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SEPTEMBER 30, 2014

From a sales tools perspective, I have seen productivity gains as well as losses. It seems that there are so many tools to help professional sellers and marketers. What I don’t see is cohesiveness, and maximizing time through better management of all of the tools.

Real Estate 249

Real Estate Compensation Vendor Intent 249

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AUGUST 28, 2014

We know that according to eMarketer, “more than 59% of B2B purchase decision makers and influencers use their smart phones to gather information when purchasing products or services”. I did an unscientific survey of webinar tool sites as if I was evaluating and making a purchase from my smart phone. Others are helpful and engaging.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

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SEPTEMBER 24, 2014

She is IBM’s most prolific female inventor and a mobile software engineer. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Also go to IBM.com/TED to see all of the speakers.

Twitter 210

Twitter Engineering Compensation Inside Sales 210

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AUGUST 26, 2014

I’m the kind of person who gets into an airplane and am still amazed how they always take off and land hundreds or thousands of miles away (at least all of my flights have, and nearly all flights do) To see the advances in marketing tools and sales tools – it’s really phenomenal what software can now do.

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

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JULY 11, 2013

Then we would meet with someone else in the same division who was either an influencer or part of the decision team for the same project. This was critical information because we would run into people claiming to have influence only to find out they did not, or someone claiming to know something that was not true.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

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OCTOBER 30, 2014

They are having search engines find insight about you. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. What is your plan to grow and improve your presence in 2015? Close More Deals.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

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NOVEMBER 26, 2014

Not only will those in sales be able to manage their territories this way but also sales leaders will have incredible access to data and insights – even being able to reinforce learning. There are new tools and ideas coming out now that will change forever how we think about business process, marketing and sales.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

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JULY 30, 2014

There are hundreds of strategies for success incorporating some social tools into your business. In the last 10, B2B companies we have worked with, I found that this tool combination has worked with 9 of them. In this case, the social tool helped me find someone, connect to someone, and ALSO gave me confidence.

How To 230

How To Ideal Customer Profile LinkedIn Twitter 230

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NOVEMBER 28, 2014

We called her Mimi, and I’ve written about her over the years because she was such a big influence on me in business. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Apparel 240

Apparel Trade Show Ideal Customer Profile Google 240

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JULY 31, 2014

Now there are bigger and better ways – from tools like GageIn to data tools like Avention we can track new contacts at our prospective customer companies – a key way to grow opportunities. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Ideal Customer Profile 229

Ideal Customer Profile How To Twitter Google 229

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OCTOBER 24, 2014

Last month, IBM announced IBM ® Watson™ Analytics , a natural language-based cognitive service that can provide instant access to powerful predictive and visual analytic tools for businesses. This cloud-based service could help your team sort through the layers of data your company has compiled from marketing, sales, HR, and elsewhere.

Analytics 221

Analytics Analysis Compensation Data 221

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MAY 15, 2014

LR: Do you believe sales professionals can be online influencers, or is that role better for the face of a company – a C level leader? (in Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. You can find out more about it and download a chapter here. .

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

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DECEMBER 18, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Hiring 198

Hiring Wireless Policies Travel 198

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AUGUST 21, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

B2B 231

B2B Google Ideal Customer Profile Compensation 231

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NOVEMBER 21, 2014

The tide has turned at IBM for the “S” in SMB and the “M” in midmarket – if anyone can further level the playing fields for smaller business, it is the technologists and innovators working on tools like these with big budgets. Stay tuned as we uncover more use cases and stories of real companies doing big things with these tools.

Analytics 210

Analytics Compensation Data Engineering 210

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JUNE 30, 2014

How does your recipe for success work for your sales team? This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

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SEPTEMBER 26, 2014

With all of the technology, tools, methodology and sales process in place you’d think there was no real simple way to help with your sales messaging. Newer sales reps need to feel comfortable with what it is that they are saying and to whom. That’s why my best tool for doing this is…….drum drum roll…….your

Buyer 226

Buyer Compensation Exercises Engineering 226

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DECEMBER 29, 2014

What can you put in place in 2015 to help sales reps be more effective in starting with the best data possible? This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

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OCTOBER 15, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

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JUNE 27, 2014

If it encourages one woman to go for a sales leadership position – all the better! This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Study 231

Study LinkedIn Hiring Conference 231

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NOVEMBER 20, 2013

I trust their research and know of many ways they have embraced social into their inside sales teams and into their business plan. For example, right now I am getting messages from a tool called Signals which shows me when someone is on our website, is opening an email I sent, or is clicking on a link within an email I sent.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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JUNE 25, 2014

How can this impact sales? This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Marketing 217

Marketing Airlines Ideal Customer Profile Construction 217

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APRIL 26, 2013

Now add in social tools – does it all work together? Not enough employees with CRM seats – companies will selectively give certain individuals seats, such as all sales but no marketing, or inside sales but not outside sales (or vice versa). What are some pitfalls when deploying CRM?

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

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APRIL 29, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Retail 239

Retail Lead Rank Lead Scoring Study 239

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MAY 27, 2014

I only recommend top-notch books, blogs and tools that are simple and help you win. What are your thoughts about the speed of learning in sales and marketing roles? Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Why or why not?

Compensation 216

Compensation Positioning Pipeline Engineering 216

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MARCH 28, 2014

There are tools like never before and today’s sellers have the opportunity to do some research at home. Sales is an admirable profession and if you can incorporate true learning, happiness and even fun into your week, the time flies. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

How To 200

How To Motivation Compensation Engineering 200

Highspot

DECEMBER 19, 2023

This is where a comprehensive sales development playbook is essential to success for startups and established organizations. 6 Benefits of a Sales Development Playbook The sales development playbook isn’t just a tool; it’s a game changer for SDRs and sales leaders.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

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APRIL 30, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

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JULY 23, 2013

Too many companies are not implementing a mindful approach to sales on-boarding and a complete, ongoing sales training program consistently and with full support and actions from the top. Think of the dollar cost and lost opportunities using a conventional, slow approach to ramp-up.

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178

Close.io

DECEMBER 3, 2019

Instead of taking orders, you turn into sales influencers. Whether you’re a sales professional that likes reading or doesn’t, you’ll find fresh frameworks and tons of insights in the book. Who should read this : For inside sales professionals that do a lot outbound prospecting. Author : David J.P.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

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APRIL 28, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Retail 123

Retail Lead Rank Lead Scoring Study 123

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APRIL 30, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Follow-up 144

Follow-up Ideal Customer Profile Decision Maker Buyer 144

Delicious Sales

MAY 2, 2012

Sales (12918). Tools (2872). Sales Management (2614). Inside Sales (849). Outside Sales (81). Influencer (1424). MORE >> Tools. Engineering (791). Brian, CMO of Lattice Engines, recently presented a session on predictive analytics at the Inside Sales Virtual Summit.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

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APRIL 18, 2014

If you are in Inside sales – send a follow up email to assure a potential buyer that you have their back, even if they are not going to buy today. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. The quickest way to accomplish success is through giving.

Inside Sales 229

Inside Sales Conversion Retail Lead Rank 229

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APRIL 23, 2013

Last week, the American Association of Inside Sales Professionals (AA-ISP) met for their annual Leadership Conference, which was held this year in Chicago. The teams we are working with are all remote sales teams. Remote Professional Selling – Can We Start Using that Phrase?

Inside Sales 209

Inside Sales Revenue Webinar Metrics Hiring 209

Partners in Excellence

AUGUST 9, 2013

We create “functional units” in our businesses, sales, marketing, product management, customer service, and so on. As thing progress, we put in systems, processes, tools to help us optimize our sub-functions–always focused on improving efficiency (sometimes effectiveness). We each want to do our part.

Energy 77

Energy Demand Generation Agencies Quota Engineering 77

The Sales Association

NOVEMBER 17, 2014

“You have to come to client meetings with a point of view,” said panelist Rick Batia, Vice President of Sales, Mach 1 Global. 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.

Conference 30

Conference Consultative Selling Influencer Negotiation 30