What is Richardson’s Consultative Inside Sales Training?

It’s a program designed specifically for phone-based and virtual sellers, teaching them to connect quickly, uncover needs, and position solutions using a consultative framework.

How long does the training take?

The program is typically delivered as a one-day workshop (live or virtual), with pre- and post-learning on Richardson Accelerate™. Flexible digital-only and blended options are also available.

Who should attend this program?

Inside sales teams, BDRs, and account managers who engage customers primarily by phone or virtual channels.

What skills will participants gain?

Skills in connecting with customers, uncovering needs, resolving objections, positioning solutions, and asking for commitment.

What business results can organizations expect?

Shorter sales cycles, increased differentiation, cross-selling growth, and a consistent sales process across the team.

How does this program connect to other Richardson solutions?

It builds on the Six Critical Skills and serves as a stepping stone to more advanced consultative and Challenger-based programs.

Consultative Inside Selling training program

Consultative Inside Sales Training

Equip your inside sales team with the skills to build rapport, uncover needs, and position value over the phone. Unlock the full potential of inside sales with a consultative approach.

Program Overview

Automated inside sales tools have created new efficiencies by enabling business development representatives to reach more customers without in-person meetings or travel. However, volume alone does not create success. Sellers must deliver value in every interaction. Richardson’s Consultative Inside Sales Training provides a proven framework designed specifically for phone-based and virtual sales conversations. By taking a consultative approach, sellers learn how to connect quickly, uncover needs, position solutions, and secure commitments — all while maintaining engagement in shorter, high-pressure conversations. This program prepares inside sales teams to connect effectively in both inbound and outbound calls, gain a deeper understanding of customer needs, position tailored solutions that differentiate, resolve objections with confidence, and ask for commitment to advance opportunities.