The Pipeline

MARCH 26, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 7 Must-Have Lead Nurturing Recipes for B2B Marketers. Stored in Appointments , Attitude , Business Acumen , Lead Management , Marketing , Proactivity , Productivity , Sales 2.0 , e-book , execution. December 2011.

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

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JUNE 26, 2012

Example: We brought you news about IBM’s recently announced Midmarket CEO Study that talked about how: “70 percent of midmarket CEOs aim to partner extensively with other companies as external relationships will play a more critical role to CEOs’ overall business strategies” [IBM Midmarket CEO Study, 2012].

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Pointclear

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

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NOVEMBER 9, 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.

Video 225

Video B2B Outbound Proposal 225

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AUGUST 14, 2012

For many in B2B this means LinkedIn first and foremost. We’d love to showcase more B2B social success stories – drop a note in the comments of any you can tell us more about. Use the social channels that you are comfortable with and that you know your buyers and customers flock to. How has it worked?

Social Media 233

Social Media B2B Strategy Media 233

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APRIL 12, 2012

More than 3 years ago I was interviewed with B2B sales guru Jill Konrath. 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”. This is one of my favorite interviews and is about specific ideas around a simple way to grow revenues.

Video 193

Video Lead Rank Lead Scoring Outbound 193

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JANUARY 15, 2013

B2B content kings Openview Labs first came out with a list of Top Sales Influencers for 2012, which was an honor to be listed on. The 2013 predictions about selling this year are out! At the end of last year, they asked us all what we thought would be the trends for sellers and sales leaders in 2013.

Influencer 215

Influencer Social Media Outbound Twitter 215

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MAY 6, 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 for 2012 and 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Increase Opportunities.

Education 194

Education Lead Rank Lead Scoring Outbound 194

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MARCH 5, 2013

Kyle and I first met when he came to Boston for B2B Camp Boston last year. Kyle is a co-founder of B2B Camp- an “unconference” for B2B sales leaders, CEOs, and sales professionals. LR: Do you have any B2B Camps coming up? Kyle is very enthusiastic and seems to really enjoy talking about selling.

Social Selling 243

Social Selling Tools LinkedIn B2B 243

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APRIL 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 for 2012 and 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

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MAY 24, 2012

We are assuming you are doing inbound marketing in your b2b business. The question I was asked: “Would you rather make 100 cold calls or 20 well-researched calls to b2b sales prospects?” Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? ” (A trick question?).

Cold Calling 210

Cold Calling Research Jigsaw InsideView 210

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JUNE 10, 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 for 2012 and 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Increase Opportunities.

Inside Sales 205

Inside Sales Lead Rank Lead Scoring Sales Qualified Lead 205

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NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. IBM Social Business Global Client Creates Products Faster, with a 23% Improvement in Cycle Time for New Products – July 2012. 3 Underutilized B2B Sales Strategies in Social Media. . Close More Deals.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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FEBRUARY 5, 2013

At the end of January, B2B Sales and Marketing Influencer Craig Rosenberg posted a first ever, annual ranking of Inside Sales Influencers for 2013 on the Radius Intelligence blog. Craig based the list on Kred scores – something I was not even familiar with until I saw this list – drawn from Twitter engagement.

Lead Rank 224

Lead Rank Lead Scoring Inside Sales Influencer 224

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APRIL 19, 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 for 2012 and 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

How To 237

How To Outbound Engineering B2B 237

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MAY 20, 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 for 2012 and 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Increase Opportunities.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

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MAY 15, 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 for 2012 and 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. When will you start?

Energy 222

Energy Inside Sales Lead Rank Lead Scoring 222

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APRIL 29, 2013

What one tip can you share with others about hanging in there and nurturing leads? Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. Increase Opportunities. Expand Your Pipeline. Close More Deals.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

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MAY 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 for 2012 and 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. You can make a difference.

Inside Sales 212

Inside Sales Licensing Lead Rank Lead Scoring 212

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MAY 27, 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 for 2012 and 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. What is stopping you?

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. Put #Price in its Place [link] #B2B #Sales #attitude #businessacumen #impactquestions. March 2nd, 2012. March 2nd, 2012.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

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MAY 3, 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 for 2012 and 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Increase Opportunities.

Company 226

Company Hiring Quota Inside Sales 226

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MAY 29, 2013

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. If you sound shaky on the phone, people will know. What tips can you add? Let’s go for 100! Increase Opportunities.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

The Pipeline

AUGUST 24, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The primary focus of the conversation is on various aspects of and best practices in B2B selling. Today’s segment is the first of two dealing with what the B2B rep can do to be better prepared to achieve consistent sales success.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

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APRIL 26, 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 for 2012 and 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Increase Opportunities.

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

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FEBRUARY 12, 2013

Working with and talking to many SMB and smaller mid-market companies in the past year, what is certain is the uncertainty some folks have around social selling for business-to-business (B2B) companies. 1) They feel they don’t have the time to “add” social strategies to their sales and marketing repertoire. Are you ready?

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

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APRIL 22, 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 for 2012 and 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Inside Sales 212

Inside Sales Lead Rank Webinar Metrics Sports 212

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APRIL 30, 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 for 2012 and 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Increase Opportunities.

CRM 291

CRM Revenue SugarCRM System 291

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JANUARY 29, 2013

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…. 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. Would you agree?

Referrals 263

Referrals InsideView Outbound LinkedIn 263

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MAY 23, 2012

This strikes a nerve with me – although I write about B2B experiences, whether I’m interacting with a company for my business or for me personally, retail experiences have slid dramatically. Share Smarter Commerce Grows Sales and Customer Loyalty originally appeared on Score More Sales on May 23, 2012.

Loyalty 201

Loyalty Retail Customer Lead Rank 201

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MAY 30, 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 for 2012 and 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Increase Opportunities.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

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APRIL 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 for 2012 and 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. What are your thoughts?

Inside Sales 224

Inside Sales Outbound Conference Intent 224

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JUNE 3, 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 for 2012 and 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Increase Opportunities.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

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FEBRUARY 13, 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. What did we miss in our “top 10?”

Social Selling 239

Social Selling Tools Webinar Metrics Outbound 239

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MAY 28, 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 for 2012 and 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Increase Opportunities.

Company 208

Company Film Study Lead Rank 208

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MAY 8, 2012

We all write, speak, train, coach, or mentor within the B2B sales world. 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”. Actually engage with your industry counterparts. When will you make this happen? (no no time like the present…).

Industry 204

Industry Competition Lead Rank Lead Scoring 204

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MAY 8, 2012

We all write, speak, train, coach, or mentor within the B2B sales world. 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”. Actually engage with your industry counterparts. When will you make this happen? (no no time like the present…).

Industry 204

Industry Competition Lead Rank Lead Scoring 204