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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. CS: I have been teaching and training salespeople for over 20 years. Click here to view the embedded video.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

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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?

Vendor 265

Vendor Outbound Call-back Lead Scoring 265

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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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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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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. There were very few hands that went up. Where else do you gain just-in-time sales skills and ideas?

Video 225

Video B2B Outbound Proposal 225

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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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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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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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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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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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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 Exercises Outbound 222

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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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APRIL 12, 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. Click here to view the embedded video.

Video 193

Video Lead Rank Lead Scoring Outbound 193

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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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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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MARCH 21, 2013

I have a training strategy that I’ll share once others have responded – it is a combination of a catchy subject line coupled with an insight-driven first 2 sentences. But we want to hear what YOU do to get a response. But we want to hear what YOU do to get a response.

Webinar Metrics 236

Webinar Metrics Lead Scoring Lead Rank Guarantee 236

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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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MAY 20, 2013

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. It is about the idea of building trust.

Inside Sales 250

Inside Sales Lead Scoring Lead Rank Call-back 250

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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.

Ideal Customer Profile 231

Ideal Customer Profile Lead Rank Lead Scoring Outbound 231

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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 Marketing Qualified Lead Leads 250

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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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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”. Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

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

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JANUARY 23, 2013

They are top sales books, marketing / branding books, training, team building, and a couple of wild cards thrown in too. Since I need to downsize a bit, I decided to pull out 50-75 of these books and instead of dumping them off where they won’t be appreciated, we came up with this idea that is a win/win/win.

Marketing 218

Marketing Outbound Follow-up Influencer 218

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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. Three pet peeves of mine, and perhaps yours, have inflicted the world of communication in selling: Spelling errors. Grammatical errors. Incorrect word choices and improper word usage.

Face-to-face 238

Face-to-face Social Media Travel Outbound 238

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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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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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NOVEMBER 14, 2012

This idea is so successful we created a whole program around it, called Selling in Threes – the basis of our frontline sales training and will be featuring more of that content in upcoming posts.

Outbound 206

Outbound Influencer Lead Management Training 206

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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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MARCH 20, 2012

Do you work at the front end of the sales cycle generating hundreds or thousands of leads over time for your company (or companies)? There is a search going on for the Top 20 Women to Watch in Sales Lead Management. Are you a man who knows of a woman colleague, client, or partner who should be nominated?

Lead Generation 185

Lead Generation Lead Rank Lead Scoring B2B 185

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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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JANUARY 13, 2014

We see this in training sessions quite often – people come in with their arms crossed tight. If you consider yourself a sponge in the first year at your new position, you will have the opportunity to learn much more than someone who come in or transfers over thinking they know it all.

Inside Sales 225

Inside Sales Lead Scoring Lead Rank Outbound 225

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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

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MARCH 5, 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.

Social Selling 243

Social Selling Tools LinkedIn B2B 243

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FEBRUARY 17, 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.

Cold Calling 277

Cold Calling InsideView Lead Rank Lead Scoring 277