURANCE SALES 6 TIPS FOR BUILDING TRUST WITH YOUR CUSTOMERS To prepare, you should: Develop a clear and client-focused objective that identifies what you want the customer to commit to by the end of the meeting. Know where you are in the sales process and the verifiable outcomes you want to achieve. Identify which other sales professionals you want involved in the meeting and in what capacity. GREAT SALES TRAINERS HAVE THESE SIX SKILLS Once you have mastered those, you can set your sights on reaching the next level. Here are six foundational skills that a sales trainer needs to be successful: Passion: Great sales trainers are passionate about supporting the success of sales professionals. Passion is emotion, and emotion is a key element to learning and memory. HOW TO PLAN FOR A SALES CALL Know Your Strategy. Knowing your strategy means becoming intentional in the way you plan for the call. This planning involves organizing how the call will flow from opening remarks, to questions, then recommendations, and finally seeking a commitment from the customer. To know your strategy is to know what is included in each of theseparts and
5 TECHNIQUES TO OVERCOME THE STATUS QUO IN SALES 5 Techniques that Will Help Your Sales Team Overcome the Status Quo. Drive Consensus: Sales professionals must drive consensus to win the sale. The reason for this strategy is two-fold. First, buying decisions today come from groups, not individuals. Technology has automated, basic transactional sales. 4 WAYS TO BE A BETTER LISTENER IN SALES CONVERSATIONS Richardson Sales Performance is a global sales training and performance improvement company. Our goal is to transform every buyer experience by empowering sellers with critical skills so they can create value to buyers and drive meaningful conversations. KEYS TO BECOMMING A TRUSTED ADVISOR IN SALES Becoming a trusted advisor in sales begins with integrity but also requires skill and strategy, which can be learned and practiced. Some specific qualities of a sales professional working to earn the right to be a trusted advisor include: Buyer-centric Preparation: Preparation for a sales call should begin and end with a focus on thecustomer.
TOP SALES CHALLENGES IN 2021 Overcoming The Top Selling Challenges of 2021. On this page: Exploring Today’s Top Sales Challenges 1. Accessing the Right Stakeholders in a Virtual Setting Remains a Challenge 2. Winning Active Opportunities Means Engaging Customers and Building Consensus from a Distance 3. Successful Negotiations are About Preserving the Scope of the Sale 4. 10 BEST PRACTICES FOR SELLING CLOUD SERVICES How to Sell Cloud Services. Cloud Selling has dramatically impacted the way businesses buy software. And as the cloud layers have matured from IaaS through PaaS to SaaS sales over the years, it has transformed the playing field for providers along the way. The most critical implications of maturation to cloud services sales teams are two-fold — the increased proliferation of services being 4 REASONS WHY VIRTUAL SELLING IS THE NEW NORMALSALES IN THE NEW NORMALWHAT S THE NEW NORMALEDUCATION IN THE NEW NORMALWORKING IN THE NEW NORMALLIFE IN THE NEW NORMALTHE NEW NORMAL SHOW This same principle applies to the relationship between customers and sales professionals. A virtual presence allows regular communication that is critical to establishing and maintaining the trust that precedes every sale. Virtual selling is here to stay. Sales professionals who develop the skills to sell virtually will benefitnot only now
THE MOST EFFECTIVE WAY TO RESOLVE & OVERCOME OBJECTIONS INSEE MORE ON RICHARDSON.COMBEST WAY TO OVERCOME OBJECTIONSHANDLING OBJECTIONS IN SALESCOMMON OBJECTIONS SALESOVERCOME OBJECTIONS EXAMPLESOVERCOMING OBJECTIONS IN BANKING SALESOVERCOMING OBJECTIONS IN INSURANCE SALES 6 TIPS FOR BUILDING TRUST WITH YOUR CUSTOMERS To prepare, you should: Develop a clear and client-focused objective that identifies what you want the customer to commit to by the end of the meeting. Know where you are in the sales process and the verifiable outcomes you want to achieve. Identify which other sales professionals you want involved in the meeting and in what capacity. GREAT SALES TRAINERS HAVE THESE SIX SKILLS Once you have mastered those, you can set your sights on reaching the next level. Here are six foundational skills that a sales trainer needs to be successful: Passion: Great sales trainers are passionate about supporting the success of sales professionals. Passion is emotion, and emotion is a key element to learning and memory. HOW TO PLAN FOR A SALES CALL Know Your Strategy. Knowing your strategy means becoming intentional in the way you plan for the call. This planning involves organizing how the call will flow from opening remarks, to questions, then recommendations, and finally seeking a commitment from the customer. To know your strategy is to know what is included in each of theseparts and
5 TECHNIQUES TO OVERCOME THE STATUS QUO IN SALES 5 Techniques that Will Help Your Sales Team Overcome the Status Quo. Drive Consensus: Sales professionals must drive consensus to win the sale. The reason for this strategy is two-fold. First, buying decisions today come from groups, not individuals. Technology has automated, basic transactional sales. RICHARDSON SALES PERFORMANCE TRAINING COMPANY Richardson Sales Performance is the global leader in sales training and performance improvement. We drive accelerated growth by simplifying and solving the sales-growth equation.. From ensuring your sales managers are executing the right activities to equipping your sales team to drive a buyer-aligned sales process with exceptional skills and strategies, we will guide your sales organization ONLINE SALES TRAINING PROGRAMS The Accelerate platform's online sales training programs include Consultative Selling, Consultative Negotiations, Developmental Sales Coaching, and more. We use mobile-first technology to provide asynchronous e-learning opportunities for sellers and sales managers on the move. Lessons are delivered online in self-contained,bite-sized modules
THE MOST EFFECTIVE WAY TO RESOLVE & OVERCOME OBJECTIONS IN They know that the client is the key to the solution. Effective sellers follow these five steps to resolve customer objections: Empathize with or acknowledge the client’s objection to connect with them and demonstrate an understanding of their needs and concerns. Ask clarifying question (s). Listening to the client and drilling down toget to
SALES TRAINING CURRICULUM, PROGRAM OUTLINE & TEMPLATE Grounded in behavioral science, our content has been re-imagined and re-tooled to address the needs of both modern buyers and salespeople. Every Richardson Sales Performance sales training program is customized so that selling best practices are taught in an exact replica of your organizations’ real selling situations. And because we’ve already taught key concepts prior to class, time is 6 TIPS FOR BUILDING TRUST WITH YOUR CUSTOMERS To prepare, you should: Develop a clear and client-focused objective that identifies what you want the customer to commit to by the end of the meeting. Know where you are in the sales process and the verifiable outcomes you want to achieve. Identify which other sales professionals you want involved in the meeting and in what capacity. 6 CRITICAL SELLING SKILLS TRAINING PROGRAMS 6 Critical Skills Needed for Sales. The chart below summarizes the main competencies built through development of each sales skill. For more information download the complimentary brief, Everything Begins with Soft Skills. 1. Presence. Presence refers to a CONSULTATIVE SELLING TRAINING PROGRAM Richardson Sales Performance’s Consultative Selling training program focuses on the critical structure of a sales conversation. It provides a powerful roadmap for a successful, buyer-focused dialogue. The Consultative Selling Framework explored in the program gives sales professionals a consistent, repeatable process to more effectively 5 TECHNIQUES TO OVERCOME THE STATUS QUO IN SALES 5 Techniques that Will Help Your Sales Team Overcome the Status Quo. Drive Consensus: Sales professionals must drive consensus to win the sale. The reason for this strategy is two-fold. First, buying decisions today come from groups, not individuals. Technology has automated, basic transactional sales. HOW TO MEASURE SALES PRODUCTIVITY There are 4 primary ways sales organizations can accurately measure sales productivity. They are: Sales Cycle Duration. Pipeline-to-Quota Ratio. Time to Productivity. Number of meetings held. In this blog post, we explore these four sales productivity metrics in greater detail. Measuring sales productivity is a common challenge for sales RICHARDSON SALES PERFORMANCE Richardson Sales Performance is the global leader in sales training and performance improvement. We drive accelerated growth by simplifying and solving the sales-growth equation.. From ensuring your sales managers are executing the right activities to equipping your sales team to drive a buyer-aligned sales process with exceptional skills and strategies, we will guide your sales organization Hello, you are using an old browser that's not compatible and no longer supported. Please consider updating your browser to a newer version. * Icon / SearchCreated with Sketch. Search * North America Language Dropdown Arrow Select Your Region * North America * Europe, Middle East & Africa * Asia Pacific, Australia & New Zealand* Latin America
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WE ARE RICHARDSON SALES PERFORMANCE Richardson Sales Performance is the global leader in sales training and performance improvement. We drive accelerated growth by simplifying and solving the SALES-GROWTH EQUATION.
From ensuring your sales managers are executing the right activities to equipping your sales team to drive a buyer-aligned sales process with exceptional skills and strategies, we will guide your sales organization through a digitally-enabled performance journey that excites, engages and reveals results. Get to know us and experience what is possible – managers who know exactly how to drive growth from their teams, customers who see the difference in how your sales team shows up and a clear path tooutperformance.
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Brief: Recharging the Team with a Virtual Sales Kickoff Meeting Brief: Returning to a Long-term Perspective SALES TRAINING DESIGNED TO WIN WITH EVERY BUYER, EVERY TIME There is no second act in selling. Buyers have too many options and not enough time. When your salespeople show up throughout the sales cycle, they must be exceptional — cutting through the noise and distilling what matters most. That’s where we come in. We train your sales team to outperform the competition when the buyer has heard it all and is looking forsubstance.
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Consultative Selling Training Program This training program teaches a customer-focused approach for planning and executing sales calls. Your team learns to engage customers in needs-based dialogues that build credibility, enable better problem solving, and foster customer openness to uncover critical information needed to position a compelling solution that differentiates yourteam.
Virtual Selling Training Program Empower your sales team to more effectively engage customers in virtual meetings. This program equips salespeople with the skills and techniques to increase credibility, create connection, foster openness, and build trust in a virtual setting to drive momentum and win sales opportunities. Solution Selling® Training The Solution Selling® training program provides sellers with a clear map that the right things will be accomplished in the right manner. at the right time, with the right buyers, resulting in increased sales productivity and revenues. High-Stakes Consultative Dialogues Training Program Richardson's advanced sales training program teaches a collection of models, skills, and techniques to teach your sales team how to engage customers in high-risk, high-reward dialogues to advance alignment, drive momentum, and win more high value deals. Enhanced Service through Consultative Sales This program provides customer service representatives with the process, skill, and attitude to effectively and efficiently lead customer calls while identifying opportunities and cues to provide further value and sell additional products and solutions. Developmental Sales Coaching Training Program The Developmental Sales Coaching training program teaches your sales managers how to transform their role from being the expert who directs and tells to being a coach who develops their team and inspires increased self motivation to learn, change, and improve results. Consultative Negotiations Training Program Richardson's negotiations training program teaches your team to achieve win-win outcomes by applying the sales skills and strategies needed to effectively justify value, protect price, and preserve valuable customer relationships. Storytelling Training Program The Storytelling sales training program teaches your team the process and skills to tell a compelling story that makes an emotional connection with customers, draws their attention to an important issue, and inspires and motivates them to act. Major Account Planning Training Program This training program teaches your team to apply a consistent, customer-centric approach to identifying priority accounts, capturing and analyzing critical information, and developing a strategy to find the white space within key accounts so that your team and customersprosper.
Intentional Pursuit Strategy Training Program The Intentional Pursuit Strategy program teaches your sales team to think and act strategically when pursuing complex sales opportunities to increase their chances of winning and shorten the sales cycle. Selling with Insights Training Program Selling with Insights training develops your salespeople’s ability to become the point of differentiation and bring relevant insights and ideas to create value in the buying experience and influence the buyer’s decision criteria to align to your distinct competitiveadvantage.
CREATE THE SALES TEAM THAT DRIVES YOUR NUMBER The ground continues to shift under your sales team’s feet, and what worked in the past for your sales professionals and sales managers will no longer cut it. But, training your salespeople to show up differently in front of buyers can be a challenging task. Get the benefit of our hindsight. As one of the most experienced sales training companies, we’ve done this before, and it’s our job to guide you to the most direct path to results. You’ll work with a team of sales experts who know what makes salespeople tick and what kind of training programs will get them to change their behavior inthe field.
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DELIVERING LASTING RESULTS If your sales performance training company doesn’t help you move the needle, then it wasn’t worth the investment. Let’s talk about the metrics you care about, what we know drives results, and then hold ourselves accountable. You define success; we’ll define the path.Measurement
CUSTOMER SUCCESS STORY Learn how Richardson Sales Performance trained account executives at OUTFRONT Media to engage their buyers using client-focused dialogues that lead to a 20% increase in close rate and a 10% increase inrevenue.
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GLOBAL SALES TEAMS DEPEND ON RICHARDSON SALES PERFORMANCE900
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Individuals Trained
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Virtual Sessions Completed SALES PERFORMANCE RESEARCH & INSIGHTS WHITE PAPER: SUCCESS IN THE ERA OF VIRTUAL SELLING Learn why when economic factors return to pre-crisis levels, many customers will have acclimated to a new reality of virtual selling,... WHITE PAPER: ELEVATE YOUR CONSULTATIVE SELLING APPROACH TO COMPETETODAY
In Richardson Sales Performance's White Paper, Elevate Your Consultative Selling Approach to Compete Today, we examine the recentchan...
WHITE PAPER: 6 KEY ACCOUNT BEST PRACTICES TO HELP YOU EXECUTE YOURSALES STRATEGY
Your team's ability to execute an account management strategy is key to your organization's success.These 6 best practices will unlock...View All Research
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