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. courtesy of Linkedin-makeover.com. There is a big huge disconnect for many sales professionals and other company employees about the value of their LinkedIn profile and how specifically to make it work for them. It is a professional representation of you to get others interested in wanting to connect. MORE >>

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Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. 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?” ” (A trick question?). Of course we’d all take the 20 higher caliber conversations over a “dialing for dollars” mentality. Look into “advanced search”. Faking it doesn’t count. MORE >>

Lori Richardson is recognized as one of the Top 25 Sales Influencers for 2012 and speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. We recently posted in our newsletter about 3 tips to close more deals. The third tip talked about setting next actions. Specifically, Determine and set a next action. Before you make in-person or phone contact, decide what you and the buyer (prospect) are going to do next. Convey that to the prospect, with their agreement, so they understand what is going to happen next. Let’s talk specifics. MORE >>

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. How many times have you called your bank or utility to ask a question and were transferred more than a few times? Worse yet, each time you were transferred you had to re-tell the story of why you are calling – that is, AFTER you explained who you are and often PROVED it by answering security questions. MORE >>