Score More Sales

DECEMBER 11, 2014

Why is it that in 2014, I can still receive dozens of emails and voice mails each month telling me about a company’s products, with no mention of how I, or my company, specifically would benefit from hearing about them? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

B2B 241

B2B Twitter Inside Sales LinkedIn 241

SBI Growth

NOVEMBER 12, 2013

What is a Sales Strategy? If you google “sales strategy,” you can read for hours on the subject. Here is a definition for you: A Sales Strategy is the operating plan for your sales force. There are 5 components to a world class sales strategy. A must-have if you are to properly allocate your sales resources.

Strategy 317

Strategy Hiring Margin Top of Funnel 317

Close.io

DECEMBER 20, 2019

We recently released a piece on sales analytics : what it is, how it works, and why it can give you a massive sales advantage. Beyond the topic of sales data, our roundup also features an insider's take on freemium vs free trials , a resource on insider sales training , and a think-piece on seller expectations.

Guarantee 72

Guarantee Analytics Hiring B2C 72

SBI Growth

JANUARY 25, 2013

Ray Kurzweil, author, inventor, futurist and Director of Engineering at Google. Life as a sales rep is no exception. You must grow with the times, and utilize change to your benefit. Many industries are trending towards inside sales. Will you be able to keep the freedom and autonomy of outside sales?

Outside Sales 319

Outside Sales Inside Sales Compensation Follow-up 319

Score More Sales

JUNE 23, 2014

To do this you need to really be clear on what is information and what is insight – and then which will most benefit the buyers interested in potentially working with you. Information is everywhere and is all of the data, bells and whistles, features, and benefits about your solution. Increase Opportunities. Expand Your Pipeline.

Buyer 203

Buyer B2B Ideal Customer Profile Vendor 203

SBI Growth

AUGUST 24, 2012

It is a mix between an Excel chart and PowerPoint presentation and can be found in Google Analytics. Illustrate the benefit of adding a Lead Management team. What are the benefits of using Google’s Motion Chart Gadget? Last week we read about two Sales Operations leaders, Average Joe and Bold Brutus. Success Story.

Strategy 257

Strategy Google Analytics ROI Penetration 257

Hubspot Sales

MAY 2, 2019

Whenever I need directions somewhere new, I always pull out my smartphone, open Google Maps app, and enter my desired location. In many ways, technology, like Google Maps, is similar to sales management software. Paid Sales Management Software. Here are the best paid sales management software options. VanillaSoft.

Software 136

Software Software Sales Management VanillaSoft 136

Score More Sales

DECEMBER 23, 2014

Software Advice surveyed nearly 2000 sales professionals who use a mobile version of a CRM tool and found the following: Nearly all salespeople using mobile CRM (82 percent) say that accessing their system on smartphones and tablets greatly or moderately improves the quality of their CRM data. Increase Opportunities. Expand Your Pipeline.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

Score More Sales

NOVEMBER 5, 2014

Real sales pro’s are making connections to build relationships, and over time are introducing potential ideas that could benefit those around them. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities. Expand Your Pipeline. Close More Deals.

LinkedIn 229

LinkedIn Ideal Customer Profile Twitter Inside Sales 229

Score More Sales

OCTOBER 20, 2014

Stop showing up and throwing up about features and benefits! Learn Stories: I shared a story about a sales manager I once had who used the phrase “quite frankly” SO many times that it became the focus of what we (the sales reps) heard when he talked. Learn from your buyer first. Increase Opportunities.

Ideal Customer Profile 209

Ideal Customer Profile Lead Rank Lead Scoring Sales Methodology 209

SalesHandy

NOVEMBER 9, 2020

Google claims that no one apart from your account administrators have the rights to any stored data in your account. Along with that, it provides a secure Gmail account and documentation suite (Google Docs, Sheets, Slides, and Forms). They can also store their collaterals in Google drive and share the link seamlessly via email.

Comparison 98

Comparison Microsoft Campaigns Scale 98

Close.io

JUNE 20, 2018

Prospective inside sales reps should know exactly what their responsibilities and objectives will be so that if they’re hired, they’ll fit seamlessly into the team. Create a process-driven sales culture. Embrace the idea of over-communicating. Now over to you.

Hiring 127

Hiring Face-to-face Objections Inside Sales 127

Score More Sales

FEBRUARY 11, 2015

You are building the company you own or work for through ongoing outreach to those who can benefit from your products and services. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+.

How To 120

How To Territories Call-back Buyer 120

Smart Calling

AUGUST 22, 2019

As Founder and CEO of Seamless.ai, Brandon develops sales technologies and strategies to help companies crush sales quota’s at thousands of companies spanning Google, eBay, IBM, HP, Amazon and hundreds of others.

Software 40

Software Software eBook Google 40

Distribution Pricing Journal

SEPTEMBER 20, 2023

.” Addressing the Challenges Faced by Remote Distribution Pricing Managers Of course, despite the many benefits, there are many jobs in a distribution company that would be impossible to do remotely. Even inside sales for certain industries benefit from proximity to specialized stock.

Distribution 97

Distribution Infor Face-to-face Hiring 97

Nutshell

APRIL 28, 2020

Google Meet: Google Meet is a video conferencing solution that’s part of Google’s widely-used G Suite. If you’re already accustomed to inside sales, your outreach process as a remote salesperson will look pretty much the same as it always has. Sales is about sharing value , not features.

Skype 121

Skype Webinar Metrics How To Call-back 121

Sales Hacker

DECEMBER 7, 2018

And in this day and age of cutthroat competition, the War for Talent, and fast-evolving B2B sales and marketing environments, you need the best B2B sales and marketing professionals serving on your behalf. Hiring for Your B2B Sales Team. Segmenting Your B2B Sales Team. The best place to start looking for new hires?

Inbound 75

Inbound Sales Qualified Lead Lead Rank B2B 75

Delicious Sales

MAY 2, 2012

Inside Sales (849). Outside Sales (81). Sales Process (1775). Benefit (1692). Google (949). Brian, CMO of Lattice Engines, recently presented a session on predictive analytics at the Inside Sales Virtual Summit. In 2009, there were 800,000 inside sales departments. Channels (799).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Igniting Sales Transformation

AUGUST 8, 2018

Melissa started as an SDR and within in a short period of time, she had demonstrated her ability to make the next move into sales leadership. Moving from being an individual contributor to a successful sales manager isn’t always easy. We discussed: Why Melissa decided to move from a sales development role to a leadership role.

Lead Rank 51

Lead Rank Lead Scoring Microsoft Leads 51

Vengreso

JANUARY 18, 2022

Within the realm of sales prospecting tools, there are a myriad of use cases, designed for specific tasks. The tool was developed by us, here at Vengreso, and it allows sales pros (as well as marketers) to quickly pull up their favorite sales messages, emails, and scripts using a few simple keystrokes. VanillaSoft. GrapeVine6.

Tools 132

Tools Prospecting Top of Funnel Ideal Customer Profile 132

Sales Evangelist

DECEMBER 19, 2019

If a business is hiring someone to work inside sales or remote selling, for example, and you’re looking to hire a salesperson who's going to have to make fifty to a hundred calls a day. The benefits are tied to existing behaviors as well as understanding the candidate’s skills,ambition, and attitude. Visit gong.io

Hiring 52

Hiring Scale Enterprise Enterprise 52

CloserIQ

MAY 8, 2018

As always, focus on the value and benefits that your product or service can provide—don’t just list off a bunch of features. provides actionable insights on your buyers right where you work including in Gmail, Outlook, Google Calendar, Salesforce, and more. Send handwritten letters. can save you several hours a month.

Strategy 89

Strategy Social Media Twitter Face-to-face 89

Chorus.ai

MARCH 19, 2019

You’re calling for a reason that will benefit them. Unless you’re having a highly transactional sale, your goal is likely to get a meeting scheduled, rather than to close a sale. Then, you get a chance to articulate your benefits in a less combative environment (one where they are actually listening). Be confident.

Cold Calling 67

Cold Calling Face-to-face Call-back Lead Rank 67

Cincom Smart Selling

FEBRUARY 1, 2018

What matters to sales managers? Google “sales management challenges” and you will be rewarded with links to article after article of top 4, top 5, top 7 and so on, challenges standing in the way of sales managers and their pursuits of success. Some are slanted to inside sales, others to outside sales.

Sales Management 48

Sales Management Buyer Sales Qualified Lead System 48

Sales Hacker

JULY 3, 2018

To help your team streamline, quicken, and generate as much value as you can from your sales process, you should consider adopting tools and technologies that match your business model, goals, and sales framework/methodology. Inside Sales. The most valuable digital brands in the world (Google, Facebook, Amazon, etc.)

Sales Automation 67

Sales Automation Outsourcing Services Sales Process Tools 67

Close.io

JANUARY 14, 2019

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Many of these sales skills can be relatively quickly learned and cultivated through self-education and a relentless dedication to bettering yourself in your sales role.

Inside Sales 108

Inside Sales Top of Funnel Cold Calling Sales Qualified Lead 108

The Sales Association

NOVEMBER 17, 2014

Batia shared best practices that he instills with his sales team such as using online tools like Newsie and Google Alerts to stay on top of what is changing and relevant to client businesses. Consultative Sales Certification is offered as a Sales Association member benefit.

Conference 30

Conference Consultative Selling Influencer Negotiation 30

OnePageCRM

JANUARY 21, 2019

A great lineup of speakers ; Mary Shea, Principal Analyst of Forrester will dive deep into the dynamic between buyers and sellers with tips on how to best set your sales team up for success or listen to Elizabeth Cain of OpenView who will take the topic of technology and how sales reps should use it to benefit them.

Conference 22

Conference Twitter Networking Inbound 22

OnePageCRM

JANUARY 7, 2019

A great lineup of speakers ; Mary Shea, Principal Analyst of Forrester will dive deep into the dynamic between buyers and sellers with tips on how to best set your sales team up for success or listen to Elizabeth Cain of OpenView who will take the topic of technology and how sales reps should use it to benefit them.

Conference 22

Conference Twitter Networking Inbound 22

Tony Hughes

FEBRUARY 22, 2018

If you are just starting out your career in selling with your Twitter, Facebook, LinkedIn and Google+ in hand, put down your social selling quiver for a moment today. Beyond the features and the benefits are the politics in the account, hidden economic / competitive factors, outcomes and risk we must manage deftly at a senior level.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

OnePageCRM

JANUARY 29, 2018

Revenue Summit will share tips on marketing and sales alignment, latest sales technologies and more from the people who know it all. Hear from Jen Spencer , VP of Sales and Marketing, SmartBug Media, Olivia Nottebohm , Managing Director of Sales, Google, Jaimie Buss , VP of Sales, Zendesk and much more.

Conference 43

Conference Twitter Face-to-face Inbound 43

Close.io

JANUARY 14, 2019

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Many of these sales skills can be relatively quickly learned and cultivated through self-education and a relentless dedication to bettering yourself in your sales role.

Inside Sales 71

Inside Sales Top of Funnel Cold Calling Sales Qualified Lead 71

OnePageCRM

JANUARY 21, 2019

A great lineup of speakers ; Mary Shea, Principal Analyst of Forrester will dive deep into the dynamic between buyers and sellers with tips on how to best set your sales team up for success or listen to Elizabeth Cain of OpenView who will take the topic of technology and how sales reps should use it to benefit them.

Conference 20

Conference Twitter Networking Inbound 20

Hubspot Sales

APRIL 23, 2018

With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. But without the benefit of face-to-face presence, inside sales reps must do this verbally. Salespeople don’t hold all of the cards anymore. Sometimes, this can be done non-verbally.

Call-back 145

Call-back Hiring Hubspot Follow-up 145

OnePageCRM

JANUARY 29, 2018

Revenue Summit will share tips on marketing and sales alignment, latest sales technologies and more from the people who know it all. Hear from Jen Spencer , VP of Sales and Marketing, SmartBug Media, Olivia Nottebohm , Managing Director of Sales, Google, Jaimie Buss , VP of Sales, Zendesk and much more.

Conference 28

Conference Twitter Face-to-face Inbound 28

SalesHandy

JUNE 5, 2020

30% of sales professionals believe that having introduced lead nurturing has been the most significant benefit to their team, resulting in better responses to campaigns and easier segmentation. Lead nurturing plays an essential role in high converting sales processes.

Lead Nurturing 80

Lead Nurturing Sales Qualified Lead Lead Rank Lead Scoring 80

Score More Sales

JULY 24, 2014

Join us on the website Sales Shebang, and join us in the open LinkedIn community with your questions and comments. Thousands of companies have benefited by working with these experts, and now there is an easy way to find them for speaking , consulting, training, coaching, blogging, and for a list of fantastic sales books.

B2B 206

B2B Conference Twitter Influencer 206