Score More Sales
AUGUST 28, 2014
We know that according to eMarketer, “more than 59% of B2B purchase decision makers and influencers use their smart phones to gather information when purchasing products or services”. No more 2001 stuff, please. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.
SBI Growth
NOVEMBER 24, 2013
True Story – How I learned to execute Sales Enablement on a field ride in 2001. In 2001 I was an Account Supervisor at VML, a marketing agency. He was an enterprise rep who knew how to reach the C-Level suite of decision makers. We get frustrated that we have to ‘sell’ them. His name was Chad.
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The ROI Guy
JANUARY 17, 2011
It is best to look at what tools are needed to address each stage in the buying lifecycle, and have tools specifically designed to help move the decision making from initial engagement to delivery. " So where does this leave traditional sales training companies.? Scrabbling to catch up to the new reality!
Score More Sales
JANUARY 12, 2012
Reaching decision makers is always the goal. Recently I heard more than one speaker at a conference talking about using internal leverage to gain access to decision makers. Lori Richardson speaks, writes, trains, and consults on B2B selling and has been named one of the Top 25 Sales Influencers for 2012.
The ROI Guy
DECEMBER 6, 2010
Advanced ROI business case tools and training should be provided to direct and channel sales professionals to help them advance from traditional product / solution selling, to the value selling buyers now demand.
Score More Sales
JANUARY 19, 2012
Today’s conversation shares how once you gain access to the C-level decision makers you wanted to get in front of in the first place, now what do you say to move the conversation forward? © Score More Sales 2001 - 2012. Sales Tips and Strategies to Grow Revenues. Consulting. by Lori Richardson on January 19, 2012.
The ROI Guy
MAY 4, 2006
But these growth figures are still a far cry from the pre-bubble burst years of 1999 through 2001, where double digit growth was the norm. A recent IDG/CXO media survey indicated that business and IT executives where making most of the buying decisions - including defining requirements, specifying brands and ultimately approving the purchase.
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