SBI Growth

OCTOBER 14, 2012

Sales leaders have a tendency to blame comp plans, talent, or lack of training. The SVP wanted us to assist with training during their sales kickoff. They were missing the number in 2012 and he believed sales training was the answer. Instead, we diagnosed the problem as a lack of qualified leads going to the sales force.

Hiring 292

Hiring Sales Qualified Lead Revenue Lead Generation 292

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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 Rank 265

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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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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

SBI Growth

SEPTEMBER 23, 2012

Let Marketing help expand within existing accounts by nurturing contacts for the Rep (via inbound marketing and lead management.). Sales Reps need to train their customers to use Customer Service. Ensure appropriate training and educational materials for these sales behaviors (at the Sales Rep and Manager level.).

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

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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

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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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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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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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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 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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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

Pointclear

FEBRUARY 27, 2014

Their data shows that companies using automation combined with a reasonable lead management process—inquiry generation, qualification, nurturing and hand off to sales—produced four times the sales volume of companies with automation but with weaker processes. Train up your team. Today''s blog was written by Ruth P.

Marketing 266

Marketing Strategy Eloqua Marketo 266

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JULY 11, 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.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

SBI Growth

JUNE 4, 2013

Sales Process/Sales Training. Demand Generation and Lead Management. Sirius Decisions says that B2B sales forces only follow up on 20% of leads. But think about next year – can you get there with your current team? Replacing poor performers and properly enabling new hires takes time.

Hiring 308

Hiring Lead Rank Lead Scoring Demand Generation 308

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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

The Sales Hunter

DECEMBER 3, 2011

sales manager. sales training. sales training tip. time management. training tip. One Response to “18 Phone Sales Skills Tips You Can Use Right Now” Roundup #50 – Lead Management, Lead Generation & CRM tips says: December 19, 2011 at 9:29 am. [.] Client Login. Mark Hunter.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

SBI Growth

DECEMBER 24, 2012

It can be wonderful for helping you stimulate and manage latent sales demand. The process defines your demand generation and lead management workflow. Find the right people to manage it. However, Jim has not trained his team to follow a hiring process. Here are the steps: Build a process. Choose a technology.

Hiring 326

Hiring Lead Rank Collateral Case Study 326

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JANUARY 29, 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.

Referrals 263

Referrals InsideView Outbound LinkedIn 263

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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

The Pipeline

JANUARY 18, 2012

Funnel management. HR Management. Lead Management. Sales Management. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Gap Selling. Guest Post. Hiring Sales Talent. Impact Questions. Interactive Selling. Negotiations. Next Steps. Objection Handling. Plagiarism.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

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FEBRUARY 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.

Lead Rank 224

Lead Rank Lead Scoring Inside Sales Influencer 224

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OCTOBER 4, 2013

For purposes of this discussion, sales enablement is developing strategy, creating assets, reporting, training, measurement, analysis, coaching, cross-functional involvement, and on-boarding. It supports the notion that growing revenues in a company is not done just by bringing in sales training and hoping the reps will adapt.

Sales Enablement 219

Sales Enablement Hiring Survey Lead Rank 219

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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 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 Rank Lead Scoring Outbound 225

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FEBRUARY 27, 2014

Gen Y workers want feedback, and training, and a career path. 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.

Hiring 223

Hiring Sales Talent NetSuite Lead Rank 223

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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 8, 2013

One of the best things a company can do to get this message across is to have the company president or CEO stand in front of new sales reps (on-boarding training, perhaps?) and make this clear. It happens all the time – why not with you?

Inside Sales 212

Inside Sales Licensing Lead Rank Lead Scoring 212

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DECEMBER 12, 2013

It is particularly rampant after product training or annual sales off-sites. We have our solutions and we think it is obvious that since we are so great, they must need what we offer. Have you ever caught yourself doing that? We leave excited and full of information ready to pounce on the next person who crosses our path.

Lead Rank 226

Lead Rank Lead Scoring Outbound Ideal Customer Profile 226

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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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JANUARY 4, 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. So, what are your activity goals for you or your group?

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

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JANUARY 8, 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.

Travel 258

Travel Outbound Influencer Buyer 258

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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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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