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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.

Vendor 265

Vendor Outbound Call-back Lead Scoring 265

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FEBRUARY 20, 2013

I had the pleasure to sit down with Emotional Intelligence (Ei) Sales Expert Colleen Stanley recently and we talked about how sales training – sales skills – can fail because our reps were not aware of their emotional awareness. LR: What made you write a book about Emotional Intelligence and Sales Results?

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

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APRIL 30, 2012

We sat down and talked through every sales opportunity he had listed. This sales rep was not consistent in his reasoning as to where each of his sales opportunities were. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for tips and strategies in selling. ASK GOOD QUESTIONS. .

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Scoring 297

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APRIL 30, 2012

We sat down and talked through every sales opportunity he had listed. This sales rep was not consistent in his reasoning as to where each of his sales opportunities were. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for tips and strategies in selling. ASK GOOD QUESTIONS. .

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Scoring 297

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JANUARY 27, 2014

Need some sales inspiration? A new twist on an old sales idea you’d like to do again? A quick sales jump-start this week? Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly.

Lead Scoring 281

Lead Scoring Lead Rank Hiring Ideal Customer Profile 281

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JANUARY 16, 2013

As a sales professional, do you invest in getting known in your marketplace and in growing your career? This topic has been talked about recently through colleague Miles Austin’s post Snap-on Tool Trucks and Sales Reps. We also know how little time most sales reps spend on this part of their day.

Outbound 241

Outbound Influencer LinkedIn Analysis 241

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MARCH 18, 2014

Today, I''m pleased to share the amazing topper donated by Jonathan Farrington of Top Sales World. Sellers and sales organizations, like most everyone, often see change as hard. What’s in it for you, if you are a seller or sales leader is MORE revenues, and some great satisfaction in learning new strategies for building business.

Trade Show 250

Trade Show Ideal Customer Profile Lead Scoring Lead Rank 250

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JANUARY 4, 2013

For those of us who have been in the sales profession for any length of time, you know that your sales leader or head of the company has revenue goals for you to hit. In my sales career I had new revenue goals that seemed attainable, others that seemed like a healthy stretch – doable if everything worked together.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

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NOVEMBER 9, 2012

At a recent sales training session, I polled the large group to see who reads professional development books and books about improving your sales skills. One of the best that I like is called Sales From the Streets – a place where anyone can post their best sales tips and anyone can view for a quick 2 minute lesson.

Video 225

Video B2B Outbound Proposal 225

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FEBRUARY 18, 2013

One of the most talked-about sales books in the last couple years is The Challenger Sale. The complete title is: The Challenger Sale – Taking Control of the Customer Conversation. You may think you drive all of your sales opportunities, and that you take control – until the opportunity goes dark, right?

Buyer 222

Buyer Inside Sales Exercises Outbound 222

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NOVEMBER 26, 2012

Working hard in sales but not accomplishing enough? Declare a sales goal you want to accomplish and give some detail – it needs to be specific and time bound. The “science” aspect of selling will help you grow sales by 10-30% or more.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

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SEPTEMBER 13, 2013

Nearly every day I get asked about good blogs, books, and resources for the sales reps on the front lines – those with quotas who have to come up with new ideas and think outside of the box for success. Top Sales World recently published their list of the Top 50 Sales & Marketing Blogs. Think outside of the box?

Resources 232

Resources B2B Oracle Lead Scoring 232

SBI Growth

JULY 7, 2013

In 2011, 57% of the Buyer’s Journey was completed before first contact with a sales rep. A BPM provides the marketing team a blueprint for effective demand generation and lead management. The key to a successful marketing strategy is influencing the early stages of the Buyer’s Journey. And the trend continues.

Marketing 310

Marketing Lead Nurturing Demand Generation Agencies Social Media 310

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MAY 21, 2012

It’s a simple concept – being strategic in your thinking, planning and acting in sales works. These are calls to people you may or may not know – and they are all people who can refer you to others – or support you in the sales opportunity you are already working on.

Lead Scoring 229

Lead Scoring Lead Rank Intent Outbound 229

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APRIL 3, 2013

This is basic information and, unfortunately, our team runs into these issues nearly every day as we coach and train front line sales professionals. The difference I am finding now is that some sales reps are oblivious to the importance of correct spelling, good grammar, and the right words when communicating by email. Word choices.

Face-to-face 238

Face-to-face Social Media Travel Outbound 238

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DECEMBER 3, 2012

Many sales leaders and smaller company CEOs are discussing sales tam planning for next year. This is something we work on routinely with technology and distribution companies for inside and outside sales teams – don’t hesitate to ask us if you have a question or two. Some have completed theirs.

Territories 220

Territories Distribution Outbound Outside Sales 220

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FEBRUARY 13, 2013

What tools are you using to grow sales? 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.

Social Selling 239

Social Selling Tools Webinar Metrics Outbound 239

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APRIL 29, 2013

One big contributing factor to your sales success is in your follow-up. There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. With many in sales, follow-up effort is focused less about them and more about you, your products, and services.

Follow-up 261

Follow-up Inside Sales Outbound Lead Scoring 261

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. Drive conversions and move them through the sales funnel. How fast do they reach out?

Competition 267

Competition Ideal Customer Profile Top of Funnel Decision Maker 267

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JULY 29, 2013

You know that guy or woman on your sales team who is relentless? How is it that they always seem upbeat and ready for another day of sales calls, e-mailing and researching seemingly impossible to reach prospects? The post Inside Sales Power Tip 125 – Grit appeared first on Score More Sales. Increase Opportunities.

Inside Sales 211

Inside Sales Lead Scoring Lead Rank Outbound 211

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MAY 20, 2013

After being in sales for many years, I had an “Aha” moment. I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head. I don’t even know where it came from.

Inside Sales 250

Inside Sales Lead Scoring Lead Rank Call-back 250

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JANUARY 10, 2013

A big win for your sales team would be to find more prospective customers and start listening to what they are saying. If your potential buyer is a sales recruiter, for example, you can see where they are active and what they are working on, then tailor your messaging to better fit what their world is like currently.

InsideView 249

InsideView Research Prospecting Eloqua 249

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MARCH 14, 2013

Sales and marketing experts Jill Konrath and Ardath Albee just announced a new e-book, Cracking the LinkedIn Sales Code which will help you better understand how professional B-2-B sellers are using LinkedIn to grow visibility, gain connections and ultimately grow revenues. LinkedIn Power Tips for Sales.

LinkedIn 238

LinkedIn Ideal Customer Profile Lead Scoring Lead Rank 238

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DECEMBER 2, 2013

Sometimes in sales you just need to start over with your messaging. If you are in an open environment, jot down (or record with their permission) what the most successful peers you work with say on the phones that opens up dialogue and even creates sales opportunities. Work in an office on your own or away from other sales reps?

Inside Sales 230

Inside Sales Lead Scoring Lead Rank Call-back 230

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DECEMBER 24, 2013

Sales teams that perform the best tend to have specialists at every part of the sales pipeline. How can you focus on your strengths to grow your pipeline and ultimately your sales? Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales 227

Inside Sales Decision Maker Lead Scoring Lead Rank 227

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APRIL 4, 2013

We are, as a business community, being BOMBARDED with sales tools. Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. What is our end goal? What are we trying to accomplish? This is where we see a big issue.

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

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FEBRUARY 28, 2014

Salespeople love a great sales pitch. I was at one of my clients’ offices this week, Granite LLC , coaching sales team members and meeting with sales leaders – and heard about the massive undertaking that will be happening on Monday. You can mail one to me at the Score More Sales office. 1931 Woodbury Ave.,

Ideal Customer Profile 325

Ideal Customer Profile Lead Rank Lead Scoring Fashion 325

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JANUARY 23, 2013

One of my weaknesses, as a “student of sales” and as a “student of life” is in buying business books. They are top sales books, marketing / branding books, training, team building, and a couple of wild cards thrown in too. Real, hard bound and soft cover old school books.

Marketing 218

Marketing Outbound Follow-up Influencer 218

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MARCH 1, 2013

How you feel about your sales position directly affects your success. This includes the belief that sales is an admirable profession and that by helping others get involved with your company’s products and services you are contributing to your community and society in a positive, helpful way. Focus on the positives.

Consumer 255

Consumer Outbound Study Positioning 255

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AUGUST 14, 2012

When it comes to integrating online and social activities into their marketing and sales strategies it seems like there are two camps – those that “get it” and those who will wait till there is more “proof” that social selling actually works. Are you utilizing these basic ideas with your sales and marketing teams?

Social Media 233

Social Media B2B Strategy Media 233

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FEBRUARY 4, 2014

Since many of you felt indifferent to the particular game that just happened, I want to tie in some important sales lessons from the winning quarterback and the losing quarterback, plus some thoughts from others. How can you use that in your day-to-day sales world? It works the same way in a sales career. Get Inspired, Underdog.

Sports 225

Sports Lead Scoring Lead Rank Outbound 225

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MAY 6, 2013

Do you know there is an online program where you can gain sales skills from some of the top sales experts in the world? Then join me for the Internal (Inside) Sales Series. After that, Outside (External) Sales courses begin on August 27th. After that, Outside (External) Sales courses begin on August 27th.

Education 194

Education Lead Scoring Lead Rank Outbound 194

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MAY 11, 2012

Furness asked 7 sales and technology experts what advice they would give to business leaders in this situation. 3. The classic mistake is where you choose one app and in very short order, the sales team will want and need something to integrate with that. Has your company invested in tablets throughout the sales force?

Marketo 214

Marketo Lead Scoring Lead Rank Outbound 214

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DECEMBER 26, 2013

What if you had a sales dashboard? If you are not one of those sellers, and would like a very simple way to get your week off to a great start, consider downloading our free Weekly Sales Dashboard – Generic version free download here. Weekly Sales Dashboard FREE DOWNLOAD click here. Get at it, and good selling!

Hiring 231

Hiring Scale Ideal Customer Profile Sales Methodology 231

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FEBRUARY 27, 2014

Looking for great sales talent? A panel of sales hiring and retention experts spoke yesterday at the AA-ISP Boston Chapter event. (If If you are not aware, the AA-ISP stands for American Association of Inside Sales Professionals). Devon McDonald, Director Sales & Marketing Support, OpenView Venture Partners.

Hiring 223

Hiring Sales Talent NetSuite Lead Scoring 223

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DECEMBER 27, 2013

In the first two posts in this series we talked about gaining visibility to grow sales as well as putting a plan in place. The pros – being in a clear space so that you can focus on “net new” sales will far outweigh the chore of getting stacks of papers scanned and organized digitally. Now how are you going to make this happen?

Lead Scoring 255

Lead Scoring Lead Rank Decision Maker Sales Qualified Lead 255

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DECEMBER 16, 2013

If I say that I help sellers and their managers on the front lines of mid-sized technology and distribution companies with sales strategies and top tactics, you either know someone in that situation or you don’t. Build Sales with these LinkedIn Resources. For LinkedIn Holdouts – 30 Day Action Challenge. Close More Deals.

Lead Scoring 256

Lead Scoring Lead Rank Ideal Customer Profile LinkedIn 256