Richardson

JANUARY 13, 2020

In 2004, productivity growth in the US began to decelerate. In 2011, it slowed to a crawl and even became negative for a period in 2016. In contrast, measuring sales productivity is complex. Today, productivity remains low, and economists don’t know why. However, measurement across industries is difficult.

How To 80

How To Industry Examples Sales 80

Sales 2.0

OCTOBER 22, 2019

There is an issue in sales that is a lot like Brexit. In 2011, Baylor University conducted a research study on cold calling with realtors from Keller Williams. Here’s some data Steve Richard (a smart sales expert) published based on his experience running the outsourced B2B calling firm Vorsight. That issue is cold calling.

Cold Calling 150

Cold Calling Outsourcing Services Call-back Government 150

Sales 2.0

JULY 14, 2018

One from a university, one from a smart sales expert and one from my team. In 2011, Baylor University conducted a research study on cold calling with realtors from Keller Williams. Here’s some data Steve Richard (a smart sales expert) published based on his experience running the outsourced B2B calling firm Vorsight. Sales 2.0:

Cold Calling 150

Cold Calling Outsourcing Services Call-back Data 150

No More Cold Calling

JULY 27, 2017

Will they ever be able to have a conversation or build the kind of relationships that lead to success in account based sales? In fact, it can be a competitive advantage for account based sales teams. Pell also founded Splendora.com in 1999, a style and culture innovator in the online fashion space which was acquired by Joyus in 2011.

Account 212

Account Fashion Demographics Journal 212

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

No More Cold Calling

JANUARY 7, 2011

I said I don’t make New Year’s resolutions , but Jonathan Farrington, blogger extraordinaire and creator of Top Sales World , wrote a remarkable post. And that is what it will all be about for me in 2011, building on many of the wonderful things we achieved in 2010. It was January, 2004. Achieve Greatness.

Face-to-face 174

Face-to-face Cold Calling Call-back Account 174

No More Cold Calling

JUNE 13, 2013

Guest blogger, Michael Nick, explains where (and how) to use ROI in your sales process. This rubbish comes from people looking for headlines or who really don’t understand the concept of client relationships and how sales tools can help identify issues and monetize value. In your current sales process, what do you do first?

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235