Read the related post “30 Ways to Reach Prospects” How is that working for you? 'A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. Oh, you might do a little research and maybe even call someone else in the prospect company, but we often stick with that one guy or gal who actually took our call or replied to our email. That’s “your” guy. Or “your” gal. Right? This is one of the TOP issues I see when meeting with an inside sales team or with individual sellers. MORE >>

Create enough sales-related activity so that you can leave the office today feeling like you DID work on activities that will lead to more revenues. Lori Richardson speaks, writes, and trains on sales strategies for B2B mid-market technology front-line sales teams. Dear Salesperson, You might call yourself something else, like Account Executive, or BizDev, or Client Representative. There are many names for a title that is responsible for bringing in revenues to the company. Sell something today. Stop wasting time on too much research. Start making phone calls. Get a next action. MORE >>

The event theme was Your Customer in Context , and all the keynotes as well as many of the sessions I attended reinforced the idea of relating to the customer on their terms, where they are, when they want your interaction. 'created by @imagethink for #smartercommerce. The Smarter Commerce Global Summit held annually in the U.S. did not disappoint. Having been to last year’s event, I found this year’s Summit in Nashville, with more than 3,000 attendees to be meatier, yet easier to digest. created a collage of links to some of the most interesting posts and links here. Procurement Study. MORE >>

Most of the smartest folk on sales leadership were there, even though there were a number of other sales-related conferences going on that week. 'Last week, the American Association of Inside Sales Professionals (AA-ISP) met for their annual Leadership Conference, which was held this year in Chicago. Sales leaders and sales experts from around the world showed up to share the latest best practices, statistics, stories, and ideas to help Inside Sales gain even more credibility and professionalism. wrote about my experiences on Day 1 which you can read here.  Most MORE >>

When I was in my 20′s I consciously became a professional, b2b seller because I was a single mom and I wanted to be able to support my family well. While this is not for everyone, I invested my own money to attend the basic Dale Carnegie course on human relations and effective communication. Lori Richardson writes, speaks, and trains on sales topics for B2B mid-market technology front-line sales teams. Already I was a young teacher but making a very low wage. Somehow I mustered up enough courage to make the switch, but I was pretty scared and unsure of myself. Share. MORE >>