Pointclear

JULY 16, 2013

There is an active debate about the quality difference between leads from inbound versus outbound marketing. Your “qualified” inbound marketing lead may actually be an administrative assistant or lower level executive with only limited decision-making or influencing ability. Decision makers and influencers identified.

Lead Generation 225

Lead Generation Sales Qualified Lead Marketing Qualified Lead Leads 225

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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. We’d love to share them.

Vendor 265

Vendor Outbound Call-back Lead Scoring 265

Vengreso

JANUARY 22, 2025

Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. Introduction to Sales Training Blogs Sales training blogs are an essential resource for sales professionals looking to improve their skills, stay up-to-date with industry trends, and learn from experienced sales leaders.

Training 74

Training Top of Funnel Ideal Customer Profile SalesForce 74

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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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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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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 31, 2012

If nothing else, download some of their stuff and learn how to attract buyers your way while you work on all of your outbound selling efforts. Doing both outbound + inbound = NEW SALES. We use Hubspot and these guys know how to engage viewers. Contact us to hear our own great success story. Social Media Today. Wishing the best in 2013.

Video 210

Video Social Media Outbound Hubspot 210

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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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SEPTEMBER 3, 2013

Does Outbound Lead Gen Still Work? . Outbound prospecting does work and it works well when you know who your target market is, what your buyers are looking for, and you have a compelling message to offer that extols value for those buyer. You can waste literally days out of every month looking for the wrong buyers.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

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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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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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DECEMBER 7, 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.

Leads360 225

Leads360 Closing Inbound Outbound 225

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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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APRIL 29, 2013

How systematized you are, tied in with a process for outbound prospecting as well as inbound leads. Remember the three things that will affect the money in your pocket when it comes to follow through -. How many times you follow-up. How your messaging sounds and what you are sending by email. Try it, and post your thoughts.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

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JANUARY 4, 2013

Some of my favorite activity goals include: Number of high level conversations you have each week with influencers and decision makers. 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.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

DiscoverOrg Sales

MAY 30, 2018

With outbound? It’s not about outbound. We do a lot of storytelling and roleplaying at DiscoverOrg; this is one of our most valuable training techniques. Remember when I said that the most common question I hear from startups is where to start: Inbound, outbound, etc.? With inbound? With ABM?”.

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Demand Generation Targets 270

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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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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.

Ideal Customer Profile 231

Ideal Customer Profile Lead Rank Lead Scoring Outbound 231

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AUGUST 5, 2013

Good outbound calling tied in with a smart inbound marketing program is a great combination to grow sales opportunities. They got creative and reached out through a multi-faceted strategy. They also cobbled together an inbound marketing strategy which already is gaining them visibility on the web. Don’t Make it So Hard on Yourself.

Inside Sales 220

Inside Sales Outbound Inbound Lead Scoring 220

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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 Rank Lead Scoring Guarantee 236

Sales Hacker Training

OCTOBER 11, 2024

Along the way, he built multiple $100M ARR companies and trained over 1,500 sales reps, seeing first-hand what systems truly move the needle for revenue leaders. Churn is influenced by metrics like product usage, QBR frequency, and expansion opportunities. Document : Write it down. If it’s not documented, it doesn’t exist.

Sales Leadership 119

Sales Leadership Lead Rank Scale Marketing Qualified Lead 119

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MAY 21, 2012

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. 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 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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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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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 Rank Lead Scoring Call-back 250

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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 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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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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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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FEBRUARY 22, 2012

This becomes the foundation for scalability and in training new reps. Lori Richardson is recognized as one of the Top 25 Sales Influencers for 2012 and speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Sales Tips and Strategies to Grow Revenues. Consulting.

Top of Funnel 284

Top of Funnel Lead Rank Lead Scoring Lead Nurturing 284

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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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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