Score More Sales

AUGUST 27, 2012

Lori Richardson speaks, writes, and trains on sales strategies for B2B mid-market technology front-line sales teams. Who can you team up with to offer a greater solution or a better solution? Now what can you do creatively to bring your deal to closure?

B2B 213

B2B Top of Funnel Closing Proposal 213

Score More Sales

MARCH 20, 2012

Are you a woman in the lead gen business in B2B selling? Looking for Women B2B Sales Lead Generation Experts! Do you work at the front end of the sales cycle generating hundreds or thousands of leads over time for your company (or companies)? There is a search going on for the Top 20 Women to Watch in Sales Lead Management.

Lead Generation 185

Lead Generation Lead Rank Lead Scoring B2B 185

Score More Sales

APRIL 4, 2012

Discussion Continues on B2B Sales Influencers originally appeared on Score More Sales on April 4, 2012. Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for tips and strategies in selling.

Influencer 181

Influencer B2B Lead Rank Lead Scoring 181

Score More Sales

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

Score More Sales

MARCH 28, 2012

Building the B2B Customer Reference Community – Event originally appeared on Score More Sales on March 28, 2012. There is no substitute for strong customer references – we know that people make purchasing decisions based on what others say, not what we say.

B2B 169

B2B Customer Case Study Conference 169

Score More Sales

MARCH 14, 2012

Prospective customer (B2B) is talking with you and several other firms, as well as scouring the web for more data as they decide on who to select as a vendor. How Setting Next Actions Consistently Help Buyers Buy From B2B Sellers originally appeared on Score More Sales on March 14, 2012.

Buyer 196

Buyer B2B Call-back Decision Maker 196

Score More Sales

MAY 19, 2016

After a very full day at sales summit Accelerate ’16 in Park City, UT, put on by InsideSales.com, there is no question how professional selling is changing through more science and data. CEO Dave Elkington spoke from the main stage and shared one of the results from their Business Growth Index results polling customers and non-customers.

B2B 131

B2B Data Sales Customer 131

Score More Sales

JUNE 26, 2012

Share 3 Steps to Grow Your Online Visibility and B2B Brand originally appeared on Score More Sales on June 26, 2012. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for tips and strategies in selling.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Score More Sales

MAY 24, 2022

In the B2B sales world, we’re in, I hear a lot about how things have changed.

B2B 305

B2B Sales Sales Leadership Strategy 305

Score More Sales

OCTOBER 8, 2012

We've Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

B2B 183

B2B Sales 183

Score More Sales

NOVEMBER 9, 2012

At a recent sales training session, I polled the large group to see who reads professional development books and books about improving your sales skills. There were very few hands that went up.

Video 225

Video B2B Outbound Proposal 225

Score More Sales

AUGUST 16, 2016

Recently, my good friend and sales prospecting expert to SaaS companies, John Barrows looped me in on a conversation he had with a woman who attended one of his recent sales prospecting sessions.

B2B 120

B2B Positioning Conversion Prospecting 120

Score More Sales

FEBRUARY 3, 2017

It was a tale of two retail stores and the customer service they represent. I dropped by a Staples store to pick up a few items this week. No one greeted me on my way in, even though it is just a few minutes after 9AM with only a few shoppers in the store.

Retail 120

Retail Customer Service Customer B2B 120

Score More Sales

MARCH 8, 2019

The B2B sales world lacks women in sales and sales leadership. Men and women in sales leadership and company leadership can help move the needle to solve this long term issue. 1) Resource: Gartner’s Why Sales Must Hire More Women.

Hiring 188

Hiring Sales Leadership B2B Resources 188

Score More Sales

SEPTEMBER 5, 2012

Perhaps how I stumbled into finding great mentors in the B2B sales world might inspire you to find mentors and inspiration yourself. Jill Konrath is THE top name in B2B sales thought leadership today due to a 2nd best-seller, SNAP Selling – and her talented writing and videos regularly produced to a worldwide audience.

How To 284

How To B2B Intent Inside Sales 284

Score More Sales

JANUARY 3, 2019

One of those points – “The New Era of Tech Hiring Will Be For Non-Tech Jobs” (which includes SALES) supports our point of view about NOW being the time for more women and people of color to consider a career in B2B sales.

Hiring 189

Hiring B2B Sales Sales Leadership 189

Score More Sales

DECEMBER 11, 2014

How are B2B sales leaders planning for their teams in 2015? Top 20 sales experts weigh in on this, including me. I was pleased to be a part of this e-book (download here) created by Velocify which addresses a number of issues that are on the minds of sales leaders everywhere. note: there is a form to fill out on the Velocify website.).

B2B 241

B2B Twitter Inside Sales LinkedIn 241

Score More Sales

AUGUST 16, 2019

Cold Call Objection Handling – Outreach (is gated). 14 Actionable Cold Calling Tips and Techniques – Sales Hacker. There is no try.” Yoda in The Empire Strikes Back.

Cold Calling 243

Cold Calling Hiring Distribution Inside Sales 243

Score More Sales

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

Score More Sales

AUGUST 14, 2014

As a long time B2B blogger writing about sales strategy and actionable sales ideas, I have learned so much along the way. It takes time and a lot of content to grow your business (company’s presence on the web). It feels thankless at times, because of the time and effort involved with usually little feedback. Close More Deals.

B2B 216

B2B Twitter Inside Sales Google 216

Score More Sales

AUGUST 21, 2014

This conversation is directed at B2B companies who are not selling services online. The bottom line is that your B2B visitors are extremely busy professionals. Many mid-sized, mid-market companies have not invested in current technology to make their website effective for those buyers on the go. Close More Deals.

B2B 231

B2B Google Ideal Customer Profile Compensation 231

Score More Sales

JUNE 23, 2014

Just think of the difference between doing an online search for the words sales insights and the phrase “b2b sales insights” sales insights - About 70,000,000 results. “b2b sales Insights” - About 201,000 results. “b2b sales insights” buyer - About 58,800 results. Close More Deals.

Buyer 203

Buyer B2B Ideal Customer Profile Vendor 203

Score More Sales

APRIL 2, 2014

For business-to-business (B2B) sales professionals, think about making human-to-human connections online. To give you a bigger picture idea of what we do, we now think of “publishing” as a part of the marketing of our B2B services company. Your buyers are people, not companies. Close More Deals.

Trade Show 232

Trade Show Ideal Customer Profile Twitter Webinar Metrics 232

Score More Sales

OCTOBER 18, 2016

There is no doubt I have been blessed with great friends and colleagues in the world of B2B professional sales and sales leadership. Recently 41 of what some would say are my “competitors” and I got together in Boston for three amazing sales events.

B2B 120

B2B Sales Leadership Sales Strategy 120

Score More Sales

AUGUST 15, 2016

If you know anything about B2B sales development, you should know who Dave is. It is always a great day when I can speak with a long time sales scientist with the insight of Dave Kurlan.

B2B 120

B2B Sales 120

Score More Sales

SEPTEMBER 26, 2016

When you are in professional, B2B sales and go to a lot of business conferences you see a lot of trade show booths and marketing tables. These tables and booths typically have large monitors or big screen displays with whatever SaaS sales tool that booth is promoting.

Trade Show 120

Trade Show Conference Promotion B2B 120

Score More Sales

SEPTEMBER 6, 2016

For years, those of us leading B2B sales teams or working with companies on onboarding new sales reps shook our heads at the disconnect between many college-educated graduates and their ability to do basic communication skills needed for success in a professional sales career.

Education 120

Education B2B Sales Leads 120

Score More Sales

MARCH 14, 2016

This was the big event for those working in B2B sales development roles – the sales reps and sales leaders making initial contact with buyers – inbound and outbound. What an amazing two days in Atlanta for Rainmaker16.

Outbound 125

Outbound Inbound B2B Buyer 125

Score More Sales

NOVEMBER 24, 2016

I happen to be in the professional, B2B sales industry where we are way too short on diversity yet I am lucky enough to surround myself with some of the most talented women and men in the world. It is easy to take things for granted when all is going well – such as health, family, community and business.

B2B 120

B2B Industry Sales 120

Score More Sales

JANUARY 24, 2014

Read the post How to Build Trust in Selling and The Power of Trust in B2B Selling. IF you said you would a quote to them by Friday afternoon DO IT – emailing the quote Monday morning is not good enough. You start to build trust by showing that you do what you say. Increase Opportunities. Expand Your Pipeline. Close More Deals.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

Score More Sales

JULY 27, 2013

Trish Bertuzzi – the Bridge Group Inc – B2B inside sales experts. Steve Richard - Co-founder, Vorsight – B2B top of the funnel. In no particular order – take them up on their classes, offers, e-books, and ideas: Miles Austin - the Web Tools Guy. Jamie Shanks – Partner, Sales for Life. Expand Your Pipeline.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

Score More Sales

DECEMBER 20, 2016

I have heard a lot of negativity about 2016, and yet, in professional B2B selling there is always lemonade to be had from your lemons. My good friend, Jim Keenan, author of Not Taught, speaker, and colleague started this meme for people to share who impacted them the most in their business growth in 2016.

B2B 120

B2B Sales Leadership Sales 120

Score More Sales

SEPTEMBER 3, 2012

It’s crunch time for B2B sales teams everywhere working to close deals by the end of Q3, and by the end of the calendar year. Lori Richardson speaks, writes, and trains on sales strategies for B2B mid-market technology front-line sales teams. Give it a try!

Sports 208

Sports B2B Distribution Commission 208

Score More Sales

NOVEMBER 1, 2013

The Power of Trust in B2B Selling . If you are a services provider, target 25 to 50 potential alliance partners and consistently follow up with them – it works the same way, except that these contacts can refer you to many others. We’ll talk more on that later. Other posts here on trust: Inside Sales Power Tip – Build Trust.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

Score More Sales

OCTOBER 27, 2014

The month of October – and especially THIS week is a great time in North American B2B sales teams to put the SKELETON STRATEGY into place. On the other hand, they just might be really busy and need a gentle reminder that you can help them solve their issues or help them accomplish something they want and need in their career or company.

Call-back 216

Call-back Face-to-face Twitter Ideal Customer Profile 216

Score More Sales

SEPTEMBER 22, 2014

If you are a B2B seller, drop us a note about it. What is the ONE conference or event that will expose you to more potential buyers and help your revenues grow? Focus on making the case for that one. Need help making your case? All serious questions will be answered. Close More Deals.

Ideal Customer Profile 203

Ideal Customer Profile Lead Rank Lead Scoring Conference 203

Score More Sales

OCTOBER 9, 2013

Hope to get your specific questions – I promise if they relate to B2B selling, we’ll get them answered! I’ll be doing a series of posts before the year is up expanding on some of the topics we’ll be talking about. Increase Opportunities. Expand Your Pipeline. Close More Deals. email: lori@scoremoresales.com.

Webinar Metrics 214

Webinar Metrics Closing Strategy Lead Rank 214