Increase Sales

OCTOBER 7, 2013

LinkedIn is a great resource for those in B2B sales. Yet even with 225 million plus members with one third being with the United States, there are many US salespeople, executives and small business owners who have yet to enroll in LinkedIn or become active within this dynamic marketing resource. Maybe money is another constraint.

LinkedIn 153

LinkedIn B2B Small Business Small Business 153

A Sales Guy

JANUARY 14, 2013

If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. That being said, there are three general or macro things your 2013 sales strategy MUST have to be complete; a social selling strategy, a content marketing strategy and deliberate learning plan. Take a look at your 2013 plan.

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

Increase Sales

JULY 22, 2013

Business professionals have their own hook to create “the rest of the story” with their LinkedIn summary. Of course, this implies the LinkedIn headline is emotionally compelling enough for someone to want to read “the rest of the story.” The LinkedIn summary is the opportunity to share your story.

LinkedIn 112

LinkedIn Social Media Real Estate Webinar Metrics 112

Increase Sales

AUGUST 5, 2013

Years gone by, sales training was provided by small businesses (under 500 employees) be it through human resources or recognized sales training coaching consultants. Sales training is still needed. With information doubling at the speed of light, sales training is now becoming the responsibility of each salesperson.

Training 118

Training Hiring Small Business Small Business 118

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. LinkedIn Marketing: An Hour a Day.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Fill the Funnel

MAY 1, 2013

There is quite a bit of buzz about a new feature of LinkedIn that most likely is not even available in your Profile as of yet. It is called LinkedIn Contacts and it is worth taking a strong interest in. There is a lot to get excited about LinkedIn Contacts for. Join Us For a Webinar to Learn More about LinkedIn Contacts.

LinkedIn 127

LinkedIn Webinar Metrics Ideal Customer Profile Top of Funnel 127

Increase Sales

FEBRUARY 25, 2013

Is your scarcity thinking preventing you from capitalizing on the many LinkedIn opportunities? For example, you may view the recent LinkedIn endorsements feature as: A nuisance? Benefit for only LinkedIn? If you are not actively using this powerful “Rolodex,” then why are you on LinkedIn? Meaningless ?

LinkedIn 127

LinkedIn Opportunity Lead Rank Referrals 127

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling training budgets increased 48% in 2013. LinkedIn is by far the #1 tool for social selling. Below are five ways to contribute to Social Selling Excellence: OPTIMIZE THE TEAM’S LINKEDIN PROFILES. OPTIMIZE THE COMPANY LINKEDIN PAGE.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

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AUGUST 26, 2013

Last week at Inbound 2013 I had the pleasure to meet up with Kyle Porter, CEO and Founder of SalesLoft. One-two Punch – LinkedIn plus SalesLoft = Easy Leads System. Both LinkedIn and SalesLoft have free versions, that’s why I am mentioning this strategy. As a sales professional, we are huge fans of LinkedIn.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Marketing Qualified Lead 217

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AUGUST 16, 2013

Also this week, LinkedIn’s Master of Social Selling, Koka Sexton, created his Epic List of Sales Leaders on Twitter. ES Research just posted three new webinars for sales leaders – about sales talent, connecting sales to marketing better, and one with LinkedIn on 5 Ways to Close More Business with LinkedIn’s Sales Masters.

Resources 182

Resources B2B Webinar Metrics Lead Rank 182

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Training, training, training. In particular, focus on areas of training and coaching if you are looking to improve sales performance.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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DECEMBER 16, 2013

Create Your World Online, Starting with a Great LinkedIn Profile. Start with LinkedIn and make sure you have a fantastic profile that draws prospects and partners to you. Start with LinkedIn and make sure you have a fantastic profile that draws prospects and partners to you. Build Sales with these LinkedIn Resources.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. Read on to better understand HOW to leverage resources to Make the 2013 number. Train your team on areas of deficiency. Start by expanding your LinkedIn network – connect with customers, peers, industry experts and prospects. It went up.

Resources 321

Resources Networking Face-to-face Quota 321

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Clearly, if your team needs sales training, there's a lot of options out there. 5) Brian Tracy.

Channels 112

Channels Video Training Hiring 112

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FEBRUARY 13, 2013

Be sure to listen to the great “10 Ways to Utilize Social Selling in 2013″ webinar that Linkedin and DocuSign hosted today if you missed it. (if if the link is not here, it will be added when ready). Check out our Social ROI calculator. Contact us if you have questions.

Social Selling 239

Social Selling Tools Webinar Metrics Outbound 239

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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. Increase Opportunities. Expand Your Pipeline.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

Customer Centric Selling

SEPTEMBER 13, 2013

Sales Training Article: Social Selling Pests - Avoid the LinkedIn InMail of Shame. In 2013, leveraging social selling & prospecting has become mission critical. Your business development teams are using LinkedIn and you''ve equipped them with the best social selling tools. Buyers have become even more evasive.

LinkedIn 45

LinkedIn Training Lead Rank Ideal Customer Profile 45

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SEPTEMBER 13, 2013

Social media exposure – Tweets, LinkedIn/Facebook/Google+ promotion. Ability to educate or entertain – specifically, giving something back rather than “pitching” continually. Popularity – i.e. visitor numbers. Blog design – cosmetic appearance. Finally, regularity of posts. Here are the Top Sales World Top 50 Blogs.

Resources 232

Resources B2B Oracle Lead Rank 232

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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

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MARCH 4, 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. Increase Opportunities. Expand Your Pipeline.

Telecommunications 226

Telecommunications Lead Rank Lead Scoring Ideal Customer Profile 226

Score More Sales

NOVEMBER 5, 2013

Joining a LinkedIn group or other community where your buyers are can be a great start. email lori@scoremoresales.com | View My LinkedIn Profile. email lori@scoremoresales.com | View My LinkedIn Profile. To be about them, you need to understand more about them. Where else can you find information out about your buyer?

Study 198

Study Inside Sales Buyer Lead Rank 198

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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 13, 2014

We see this in training sessions quite often – people come in with their arms crossed tight. email lori@scoremoresales.com | View My LinkedIn. The best sellers are grounded in both being upbeat and forward thinking but also not so optimistic that they miss seeing real challenges to overcome. Increase Opportunities.

Inside Sales 225

Inside Sales Lead Rank Lead Scoring Outbound 225

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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. Increase Opportunities. Expand Your Pipeline.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

Score More Sales

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. Close More Deals.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

Increase Sales

JANUARY 6, 2015

Sales enablement continues to increase in popularity within the sales training community. However, enablement should not just be relegated to sales training instead enablement should become a fully integrated business strategy, let me explain. Follow her on Twitter or check out her profile on LinkedIn. An Enablement Culture.

Training 70

Training Strategy Lead Rank Face-to-face 70

Increase Sales

JULY 27, 2013

Sales Training Coaching Tip: Just because you pricked you finger does not mean you automatically fail to earn the sale. Did you know the recent update to LinkedIn Contacts is truly your competitive advantage? August 1, 2013, 10-11 am CDT – [link]. August 1, 2013, 10-11 am CDT – [link]. registration fee.

Leads 124

Leads Marketing Qualified Lead Top of Funnel Funnel 124

SBI Growth

JULY 23, 2013

Leads are being nurtured daily by reps through their LinkedIn updates and Twitter Feeds. By participating, you will get our Social Selling Cheat Sheet to handle 2013’s Top Misconceptions of Social Selling. Sales reps are trained to spread messages quickly. As the agent of sales enablement and training, you play a key role.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

No More Cold Calling

OCTOBER 1, 2018

You’re not one of those people who blast me with a sales pitch after I accept your LinkedIn invitation, are you? LinkedIn is the place to begin a conversation and begin a relationship. Check out this short video I recorded with Koka Sexton in 2013. He was at LinkedIn then, and my new book, Pick Up the Damn Phone!:

Referrals 159

Referrals Cold Calling Negotiation Social Media 159

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FEBRUARY 21, 2014

One place is not enough – in other words, don’t just have a LinkedIn presence – have a vibrant company website that serves as your hub online. email lori@scoremoresales.com | View My LinkedIn Profile | twitter | Visit us on google+. You always want people to come to you, not only to your content on other sites. You Must.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

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JANUARY 24, 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. Increase Opportunities. Expand Your Pipeline.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

Score More Sales

MARCH 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. Looking forward to Thursday! Close More Deals.

Webinar Metrics 198

Webinar Metrics Lead Rank Lead Scoring Twitter 198

Score More Sales

DECEMBER 12, 2013

It is particularly rampant after product training or annual sales off-sites. email lori@scoremoresales.com | View My LinkedIn Profile. 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? Increase Opportunities. Expand Your Pipeline.

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

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NOVEMBER 20, 2013

Dive into LinkedIn and learn how through groups and through seeing what key target companies and individuals are doing can lead your sales team toward more helpful sales messaging. The Big Eight for Social Sellers on LinkedIn. . Do you Want to Learn Insight About Your Buyer’s World?

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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NOVEMBER 1, 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. What do you think about the importance of trust?

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

SBI

MARCH 20, 2018

It’s not as if companies in years past weren’t training and enabling their sales forces; it’s just that the term “enablement” wasn’t yet a common part of the B2B sales lexicon. Flash forward to the present, and the number of companies with dedicated sales enablement functions has more than tripled since 2013, reports CSO Insights.

Sales Enablement 139

Sales Enablement Hiring Face-to-face Course 139

Score More Sales

OCTOBER 21, 2013

Here are a few ideas on how: Create a group within LinkedIn where you can create content that helps your market niche. email lori@scoremoresales.com | View My LinkedIn Profile. It could be an annual event that comes to my city, or I may go once a year to a big event where all of my buyers’ industry counterparts meet up.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215