Understanding the Sales Force

DECEMBER 13, 2012

That's right; since 2006, I've posted nearly 1,000 articles. And, if you haven't noticed them before, there are also article series on: Data and Research (all based on science). Sales Training Impact (very important). Sales Pipeline (by far the biggest frustration of 2012). Comparing Salespeople to Children (my favorite).

Hiring 163

Hiring Compensation Motivation Study 163

Score More Sales

SEPTEMBER 5, 2012

Lori, Trish, and Jill August, 2012. I first met Jill Konrath after reading her new book, Selling to Big Companies in early 2006. Trish Bertuzzi has set a standard in research and factual study of B2B Inside Sales, and is top thought leader for it. To be professional in any career, you need mentors.

How To 284

How To B2B Intent Inside Sales 284

Pointclear

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Click to start video at this point — Asked about reasons why recent research is showing fewer sales reps made quota last year than in 2006, Jill says there are a lot of factors at work. Why Reps Aren’t Meeting Quotas: Changing Roles of Buyers & Reps.

Buyer 154

Buyer Social Media Hiring Inbound 154

Jonathan Farrington

MARCH 22, 2013

There are multiple sources of insights, including customer analytics, research, experience, and observation — and customers themselves. Keen observation can fuel the insights and ideas needed to differentiate and produce results. Linda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training business.

System 37

System Analysis Lead Rank Lead Scoring 37

No More Cold Calling

JUNE 10, 2021

I was working for a global consulting and training firm. So, I did my “feet on the street” research. My first book— No More Cold Calling: The Breakthrough System That Will Leave Your Competition in the Dus t —was published in 2006 by Warner Books. I developed an online program in 2012. (I The year was 1996.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

Score More Sales

NOVEMBER 14, 2011

There was no plan to write anything afterward, but I felt compelled to since I think it would help others who are looking for corporate sales training or for a great speaker on selling for their association to learn from. Sales Tips and Strategies to Grow Revenues. Consulting. by Lori Richardson on November 14, 2011.

B2B 158

B2B Lead Rank Lead Scoring Top of Funnel 158

Sales Hacker

OCTOBER 21, 2019

For both of these books, I spent over a year researching the topics. I had to let go of my well-trained staff and focus on healing. Moving to London to kick-start sales for the local division of Amazon in 2012. I’ve been in sales for 20+ years between sales leadership and sales training leadership. GirlsClub Mentor.

Hiring 90

Hiring Top of Funnel Lead Rank Call-back 90