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JULY 23, 2018

Certain people have influenced us. In the sales field, many of us have had mentors, peers, managers, leaders and sponsors who may have influenced us. We all have lessons we’ve learned in life as time has gone on. In our homes we’ve had relatives and friends teaching us and guiding us.

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Influencer Relationals Sales Sales Leadership 149

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MARCH 25, 2014

Last week, a list on Forbes contained my name as one of the top 30 social selling influencers in the world. I am very humbled, and quite honored, since it seems that quite a process was put into place and many different tools to measure reach was used to take a list of 500 influencers down to the top 30. What Are You Waiting For?

Social Selling 232

Social Selling Oracle Eloqua Influencer 232

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NOVEMBER 22, 2013

Three major takeaways from the study include: How CxOs are opening up to customer influence. Since there will be lots of interpretations of this data I am going to focus on just a few things that really stood out – specifically: Influence. The C-suite has the most influence in a company – we all know that.

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Study Influencer Lead Rank Lead Scoring 216

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OCTOBER 13, 2014

One vendor’s rep invited me to come and hear the top sales influencers they have asked to speak at sessions they are sponsoring. He didn’t realize that I am one of those influencers – do a little homework, please – and don’t send me a generic, un-segmented blast email.

Vendor 204

Vendor Influencer Segment Twitter 204

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APRIL 28, 2014

The title caught my attention and since I had recently met him through his company’s list of 100 Social Sales Influencers it seemed like a good idea to sit in on this one. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. If so, HOW? Then share your thoughts.

Buyer 221

Buyer eBook Google Influencer 221

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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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SEPTEMBER 6, 2012

I had the chance to speak with Guy about the idea of influence, enchantment, and how a mid-market company could create their own sales influencers to charismatically grow visibility, gain market share, and differentiate. What if your best consultative sales professionals at your company were also Evangelist and Influencer?

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Influencer Case Study Enterprise Enterprise 187

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FEBRUARY 20, 2013

Emotions started running the call—not effective influence and communication skills. The salesperson knows that he is supposed to meet with all the buying influencers. Being present is one of the most important things any of us can do to influence others. I think some people may think that EI is soft and ‘kind of mushy.’.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

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APRIL 11, 2014

Sean is Chief Revenue Officer at KiteDesk – the company that just recently commissioned their Top 100 Social Selling Influencers research. The photo in this post was taken at the conference with fellow Social Selling Influencers Koka Sexton, Ken Krogue, Jim Keenan, Jamie Shanks, and Sean Burke.

Inside Sales 209

Inside Sales Webinar Metrics Social Selling Conference 209

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OCTOBER 21, 2016

I also had never met the CEB folks in person – just through virtual conversations, social posts, and of course, in reading the hugely popular “The Challenger Sale – Taking Control of the Customer Conversation” and the more recent “The Challenger Customer – Selling to the Hidden Influencer Who Can Multiply Your Results”.

Marketing 120

Marketing Influencer Course Conversion 120

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FEBRUARY 18, 2013

More importantly, the idea of control – to have the power to influence or direct people’s behavior or the course of events can be a slippery slope. Don’t let that title fool you – control in a buyer and seller relationship is not a one-way thing.

Buyer 222

Buyer Inside Sales Exercises Outbound 222

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JANUARY 29, 2013

I think that big organizations my company sells into have a very big influence at alumni and C-level meetings our C-level contacts attend throughout the year. Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. Would you agree?”

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Referrals InsideView Outbound LinkedIn 263

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JANUARY 4, 2013

Some of my favorite activity goals include: Number of high level conversations you have each week with influencers and decision makers. Activity goals are goals that you typically come up with together with your sales manager targeting specific actions that you have a whole lot of control over.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

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JUNE 13, 2014

If all goes well, your reputation will grow and grow until buyers and their circles of influence know you. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. This is how Marcus Sheridan, now known as the Sales Lion, got started.

Apparel 242

Apparel Lead Rank Lead Scoring Referrals 242

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OCTOBER 17, 2014

In addition, I spoke at the InsideSales Influencer sessions and was live streamed talking about how sellers and sales leaders need to remember to “Keep it Simple.” Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

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InsideSales Hotels Influencer Conference 210

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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”. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

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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. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. My grandmother was a larger-than-life social figure in the geographic community she lived in.

Apparel 240

Apparel Trade Show Ideal Customer Profile Google 240

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FEBRUARY 13, 2013

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. What tools are you using to grow sales?

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Social Selling Tools Webinar Metrics Outbound 239

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FEBRUARY 27, 2013

2. Become an Influencer in Your Industry Niche. By adding value to others, he’s a visible Influencer in Boston and also around the world. Spend time searching and listening for what is happening in your market, with your competitors, with your customers, and with your strategic partners. 3. Engage.

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Twitter Strategy Prospecting Promotion 232

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JANUARY 16, 2013

Become an Influencer in your industry, niche, company, region, or sector. Pay out of your own pocket and build an amazing profile and connections. I write about this all the time – take a look at the most recent LinkedIn post on boosting your profile and search for others.

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Outbound Influencer Analysis LinkedIn 241

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JANUARY 8, 2013

So why is it that we, as sales professionals don’t usually practice what we’ll say when we finally get that Influencer or actual buyer on the phone? You ALSO have the opportunity to blow it – to sound uninformed, confused, slow, rude, elitist, hurried, or wrong.

Travel 258

Travel Outbound Influencer Buyer 258

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JULY 21, 2014

How they feel is very much influenced by how YOU communicate with them. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Here are areas you can show and share your enthusiasm for your career: At your office: do you come in with a smile on your face, ready to tackle the week?

Ideal Customer Profile 202

Ideal Customer Profile Energy Face-to-face Follow-up 202

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SEPTEMBER 5, 2014

Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Find one aspect of your environment to examine and then make changes to give you more energy. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

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Energy Twitter Inside Sales Google 215

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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.

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

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DECEMBER 11, 2014

Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Check it out, and let us know which predictions resonate with you. If you are a sales leader or company leader, which ones most concern you? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

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B2B Twitter Inside Sales LinkedIn 241

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AUGUST 14, 2014

Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Post YOUR favorite places to find great sales ideas and content. What sites inspire you? We’ll share them. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

B2B 216

B2B Twitter Inside Sales Google 216

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OCTOBER 3, 2014

Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. More on to-do lists and next actions as we journey down the path to increased effectiveness and efficiency. Please post your tips as a comment – they are sure to help others.

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Survey Ideal Customer Profile Twitter Inside Sales 279

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JULY 10, 2014

Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. If you are a CEO or in leadership, what traits do you admire about the sales leaders in your organization? I’m saving my list of 12 to post AFTER we have all of YOURS. Please share!!

Sales Management 216

Sales Management Twitter Inside Sales Google 216

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APRIL 12, 2012

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? This is one of my favorite interviews and is about specific ideas around a simple way to grow revenues. Click here to view the embedded video. and one of “20 Women to Watch in Sales Lead Management”.

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Video Lead Rank Lead Scoring Outbound 193

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JUNE 5, 2013

A long time Dale Carnegie fan, I loved how this book is described as a fresh take on the Carnegie classic, “How to Win Friends and Influence People.” The new book is a must read for anyone who values business building or who needs to grow business because of the examples and stories which prove out Porter’s ideas.

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219

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MAY 23, 2012

Kline also mentioned the power of “earned influence” in the social marketplace – which a company cannot buy, no matter how large. There is no more mass marketing. Customers demand a more personal and local experience.

Loyalty 201

Loyalty Retail Customer Lead Rank 201

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DECEMBER 10, 2012

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Create up to 5 unique voice mail messages you can use in sequence.

Vendor 265

Vendor Outbound Call-back Lead Rank 265

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DECEMBER 3, 2014

Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. We’ll give YOU a coffee card for your effort. It’s the least we can do to help share tips and ideas that get business growing. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Inside Sales 206

Inside Sales Gatekeeper Decision Maker eBook 206

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AUGUST 18, 2014

Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. .” Know that this is one of the most important things you can do for success in sales. Can you do it? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Ideal Customer Profile 228

Ideal Customer Profile Call-back Twitter Inside Sales 228

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JUNE 28, 2013

New suggestions: Conversations that Sell, by Nancy Bleeke, Influence , by Robert Cialdini, and the continually recommended SNAP Selling , by Jill Konrath. ]. Think about how your pipeline is building out, and where it is light. Pick up a new sales book, like ones we have reviewed here on the blog. Review at the end of EVERY week.

B2B 196

B2B Lead Rank Lead Scoring Referrals 196

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MARCH 18, 2014

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

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Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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MAY 29, 2013

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. All I ask is that you be open minded – the best sellers are. Today IS going to be that day for you. What tips can you add?

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Prospecting Decision Maker Lead Rank Lead Scoring 272