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MAY 6, 2013

After that, Outside (External) Sales courses begin on August 27th. Then join me for the Internal (Inside) Sales Series. As a Faculty member, I will be offering one of the sessions there. Our first class starts on July 10th. A series on Consultative Sales begins on November 5th.

Education 194

Education Lead Rank Lead Scoring Outbound 194

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NOVEMBER 1, 2013

You might call a potential buyer ten times over the course of a few months. Rather than calling and calling to reach someone, rarely leaving a message, I suggest building trust while leaving some amount of voice mail messages. Leave a voice mail at least every other time.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

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MAY 2, 2012

I asked her what she likes about her job: I love that I am able to work on so many different projects in the course of a week. Rachel is in marketing and often posts on the BuyerZone blog About Leads , in addition to being a loyal Score More Sales blog reader. There is also a great mix of the creative and analytical.

Top of Funnel 193

Top of Funnel Funnel Lead Rank Lead Scoring 193

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MAY 2, 2012

I asked her what she likes about her job: I love that I am able to work on so many different projects in the course of a week. Rachel is in marketing and often posts on the BuyerZone blog About Leads , in addition to being a loyal Score More Sales blog reader. There is also a great mix of the creative and analytical.

Top of Funnel 193

Top of Funnel Funnel Lead Rank Lead Scoring 193

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MAY 24, 2012

Of course we’d all take the 20 higher caliber conversations over a “dialing for dollars” mentality. 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?).

Cold Calling 210

Cold Calling Research Jigsaw InsideView 210

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DECEMBER 27, 2013

The science aspect of selling needs to be measured so that you can course correct and change as you move forward. The point is that one step after the other, without stopping makes things happen. You Cannot Improve What You Don’t Measure.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

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OCTOBER 29, 2014

I wrapped up – asked for final questions (which of course there were none) and got out of there about as quick as I could. There was at least enough sense in me to make my presentation a bit shorter when I asked questions throughout and didn’t get much in the way of answers.

Ideal Customer Profile 214

Ideal Customer Profile Twitter Inside Sales Sales 214

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SEPTEMBER 9, 2013

Prospects and buyers hear and read so many things throughout the course of their week that it really takes something special to jar them. They are doing multiple jobs, reading their email while “attending” meetings, and they multi-task all day long.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

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DECEMBER 17, 2013

Execution – noun - the carrying out or putting into effect of a plan, order, or course of action. What am I talking about? Actual execution – taking action to get the things done that lead to more revenues. Synonyms: implementation, carrying out, accomplishment, bringing about, attainment, realization.

Inside Sales 203

Inside Sales Lead Rank Lead Scoring Buyer 203

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FEBRUARY 4, 2013

If you are in a home office or remote office, you still need to make a list of the top 10 things you are annoyed by when it comes to you getting everything accomplished during the course of your day. Better use your technology. There are new tools popping up every week. Are you in a good routine with them, or do some aspects overwhem you?

Inside Sales 222

Inside Sales Outbound Conference Energy 222

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FEBRUARY 9, 2015

Over time, I invested in courses and events to help me master the one thing you cannot get back in selling – TIME. I learned these not from being the most productive person, but often from being frustratingly slow or from losing important prospect or buyer information. I learned from the best.

Webinar Metrics 120

Webinar Metrics Ideal Customer Profile Intent Twitter 120

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JULY 15, 2013

Instead of the same old email follow-up, choose more probable prospective customers during the course of your week and send a quick note, thanking them for a good conversation. Differentiate Yourself in This Way. Have a good conversation with a potential buyer.

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

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AUGUST 8, 2012

5 Contacts to reach out to each week x 50 weeks = 250 connections over the course of a year. (I Make a practice to reach out to your LinkedIn connections – if you have connected the way Linkedin created their system, you will be connecting to people you know and trust. Build your e-mail list with as many of these folks as possible.

Apparel 193

Apparel Webinar Metrics Twitter LinkedIn 193

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MARCH 11, 2013

Think of it as representing yourself – and build your brand, as you talk with dozens if not hundreds of people over the course of your week. What do you stand for? One of the best places to start in developing your own personal brand is to be known as someone who helps all sides win.

Inside Sales 212

Inside Sales Lead Rank Lead Scoring Outbound 212

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FEBRUARY 11, 2013

Most callers and e-mailers don’t get there - they are impatient and they don’t understand that someone has to feel that you have value to add in the course of the conversation. Get this component down within your messaging even BEFORE we talk about compelling points about how you add value with your products and services.

Inside Sales 216

Inside Sales Health Care Decision Maker Insurance 216

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DECEMBER 26, 2012

There are a lot of professional conferences and events I attend over the course of a year so there is no shortage of who I might want to connect to. I invite those who are similar in that they work with B2B companies – often in my niche – mid-market technology or distribution companies.

LinkedIn 232

LinkedIn Conference B2B Networking 232

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JANUARY 5, 2015

Having had a monthly or a quarterly sales quota over the course of 15 years or so, I know that good feeling of have a blank slate – but it also can be a tough feeling to start back at zero. It is a new year and a fresh start for many in the B2B sales world. If you are working on a calendar year, than January 5 th is a fresh start.

Sales Qualified Lead 120

Sales Qualified Lead Lead Rank Lead Scoring Referrals 120

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NOVEMBER 29, 2012

Of course motivation is not permanent. I googled my name and that expression and found that I’ve said it many times in blog posts – never knowing who to credit that to. Thanks, Zig, for this main driving force phrase in my life. This has helped me weigh decisions and take real action.

Apparel 276

Apparel Twitter Social Media Motivation 276

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NOVEMBER 26, 2010

Of course, building business really involves a lot more than that, from making all sorts of the right basic business decisions to properly investing business profits. Three Important Times in Your Business-Building Week. by Lori Richardson on November 26, 2010. As a sales strategist, building business means growing revenues to me.

Lead Rank 120

Lead Rank Lead Scoring Revenue Decision Maker 120

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JULY 16, 2012

While this is not for everyone, I invested my own money to attend the basic Dale Carnegie course on human relations and effective communication. I think what was different for me was that I saw this as a long term career, and now was the time to learn.

Sage 191

Sage Groups B2B Energy 191

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SEPTEMBER 19, 2011

Here are 3 ideas you can implement to help you stay on course. It takes amazing, ongoing focus on the activities that lead to new revenues in order to grow business and ultimately thrive as a company. MONDAY MORNING CHECKLIST – create a list, through a sort of your prospect data, to see who you need to talk with this week.

Lead Rank 247

Lead Rank Lead Scoring LandSlide Top of Funnel 247

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MARCH 6, 2012

What I like, though, are all the side topics that are a part of being profitable – Mark talks about things like listening more and talking less – something we’d all say, “of course” – but many sellers do not do this. It is a contributing factor in growing margin in your deals.

Lead Rank 131

Lead Rank Lead Scoring Lead Nurturing Margin 131

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MAY 21, 2013

And, of course, listen. Intimacy – comment on what the other person appears to be feeling (e.g., wow, sounds like you really enjoyed that weekend!). Self-orientation – be flexible about your agenda, your milestones – focus on theirs. LR: So if you had to boil it down to one thing?

B2B 237

B2B Influencer Lead Rank Lead Scoring 237

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JULY 4, 2011

Of course I raised my hand and said to the presenter, “You are obviously not a salesperson.” I was amazed at a comment that was made by a presenter (won’t name) about how companies should have salespeople just be working to focus on closing sales, and the automated software should do all the rest. Did that really get said?

Closing 174

Closing Marketing Lead Rank Lead Scoring 174

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JANUARY 31, 2011

During the course of the program, you can provide the endorsements at any time along the way. When you reach your $100K (sometime in 2011 or by January 31, 2012) – you pay us $500 additional to help us cover our costs, and you provide a video or audio endorsement of our program. WHY This, and WHY Now?

Lead Rank 178

Lead Rank Lead Scoring Revenue Guidelines 178

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DECEMBER 6, 2011

Of course the new cuts removing mail delivery on Saturday and slowing down delivery times will change that some. You should not be thought of as a place – but an awesome service – at least I have found that once I got through the poor customer service at the post office, the actual service works very well.

Lead Rank 153

Lead Rank Lead Scoring Social Media Top of Funnel 153

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OCTOBER 7, 2010

Of course, generating new business and keeping that business are two different things. I have seen companies offer 'incentives' (such as 1/2 price offers) for various goods and services for as long as I can remember. I imagine you already know all of this so there must be something I am missing.

Lead Rank 120

Lead Rank Lead Scoring Incentives Incentive 120

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JANUARY 23, 2011

Of course you do. I see a lot of people making this assumption. They send out a newsletter and assume that people are reading it. But, think about how much mail you get. Do you miss stuff? That just means that you need to follow up more often. Dike Drummond. Persistence is a key trait for marketing success.

Follow-up 168

Follow-up Lead Rank Lead Scoring Call-back 168

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MARCH 10, 2011

” Which, of course, is an opportunity to help. There are times when I shake my head and think “I can’t believe they’re doing that! It’s so wrong/so bad. If only they would do *this* instead.” And yet, having that conversation (disagreeing, challenging, edgy) can feel so hard.

Conversion 181

Conversion Lead Rank Lead Scoring Vendor 181

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JUNE 9, 2010

I have gotten into numerous discussions and even a heated argument about using an apology in the course of doing business over the years. He explains it better than I will, so be sure to check out his post, then come back here. “Women apologize, men just plow through,” said one of my alpha-male colleagues many times.

Lead Rank 120

Lead Rank Lead Scoring Film Call-back 120

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JUNE 13, 2011

Summer is here now and networking on the golf course on Fridays would be a way to enjoy the nice weather and keep growing your sales funnel. Most salespeople I know suffers from the “weather syndrome” Eighter it’s too cold, or its too hot to go out there and make sales… Anonymous.

Lead Rank 220

Lead Rank Lead Scoring Face-to-face Top of Funnel 220

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OCTOBER 29, 2010

Of course, lurking behind the Analysis Paralyzer is just plain old fear. Probably the most menacing zombie I have is the Analysis Paralyzer (which sounds like it might be a tasty cocktail). Idea zombies abound! For me, a big one might actually be called a “belief zombie.”

Lead Rank 120

Lead Rank Lead Scoring Hiring Cost per Acquisition 120

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JANUARY 4, 2011

I am honored to be your friend and to witness the magic you created over the course of…well, many years… but, specifically 2010. Dear Lori, I feel you and I have a special bond, having connected when you moved to Bellingham a couple of short years ago. Thomas Leonard.

Small Business 157

Small Business Small Business Lead Rank Lead Scoring 157

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JULY 25, 2012

The biggest challenge when this happens is that commitments for the sales portion of the job – especially sales activity levels as well as revenue commitments erode due to all the non-sales items that need to be focused on in the course of a day or a week.

Positioning 196

Positioning Hiring Revenue Outbound 196

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APRIL 10, 2013

Ralf VonSosen (Head of Marketing, Sales Solutions, LinkedIn ) talked about making social selling real, and shared actual stories from LinkedIn reps (un-named, of course) who have made blatant social selling mistakes to show that they are human, and also, you need to train people on basic principles.

Inside Sales 197

Inside Sales Sales Leadership Hiring InsideSales 197