SBI Growth

SEPTEMBER 17, 2012

Lead Management is typically an afterthought. Try to pull Lead Development Reps from the phones for two hours and there’s an uproar. Lead Management training expenses account for less than 12% of the Annual Sales & Marketing Training Budget. Lead Management Process Knowledge.

Sales Qualified Lead 293

Sales Qualified Lead Buyer Training Leads 293

SBI Growth

DECEMBER 27, 2013

Each buying influence has a different objective. Understand how your competitors write to your buying influences. Lead Management - Get your head around which points throughout the buyer journey you need to influence. Social Presence - 93% of marketers say they use social media for business.

Competition 267

Competition Ideal Customer Profile Top of Funnel Decision Maker 267

Salesmate

FEBRUARY 16, 2021

Our previous blog on Sales influencers proves this dominance, with almost 85% names being men. We have put together a list of 15 such female influencers who have done their best and have become role models to look up to! Stutz is recognized as Top 1% influencer in sales. “She believed that she could, so she did!”. Tiffani Bova.

Influencer 105

Influencer Eloqua Social Media Oracle 105

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FEBRUARY 13, 2013

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. What did we miss in our “top 10?”

Social Selling 239

Social Selling Tools Webinar Metrics Outbound 239

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JANUARY 29, 2013

I think that big organizations my company sells into have a very big influence at alumni and C-level meetings our C-level contacts attend throughout the year. Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. Would you agree?”

Referrals 263

Referrals InsideView Outbound LinkedIn 263

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DECEMBER 10, 2012

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. What tips do you have? We’d love to share them.

Vendor 265

Vendor Outbound Call-back Lead Rank 265

SBI Growth

AUGUST 30, 2013

Key Influencers – Anyone with considered input into the buying decision. The key to successful marketing is influencing the buyer early in the journey. Process – a multi-staged & gated lead management process that combines both automation & human interaction. Only person who can say No when everyone else says Yes.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

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FEBRUARY 28, 2014

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Thank you all for your support!

Ideal Customer Profile 325

Ideal Customer Profile Lead Rank Lead Scoring Fashion 325

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JANUARY 8, 2013

So why is it that we, as sales professionals don’t usually practice what we’ll say when we finally get that Influencer or actual buyer on the phone? You ALSO have the opportunity to blow it – to sound uninformed, confused, slow, rude, elitist, hurried, or wrong.

Travel 258

Travel Outbound Influencer Buyer 258

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NOVEMBER 29, 2012

It was the next group of influencers, the Zig Ziglars of the world who initially helped me build confidence as a professional. When I started out as a technology sales professional, I had little idea what I was doing – just the words of my grandmother, who was my mentor in business.

Apparel 276

Apparel Twitter Motivation Social Media 276

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NOVEMBER 22, 2013

Three major takeaways from the study include: How CxOs are opening up to customer influence. Since there will be lots of interpretations of this data I am going to focus on just a few things that really stood out – specifically: Influence. The C-suite has the most influence in a company – we all know that.

Study 216

Study Influencer Lead Rank Lead Scoring 216

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FEBRUARY 20, 2013

Emotions started running the call—not effective influence and communication skills. The salesperson knows that he is supposed to meet with all the buying influencers. If a manager is always looking at his smart phone, she is not present and misses many non-verbal cues in communication.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

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JANUARY 4, 2013

Activity goals are goals that you typically come up with together with your sales manager targeting specific actions that you have a whole lot of control over. Some of my favorite activity goals include: Number of high level conversations you have each week with influencers and decision makers.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

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JANUARY 16, 2013

Become an Influencer in your industry, niche, company, region, or sector. Pay out of your own pocket and build an amazing profile and connections. I write about this all the time – take a look at the most recent LinkedIn post on boosting your profile and search for others.

Outbound 241

Outbound Influencer LinkedIn Analysis 241

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FEBRUARY 18, 2013

More importantly, the idea of control – to have the power to influence or direct people’s behavior or the course of events can be a slippery slope. Don’t let that title fool you – control in a buyer and seller relationship is not a one-way thing.

Buyer 222

Buyer Inside Sales Outbound Exercises 222

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APRIL 30, 2012

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

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APRIL 30, 2012

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

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DECEMBER 7, 2012

We’d love your thoughts about money being left on the table at your company and elsewhere due to a poor system of converting leads – especially ones who are coming right to you. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling.

Leads360 225

Leads360 Closing Inbound Outbound 225

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MARCH 13, 2014

Joe felt that the 20 people he listed were all movers and shakers – even some real industry experts and influencers. Traditionally everyone contacts these companies on their own. Joe knows all of them – some more than others, but he has no regular conversations with any one of them. Here’s what Joe did.

Referrals 238

Referrals Lead Rank Lead Scoring Ideal Customer Profile 238

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NOVEMBER 16, 2012

He was commenting in response to the fact that 50% of all leads coming into a company are never called a second time. This fact is from research previously done by Leads360 , a cloud based leads management and sales automation company.

Follow-up 250

Follow-up Study Leads Marketing Qualified Lead 250

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NOVEMBER 9, 2012

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Video 225

Video B2B Outbound Proposal 225

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MARCH 18, 2014

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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JANUARY 27, 2014

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

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SEPTEMBER 13, 2013

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Resources 232

Resources B2B Oracle Lead Rank 232

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JANUARY 9, 2014

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Reach More Prospects with this Simple Plan.

Ideal Customer Profile 231

Ideal Customer Profile Lead Rank Lead Scoring Outbound 231

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MAY 21, 2012

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? and one of “20 Women to Watch in Sales Lead Management”. Post your comments below – we will answer all questions and share your successes.

Lead Rank 229

Lead Rank Lead Scoring Intent Outbound 229

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NOVEMBER 26, 2012

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

Hubspot Sales

SEPTEMBER 9, 2024

After leads have been categorized, the process then involves creating and using these lists for lead management , and tracking to ensure they move efficiently through the sales pipeline. I’ve had many lead list sources over the years, ranging from website visitors and event attendees to telemarketing vendors.

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

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FEBRUARY 27, 2013

2. Become an Influencer in Your Industry Niche. By adding value to others, he’s a visible Influencer in Boston and also around the world. Spend time searching and listening for what is happening in your market, with your competitors, with your customers, and with your strategic partners. 3. Engage.

Twitter 232

Twitter Prospecting Strategy Promotion 232

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DECEMBER 3, 2012

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Territories 220

Territories Distribution Outbound Outside Sales 220

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MARCH 14, 2014

They will have different spheres of influence and their own agendas. There are times when one of your contacts goes through an email with proposal information and you can see that it is getting passed around, re-opened, forwarded, other emails are getting opened, and it becomes a whirlwind of activity for them.

Decision Maker 229

Decision Maker Lead Rank Lead Scoring Compensation 229

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JANUARY 7, 2013

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Outbound 245

Outbound Energy Industry Influencer 245

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MAY 29, 2013

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. All I ask is that you be open minded – the best sellers are. If you sound shaky on the phone, people will know.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

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FEBRUARY 12, 2013

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Are you ready?

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

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FEBRUARY 10, 2014

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. We’d love your thoughts.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

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JULY 29, 2013

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Inside Sales 211

Inside Sales Lead Rank Lead Scoring Outbound 211

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MARCH 4, 2014

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Telecommunications 226

Telecommunications Lead Rank Lead Scoring Ideal Customer Profile 226