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JUNE 27, 2014

Jill Konrath took matters into her own hands and created a conference for sales women with all women sales experts as presenters back in 2007. Although the conference is not still in existence, he group of women sales experts still meet annually – we are called Sales Shebang® and I’m honored to be leading this group now.

Study 231

Study LinkedIn Hiring Conference 231

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NOVEMBER 6, 2014

Assessment Tool: Objective Management Group Sales Candidate Assessment. OMG’s products are backed by years of research and in working with hundreds of thousands of sales reps. What tools do you or your company use to improve your success in hiring sales reps? Increase Opportunities. Expand Your Pipeline.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

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MAY 26, 2014

Group Insight: Find out what groups your buyers (and prospective customers) participate in and join some of them to learn what is being talked about so that you can share insight with prospective clients. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

LinkedIn 209

LinkedIn Ideal Customer Profile Call-back Buyer 209

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FEBRUARY 4, 2015

For example take Salesforce.com which is the predominant CRM tool sales teams use. In 2013, Merkle Group polled executives in $1B+ companies and found a 63% fail rate. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities. Close More Deals.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

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NOVEMBER 19, 2014

I spoke this week to a group of sales professionals at the new monthly Sales Accelerators event at Hubspot in Cambridge, MA. It is a new event here in the Boston area for sales reps to network, meet and mingle with others. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Hubspot 206

Hubspot Twitter Inside Sales Objections 206

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JULY 17, 2013

Gerhard had been in the UK recently for a Sales 2.0 Session there, and he was most impressed by something Google is doing causing tremendous success. “We We are eliminating phone calls since we are much more focused and more productive using video calls” – David Keene, Head of Enterprise Marketing, Google, UK.

Hiring 192

Hiring B2B Video Lead Rank 192

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SEPTEMBER 15, 2014

I attend because even though I’m a business owner and sales focused speaker, blogger, trainer and consultant, what I really am above and beyond all else now is A PUBLISHER. Disclosure: We also use the Hubspot platform, and run a local Hubspot User Group, so we''re excited to learn and connect this week.]. Start today.

Hubspot 186

Hubspot Inbound Ideal Customer Profile Buyer 186

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JULY 30, 2014

For some of us it is easy to be social in sales, for others it is an effort, and for a third group, a confusing idea. I have been meeting more and more leaders in mid-market companies who are simply confused about the value of having their sales reps focused on social selling because they don’t see the payoff. Close More Deals.

How To 230

How To Ideal Customer Profile LinkedIn Twitter 230

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JANUARY 8, 2015

Give attendees time for small group discussion. The great thing about this is that people will often share more in a small group than they might in a large room. Contact us if we can offer more ideas to help you make 2015 the year that sales really take off. Hold your offsite, well, offsite. Increase Opportunities.

Twitter 120

Twitter Inside Sales Groups Survey 120

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OCTOBER 6, 2014

On the other hand it is fun to put people in boxes and it seems easier if we can just group and label everyone. A couple of years ago, a sales manager I was coaching had labeled one of the sales reps on his team as “incapable of closing a deal”. Isn’t that more efficient? But It Does Not Work. Increase Opportunities.

Opportunity 194

Opportunity Lead Rank Lead Scoring Ideal Customer Profile 194

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OCTOBER 29, 2014

Kudos to me for picking up on something bad happening – but unfortunate I could not have addressed it to at least have had a more valuable 20 minutes with a group of people who had been thinking of doom and despair during my talk. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Ideal Customer Profile 214

Ideal Customer Profile Twitter Inside Sales Sales 214

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NOVEMBER 21, 2014

The great thing about the #reimaginework session was that it was a very small group in a low-key environment with little fanfare – just everyone rolling up their sleeves and sharing ideas. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Analytics 210

Analytics Compensation Data Engineering 210

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MAY 5, 2014

I’ll be writing more about this presentation but for now it simply caused me to think about sales teams, sales leaders, and individual contributors. If you are on a sales team, do you have group goals about how the team is to improve? Increase Opportunities. Expand Your Pipeline. Close More Deals.

Negotiation 203

Negotiation Ideal Customer Profile B2B Conference 203

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APRIL 26, 2013

I enjoyed participating in the quick fire roundtable, which was hosted on a Google+ Hangout by IBM. It was good to see all of the participants interacting and truly a smart way to see and hear a group of people discussing a subject. Did you attend SugarCon13 – the largest SugarCRM gathering to date? Kudos to IBM for that.

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

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NOVEMBER 12, 2014

Ask general questions in a small group – like, “What’s a little thing that would mean something to you this holiday season if anything were possible?” Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. ” – listen to their answer.

Ideal Customer Profile 216

Ideal Customer Profile Twitter Inside Sales Google 216

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MAY 5, 2014

I’ll be writing more about this presentation but for now it simply caused me to think about sales teams, sales leaders, and individual contributors. If you are on a sales team, do you have group goals about how the team is to improve? Increase Opportunities. Expand Your Pipeline. Close More Deals.

Negotiation 175

Negotiation Ideal Customer Profile B2B Conference 175

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JANUARY 19, 2015

Chad runs sales for ConnectandSell, and has been leading SDRs (and sales in general) for a number of years. You can see some of Chad’s best Sales Hacks here. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. I can’t wait for 2016.

Ideal Customer Profile 120

Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

Sales Evangelist

OCTOBER 1, 2019

Sales strategies aren’t born from thin air; rather, there are six critical steps to developing a successful sales strategy. Tyson group has been ranked by Selling Powers as one of the Top 20 sales organizations in the world. While rapport gives you influence, credibility gives you people' trust.

Strategy 68

Strategy Lead Rank Lead Scoring Call-back 68

LeadFuze

JANUARY 1, 2022

A Google Tag Manager strategy can help a business become more efficient by reducing the time it takes to implement changes, which in turn will lead to increased profits. You can apply this strategy anywhere that you need to generate interest and sales. What type of sales model will work best for your product? Table of Contents.

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

Klozers

JUNE 10, 2014

With most sales leads coming from online, companies can only influence not control who visits their website and who fills in the web contact forms. According to Marketing Sherpa a massive 79% of marketing leads never convert into sales and only 27% of leads passed to Sales are qualified.

Follow-up 48

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 48

Hubspot Sales

OCTOBER 29, 2017

These channels are run by well-established sales experts -- they're bestselling authors and well-known speakers in the industry. YouTube isn’t their only outlet, but it's one this group has smartly leveraged as the site has grown to reach more than one billion users. 3) Influence at Work. is the founder of Influence at Work.

Channels 112

Channels Video Training Hiring 112

Don on Selling

OCTOBER 26, 2018

If you conduct searches on Google and look at popular sales blogs, you will find plenty of articles about what it takes to locate the perfect sales representatives. You will also find information about how to write the best job description for a sales position and how to boost customer retention.

Hiring 58

Hiring Survey Promotion Study 58

SalesHandy

JUNE 5, 2020

Leads interested in similar features and use cases are grouped into segments that will have a unique outreach sequence. Showcasing your existing customers’ delight, impact or influence augments your leads’ confidence in your product. Close is a sales engagement platform with built-in CRM, calling, and SMS features.

Lead Nurturing 80

Lead Nurturing Sales Qualified Lead Lead Rank Lead Scoring 80

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JULY 24, 2014

I’m proud and honored to preside over this group now, and wanted to share on this blog what an impact the experts in this group have on the B2B sales community. 6 are listed as Top 25 B2B Sales Influencers for 2014 by Openview Venture Partners. you can follow at @salesshebang ). See you there!

B2B 206

B2B Conference Twitter Influencer 206

Cience

NOVEMBER 6, 2019

His most recent book is Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press), which was cited as, “the best sales book of the year” ( Strategy + Business ), “a must read” ( Gartner Group) , and “perhaps the best sales book ever” ( Forbes ).

Channels 42

Channels Marketing Retail How To 42

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FEBRUARY 25, 2014

Researchers conducted an experiment in which groups of people were shown a picture of an automobile accident. ” Groups that were asked the question with the word “smashed,” gave the highest estimates of speed. Kill Crutch Words – Inside Sales Power Tip 133. 2 more resources. Increase Opportunities.

Hiring 229

Hiring Lead Rank Lead Scoring Inside Sales 229

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JUNE 20, 2014

There is an industry average I just saw on the AA-ISP website for inside sales professionals. Everyone knows about LinkedIn – great sales tool – and you may belong to up to 50 groups to learn about what your buyer’s world is like, and to stay sharp with sales ideas. Alerts – Google Alerts or GageIn.

Lead Rank 237

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 237

InsideSales.com

JUNE 12, 2020

Helping companies get there is a core part of what Vertical Relevance helps large-scale sales organizations achieve.”. Inside Sales Teams are Already Digital. We’ve known digital transformation was coming for a long time; many have already transformed their sales development and inside sales teams.

Face-to-face 94

Face-to-face Travel Call-back Infor 94

OutboundView

SEPTEMBER 20, 2018

They hire five inside sales reps before they have the tools and processes to make inside sales successful. Buyer personas are the first step in the sales and marketing process. They help businesses clearly define who the key decision makers and influencers are at a prospective company. Inbound Marketing.

Paid Content 34

Paid Content B2B Top of Funnel Outsourcing Services 34

Hubspot Sales

MAY 3, 2018

And higher-level sales roles will gain access to more real-time information from the expanded use of these tools. Sales performers will be unafraid of AI and will use these technological advantages to be better armed than their peers.” Darren Trumeter, CEO, Trujay Group. Then, inside salespeople started closing smaller sales.

Top of Funnel 142

Top of Funnel Hiring Lead Rank Sales Qualified Lead 142

Hubspot Sales

AUGUST 21, 2023

According to Gartner, the typical buying group for a complex B2B solution involves six to 10 decision-makers. Possible paid digital ad channels might be LinkedIn, Google Ads, Facebook, and Twitter. The sales cycle ranges between a few weeks and a few months. Identify the buying center and personas.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Cience

JULY 9, 2020

The cold calling technique takes its origin from door-to-door sales. According to Cargill Consulting Group , the main principles of cold calling haven’t changed since Patterson. In 2018, The Rain Group studied 488 B2B buyers and 489 sellers and found some interesting stats: So why does “the cold calling is dead” myth persist?

Cold Calling 79

Cold Calling Ideal Customer Profile Hiring Decision Maker 79

Sales Hacker

DECEMBER 8, 2017

Regarding our 2017 sales predictions , here’s a quick reflection: What we were RIGHT about: Powerful partnerships and mergers e.g. Salesforce & Google. Powerful buyer influence of software review sites like G2Crowd & Capterra. Review Sites Continue to Influence Decision Makers in a Powerful Way.

Trends 97

Trends Outsourcing Services Top of Funnel Account Based Marketing 97

Sales Hacker

OCTOBER 27, 2020

Who influenced Jim [34:25]. Sam Jacobs: Today on the show, we’ve got Jim Donovan, the vice president of global sales from PandaDoc. That’s a Google thing to get behind on. I’ve seen research from the Bridge Group that if you promote them before 12 months, there’s a 60% failure rate.

Hiring 74

Hiring Inbound Outbound Lead Rank 74

Tony Hughes

MARCH 7, 2018

I wanted to share some of my unique thoughts about this concept as it relates to the natural world and how I see the ramifications of decay rates and how they're impacting enterprise deals and influencing sales cycle stagnation, or acceleration. I'm going to write a follow up post to this all about "anchoring the sale."

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Cience

MAY 7, 2019

The latter has dramatic consequences if your lead uses such mail services as Google, Microsoft, Mainetworks, etc. Microsoft, Google, and other mail services register such events and treat companies that make send-outs to non-existent leads as mass-spammers. Google sends the notification or blocks the account. This is bad too.

Ideal Customer Profile 58

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 58

Sales Hacker

NOVEMBER 10, 2020

Who influenced AJ [33:28]. I think that that’s kind of crazy to look at, but it was still relatively new, at least for an inside sales team. It was a marketing influencer platform, but its day had passed. He was at a company called Dachas Group, which was in social media analytics prior to TrendKite.

Call-back 75

Call-back Scale Compensation Ideal Customer Profile 75