No More Cold Calling

APRIL 30, 2020

How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. Sales Pipeline Dried Up? We see deals in our sales pipeline postponed or disappearing. What do businesses typically do when clients stop buying and the sales pipeline dries up?

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

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AUGUST 19, 2013

I''ll be speaking at Inbound 2013 this week - a whole conference about Inbound Marketing put on by HubSpot. Typically, as more leads come in, they get distributed around the inside sales team and everyone is trained on responding as quickly and professionally as possible. Expand Your Pipeline. Increase Opportunities.

Inbound 201

Inbound Outbound Inside Sales Lead Rank 201

Your Sales Management Guru

JUNE 16, 2013

Your July Sales Training Tip: YouTube.com. Normally at this time of the year, I am reminding my clients that it’s time to begin building their 3 rd Quarter sales training plans. Those of you that are regular readers know that Acumen Sales Mangers plan their entire quarter sales training plans at the beginning of each quarter.

Training 90

Training Video Meeting Sales Leadership 90

Your Sales Management Guru

JULY 30, 2012

Sales Leadership: Impacting Your 2013 Revenue. Yes, I am fully aware it is still 2012 and there are five months left in this year to exceed your quota and hopefully you are well positioned from a pipeline, marketing and headcount to achieve your goals.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

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MARCH 10, 2014

My presentation is about the Sales Pipeline Success Puzzle. Our takeaway handouts from the session, drilling down into how the Sales Pipeline works are worthy, we think, of a paid webinar. Expand Your Pipeline. I was thrilled to be one of the presenters last year, and excited to be speaking again this year. Close More Deals.

Webinar Metrics 198

Webinar Metrics Lead Rank Lead Scoring Twitter 198

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OCTOBER 9, 2013

Could you use a powerhouse team of sales experts to help you with deals in your pipeline? Powerful ideas to fuel the pipeline for 2014. Expand Your Pipeline. First let me ask – do you know the old joke, “What happens between Thanksgiving and Christmas?” ” Answer: Not much. Increase Opportunities.

Webinar Metrics 214

Webinar Metrics Closing Strategy Lead Rank 214

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SEPTEMBER 15, 2013

Recently I gave a talk at Hubspot’s INBOUND 2013 marketing conference on Blocking and Tackling – Turning Leads into Sales in Five Simple Steps. Blocking and tackling in sales is all about doing those sales basics that grow your sales pipeline and give you more good sales opportunities with better odds for bringing them to closure.

Sports 221

Sports Lead Rank Lead Scoring Outbound 221

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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. Expand Your Pipeline. Close More Deals.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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SEPTEMBER 13, 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. Expand Your Pipeline. Close More Deals.

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. Expand Your Pipeline. Close More Deals.

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. Expand Your Pipeline. Close More Deals.

Telecommunications 226

Telecommunications Lead Rank Lead Scoring Ideal Customer Profile 226

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JULY 29, 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. Expand Your Pipeline. Close More Deals.

Inside Sales 211

Inside Sales Lead Rank Lead Scoring Outbound 211

Understanding the Sales Force

OCTOBER 16, 2013

The November 2013 issue featured an article titled Dismantling the Sales Machine. As recently as April of 2013, Objective Management Group''s (OMG) data on 650,000 salespeople overall, and 50,000 from the past 12 months showed that 91% of the companies did not have a formal, structured sales process in place. It was a survey!

Sales Process 249

Sales Process Margin Survey Forecasting 249

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AUGUST 16, 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. Expand Your Pipeline. Close More Deals.

Resources 182

Resources B2B Webinar Metrics Lead Rank 182

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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. Expand Your Pipeline. If you consider yourself a sponge in the first year at your new position, you will have the opportunity to learn much more than someone who come in or transfers over thinking they know it all. 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. Expand Your Pipeline. Close More Deals.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

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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. Expand Your Pipeline. Close More Deals.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

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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. Expand Your Pipeline. It seems that no matter what data services your company subscribes to, it is still difficult to find those leads you know could become more probable prospective customers. What other ways to you find good leads?

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

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SEPTEMBER 3, 2013

Forget all of the other things in selling to be thinking about – one thing is clear that if you focus on this — great messaging to the right audience – your pipeline of sales opportunitites will grow. Expand Your Pipeline. LinkedIn Power Tips. Increase Opportunities. Close More Deals.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

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JULY 31, 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. Expand Your Pipeline. Close More Deals.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity. by mid-year).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

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NOVEMBER 22, 2013

Also of interest: IBM State of Marketing Study 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.

Study 216

Study Influencer Lead Rank Lead Scoring 216

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AUGUST 21, 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. Expand Your Pipeline. Close More Deals.

Marketing 195

Marketing Hubspot Conference Lead Rank 195

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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. Expand Your Pipeline. Close More Deals.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

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DECEMBER 12, 2013

It is particularly rampant after product training or annual sales off-sites. Expand Your Pipeline. 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. Close More Deals.

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

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OCTOBER 4, 2013

For purposes of this discussion, sales enablement is developing strategy, creating assets, reporting, training, measurement, analysis, coaching, cross-functional involvement, and on-boarding. It supports the notion that growing revenues in a company is not done just by bringing in sales training and hoping the reps will adapt.

Sales Enablement 219

Sales Enablement Hiring Survey Lead Rank 219

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JULY 22, 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. Expand Your Pipeline. Close More Deals.

Inside Sales 203

Inside Sales Guidelines Lead Rank Lead Scoring 203

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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. Expand Your Pipeline. Close More Deals.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

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OCTOBER 7, 2013

At some point you do have to take a few steps back, grab a deep breath, and go back into building your sales pipeline and your business. Expand Your Pipeline. You can take longer to get up to speed and be the biggest success in the office. Until then, it can be stressful. Think of it as a FRESH START. How will you make it happen?

Inside Sales 200

Inside Sales Lead Rank Lead Scoring Outbound 200

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JULY 11, 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. Expand Your Pipeline. Close More Deals.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

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NOVEMBER 8, 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. Expand Your Pipeline. Close More Deals.

Lead Rank 224

Lead Rank Lead Scoring Proposal Outbound 224

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JANUARY 7, 2014

When they say, “We really have had more trouble with turnover in 2013 than we’ve had in the past 5 years” Answer back, “So lots of trouble with turnover this past year – would you say that’s been your BIGGEST problem? Expand Your Pipeline. Inside Sales Power Tip – Listen. Close More Deals.

Inside Sales 225

Inside Sales Call-back Lead Rank Lead Scoring 225

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OCTOBER 14, 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. Expand Your Pipeline. Close More Deals.

Inside Sales 224

Inside Sales Lead Rank Lead Scoring Sales Qualified Lead 224

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DECEMBER 23, 2013

Last year I was able to buy the home I wanted which is on the train line into the office. This varies depending on what your role entails, how full your pipeline is, how many opportunities you receive from referrals, and what your sales numbers are. Expand Your Pipeline. Write in the present tense. Increase Opportunities.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

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JULY 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. Expand Your Pipeline. Close More Deals.

Inside Sales 220

Inside Sales Lead Rank Lead Scoring Outbound 220

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NOVEMBER 5, 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. Expand Your Pipeline. Close More Deals.

Study 198

Study Inside Sales Buyer Lead Rank 198