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JANUARY 25, 2013

I want to understand where this position will take me – right away.” You start with a positive, offer feedback on the negative behavior, and close with something positive. Even though most of us will focus on the middle, it helps in so many ways to cushion feedback with positives.

Inside Sales 235

Inside Sales Construction Lead Gen Lead Rank 235

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MAY 27, 2014

Within the powerful pages (250 to be exact) Jill discusses how sellers need to learn so many things any time they are in a new position, promoted, or presented with new products and services. Times changed, buyers changed, and many sellers have NOT changed. How those sellers respond every time helps define their success. Why rapid learning?

Compensation 216

Compensation Positioning Pipeline Engineering 216

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SEPTEMBER 16, 2013

Many outside sales positions with fat travel accounts and face-to-face client meetings are slowly being switched over to inside positions. You have a Monday through Friday position and a lot less variables up in the air. Thousands of outside rep jobs have even been eliminated.

Inside Sales 182

Inside Sales Face-to-face Travel Outside Sales 182

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JUNE 16, 2014

If you are new to a sales role, you need the confidence to not sound too new, and if you switch to a sales role from another position within the company there is still a time of discomfort when you want more confidence than you may be feeling. How you are able to bring up ideas and insight to help your buyer in their position.

Lead Rank 208

Lead Rank Lead Scoring Hiring Webinar Metrics 208

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FEBRUARY 10, 2014

Matt (check out his blog here ) talked about hiring myths in sales – specifically whether previous industry experience is required for your sales position and even whether previous sales experience is required. He was promoted from inside sales to a coveted outside position within 2 years.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

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MAY 3, 2013

What does the position require? If you are wanting to get out there and work as many hours as it takes to prove yourself, you are looking for a different position than someone thinking about work-life balance. Which would be the right fit? Team selling – Has the candidate been a part of a team or are they a lone wolf?

Company 226

Company Hiring Quota Inside Sales 226

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AUGUST 16, 2016

I’ve changed some of the Q&A a bit, but wanted to share the main points of the conversation around how successful women need to “be” in order to be a successful BDR, AE, SDR, or other sales position.

B2B 120

B2B Positioning Conversion Prospecting 120

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JUNE 30, 2014

A new sales rep got a new position at a great company but didn’t end up with a helpful manager. The company lost money, she lost all of the investment she made into the new position, and the manager still manages. Speak up for yourself winning at your sales position. When it Didn’t Work for a Seller.

Ideal Customer Profile 194

Ideal Customer Profile Construction Up-Sell Twitter 194

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MAY 26, 2014

My position always gets back to this one thing -. You track down where your last buyer has gone off to in their next position and then back track to see who filled their position at your client company. Change involves admitting that you don’t have all the answers.

LinkedIn 209

LinkedIn Ideal Customer Profile Call-back Buyer 209

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FEBRUARY 27, 2014

It was interesting to hear all the ways they reach out to gain visibility for candidates to find them as they hire recent college graduates for their BDR positions. Even someone you don’t hire should leave with a positive feeling from all those who they interacted with.

Hiring 223

Hiring Sales Talent NetSuite Lead Rank 223

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JULY 9, 2012

Reports are more positive than negative. unless you are a heart surgeon, all of your feedback does not have to be positive - it just needs to be more positive than negative.] People tend to be skeptical about any business that has only glowing feedback.

Opportunity 200

Opportunity Report Buyer Pipeline 200

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AUGUST 28, 2014

We are about to go into 2015 and smart marketers and sellers are positioning for predominantly mobile viewing of their site, offers, and ways to connect. They pique my curiosity, entice me with an offer to try for free – no credit card required – which also means it is easy to get started. No more 2001 stuff, please.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

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JULY 23, 2013

This means that when you are exposed to something new in your position, you find ways to gain more insight and master it without needing your boss or team to ask you to. If you could “program” anyone you work with, what position would it be and what new skills or traits would they get?

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178

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APRIL 11, 2014

While outside sales positions are on the decline, Inside Sales positions are growing at a phenomenal rate. The state of the profession known as Inside Sales – or Remote Professional Selling – is thriving. This week the AA-ISP (American Association of Inside Sales Professionals) had their 6th annual Leadership Summit.

Inside Sales 209

Inside Sales Webinar Metrics Social Selling Conference 209

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DECEMBER 27, 2013

If this is your new quota, or new list of contacts or achievements you must accomplish in your position, we’d just encourage you do to one step at a time, with forward motion going every day. Haven’t you had a situation where the work ahead of you seems so daunting and unachievable that it is difficult to see how it will ever get done?

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

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MAY 15, 2014

What are businesses doing right that you are seeing when it comes to growing a positive image online? I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

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AUGUST 20, 2012

It is true to some extent, but only by the ill-informed and ignorant since the inside sales profession is GROWING as outside sales positions decline. There are some great companies who recognize the power of their inside sales teams and position this opportunity in a way that is appealing and just like my old inside sales counterpart, Dale.

Inside Sales 193

Inside Sales Travel Outside Sales Territories 193

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MARCH 25, 2013

The idea that you must be a visionary to succeed in an inside sales position may seem daunting to some and a challenge to others. It is true – being in a position to help listen to, influence, and support buyers making the best decisions they can make while growing your company’s revenues takes a visionary stance.

Inside Sales 174

Inside Sales Guidelines Outbound Lead Rank 174

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JANUARY 14, 2013

This is important for several reasons, but the top two are: Unless you ARE searching for your next position, you should be focused on the company you work for, not you and your skills. Have you maximized it for the current position? So how is your summary looking? Next we’ll talk about the power of updates.

Ideal Customer Profile 203

Ideal Customer Profile LinkedIn Outbound Inbound 203

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APRIL 21, 2014

I talked about having a multi-faceted strategy in a session on the InsideSales Accelerate 14 Summit and believe it to be a key strategy for success in an inside sales position. This means that they do not have a multi-faceted strategy for success. They will listen to your well-crafted voice mail message. I’m good with my word.

Skype 243

Skype InsideSales Call-back Google 243

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JULY 10, 2014

Instead I’m choosing to focus on the positive. Others were “bad to awful” I won’t mention any names since we are about 4 degrees away from just about anyone these days, but I will say that I could write a book about those bad experiences. Who knows – we could do a sequel on bad after we cover good).

Sales Management 216

Sales Management Twitter Inside Sales Google 216

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OCTOBER 11, 2013

Using tactics like intentionally getting people to owe you seems like more of the negative, and less about positives that professional sellers offer. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

Social Selling 219

Social Selling GoldMine Lead Rank Lead Scoring 219

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JANUARY 28, 2014

This is the Watson techno brain popularized by Jeopardy fame – IBM’s massive computer think-tank that is now positioned to help solve really big issues in medicine, health care, and also in business. Many data firms are madly scrambling with new ideas, but it’s IBM who is stepping up with a billion dollar new division focused on Watson.

Data 208

Data Health Care Retail Lead Rank 208

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FEBRUARY 20, 2013

From a personal standpoint, I once lost a position running a corporate university because, in part, some of the C-level team felt it was too focused on “soft skills” See if any of these sound familiar for you or someone on the sales team: Discounting and getting price shopped – lack of self-regard or assertiveness.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

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DECEMBER 23, 2013

Start with a big overview – how do you see yourself benefiting from this sales position and your career? I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions. What Plans do I Need?

InsideView 238

InsideView Compensation Inbound Lead Rank 238

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AUGUST 23, 2013

If you are over 40, go out of your way to find someone in their mid-late 20s for an upcoming position you’d not normally hire a younger person for. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

Customer 201

Customer Hiring Lead Rank Consumer 201

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FEBRUARY 11, 2015

You know that the profession of business-to-business selling is a real career – not something “in-between” until you go back to school, or get a more “respectable” position. Support yourself by being positive and encouraging to yourself every day. You get it. Nothing happens until someone sells something. Be proud and love what you do.

How To 120

How To Territories Call-back Buyer 120

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SEPTEMBER 30, 2014

I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Real Estate 249

Real Estate Compensation Vendor Intent 249

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JUNE 25, 2013

Be confident – that’s the best thing you can do to be more successful when you are newer to a position. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

Strategy 199

Strategy Prospecting Lead Rank Lead Scoring 199

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JULY 31, 2013

I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

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APRIL 5, 2014

L- always leave a positive impression with buyers, clients, and referrers. E- you need to express the value to them. What’s in it for them? L- work to listen for what they are responding with, and for what they are not saying. Do you have trouble speaking clearly and concisely? Consider joining a Toastmasters group.

Inside Sales 240

Inside Sales Ideal Customer Profile Skype Video 240

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SEPTEMBER 24, 2014

I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Twitter 210

Twitter Engineering Compensation Inside Sales 210

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DECEMBER 18, 2014

I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions. 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 26, 2014

I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

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AUGUST 21, 2014

I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions. 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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JANUARY 7, 2013

I try to be energetic and positive on a daily basis to help connect with people in a meaningful way as opposed to making them feel like another number. It wasn’t until THEN that he went on to tell me about the company he works for with the amazing sales app he wants me to know about.

Outbound 245

Outbound Energy Industry Influencer 245

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OCTOBER 30, 2014

I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215