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MAY 29, 2013

This can be a very quick two step process to connecting to people, rather than long research times and long time crafting emails. Use Twitter for research – even if you are not “on” Twitter. Instead of calling, then doing some research, then another call, then research – work in time blocks.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

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NOVEMBER 1, 2013

Buyers and sellers are doing a dance where the buyer has gotten research and ideas online or through another trusted source – perhaps even narrowed their choices down, and now work to find what they believe is the best value for them. It takes time to build trust.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

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MAY 21, 2012

Just do research first and have value to add with your products and services. If you don’t know how to do this, listen to the roundtable about pre-call research with a panel of experts on the topic. Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Lead Rank 229

Lead Rank Lead Scoring Intent Outbound 229

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JULY 19, 2014

The most stunning winter hat was given by my colleague in sales training, John Barrows , who picked up this beauty in Austin while he was on the road. If you didn’t participate and still want to do something, please find your local cancer research center and get INVOLVED. It is handmade by hat makers Goorin Bros.

Ideal Customer Profile 187

Ideal Customer Profile Twitter Inside Sales Google 187

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AUGUST 28, 2014

Research also shows that 65% of executives are comfortable making a business purchase from a mobile phone (Forbes, “The Untethered Executive”). Just as I searched for great mobile sites for webinar services, you can begin your research into mobile too. So why is your website not optimized for viewing on a mobile device?

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

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SEPTEMBER 29, 2014

Time you spent doing “research” because you really are reluctant to get on the phone. Time you spent doing “research” because you are not clear on who your buyers really are. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Think about it?

Lead Rank 227

Lead Rank Lead Scoring Sales Qualified Lead Territories 227

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DECEMBER 21, 2012

Earlier this year, IBM published the results of a study that was done by Forrester Research about how today’s empowered customers are thinking, and the importance of really knowing your customer. Jeff Ernst, Principal Analyst at Forrester Research narrates the overview click here to view the video.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

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APRIL 5, 2014

Research over the years has found that positive attitudes impact sales success. One of the pioneers of this research is Dr. Martin Seligman. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. It really fits for sales professionals and those running a sales team.

Inside Sales 212

Inside Sales Positioning Territories Insurance 212

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MARCH 18, 2014

[First, a hat update: Many readers know that I shaved my head to help raise money for cancer research, and now I''m collecting hats a) to keep my own head warm here in chilly New Hampshire and b) to donate them all to the Dana Farber Young Women with Cancer program.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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JUNE 2, 2014

These might include downloading a white paper, clicking to an offer from your blog, or getting research and e-books from your site. Skill is the training piece – how you prospect, message, engage, follow-up, track and help clients buy. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

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APRIL 29, 2014

Most of us expect a call within 24 hours, and earlier research has proven that leads coming to your website should be followed up within one minute (yep, that’s right) in order to receive the maximum success. Research shows that responding to an inquiry within one hour improves your probably of converting a lead to closed business by 36%.

Retail 239

Retail Lead Rank Lead Scoring Study 239

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MAY 8, 2013

One of the best things a company can do to get this message across is to have the company president or CEO stand in front of new sales reps (on-boarding training, perhaps?) Do research and learn how you can show the ROI of the concept you are thinking about. and make this clear. Without Undercover Boss, how can YOU make a difference?

Inside Sales 212

Inside Sales Licensing Lead Rank Lead Scoring 212

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AUGUST 14, 2012

Most companies are not proactive to research what is on the horizon – they simply don’t have time or resources to do so. Understanding: Think of research, above, for industry and competitive information. People we know in midmarket companies tend to do what works – until it doesn’t work so well any more.

Social Media 233

Social Media B2B Strategy Media 233

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JUNE 27, 2014

It’s pretty simple for them to do accurate research – they have all the data of 275 million (or more) business professionals in their system. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. This week, LinkedIn shared some statistics in its study women in sales.

Study 231

Study LinkedIn Hiring Conference 231

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AUGUST 16, 2013

ES Research just posted three new webinars for sales leaders – about sales talent, connecting sales to marketing better, and one with LinkedIn on 5 Ways to Close More Business with LinkedIn’s Sales Masters. Also this week, LinkedIn’s Master of Social Selling, Koka Sexton, created his Epic List of Sales Leaders on Twitter.

Resources 182

Resources B2B Webinar Metrics Lead Rank 182

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JULY 29, 2013

How is it that they always seem upbeat and ready for another day of sales calls, e-mailing and researching seemingly impossible to reach prospects? That seller who regularly runs into obstacles and they always seem to bounce back? They have grit. Grit is a trait– a distinguishing feature. Grit enables you to persevere.

Inside Sales 211

Inside Sales Lead Rank Lead Scoring Outbound 211

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JUNE 26, 2012

There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. It also takes time to do regular research on your clients, their sector, and their industry counterparts. If you don’t have time, you can hire help through some amazing web tools.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

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JANUARY 31, 2014

Use the timer on your smart phone to time yourself doing specific tasks, like research or adminstrivia. When prospecting, do research in chunks of time rather than going back and forth with calling. Micro Sales Productivity Tips. Have a macro routine that opens the same programs in your browser (if you use a PC) each morning.

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

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OCTOBER 19, 2012

As a seller and someone who trains and coaching sellers, I’ve always liked LinkedIn and was an early adopter. If you are a seller wanting to grow your sales, visit the blog over the next few weeks as we have extra LinkedIn conversations, interviews, and links to research which will help you grow as a seller. You can do that too.

LinkedIn 211

LinkedIn Resources Networking Hubspot 211

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MARCH 4, 2014

million dollars for cancer research yesterday due to all of the people who decided to participate. Before I go back to normal sales business, I just wanted to update everyone – due to such tremendous sharing about this story. (See See Part 1 of this story here ). Granite as a company raised over $2.1 ” They did.

Telecommunications 226

Telecommunications Lead Rank Lead Scoring Ideal Customer Profile 226

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AUGUST 6, 2012

82% of those surveyed believe that sales reps are challenged by the amount of information and the time it takes to research prospects prior to making contact. Our research shows that there is a need for new tools to help reps find the needle int he haystack. Reps are on information overload. ” The Big Data revolution is here.

Data 197

Data CRM Survey Study 197

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APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. Simple, quick, web-based research is extremely important when you are calling prospects. 2) LinkedIn or other warm connection. 3 )Have data and knowledge of your prospect’s world.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. Simple, quick, web-based research is extremely important when you are calling prospects. 2) LinkedIn or other warm connection. 3 )Have data and knowledge of your prospect’s world.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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FEBRUARY 28, 2014

On Monday, March 3, I will be shaving my head for cancer research. Yes, it’s true. Salespeople love a great sales pitch. I heard one, couldn’t resist seeing if I could be involved, and offered to participate too.

Ideal Customer Profile 325

Ideal Customer Profile Lead Rank Lead Scoring Fashion 325

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OCTOBER 29, 2014

My contact arranged a meeting for me with the division president, CEO and others to discuss the idea of rolling out a training program nationally. As mentioned previously, ask important questions and do the research. 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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OCTOBER 1, 2012

4) Get good at prospect research. 14) Block time into research / e-mail / calling. 16) Also consider having a “Research Saturday” where you get a lot of research done at once – ready for Monday AM. 4) Get good at prospect research. 14) Block time into research / e-mail / calling.

Outsourcing Services 225

Outsourcing Services Revenue Inbound Hiring 225

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NOVEMBER 6, 2014

OMG’s products are backed by years of research and in working with hundreds of thousands of sales reps. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. I’ve followed OMG’s Dave Kurlan for a number of years and finally got to meet him at INBOUND 2014 in Boston this year.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

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SEPTEMBER 5, 2012

Trish Bertuzzi has set a standard in research and factual study of B2B Inside Sales, and is top thought leader for it. Lori Richardson speaks, writes, and trains on sales strategies for B2B mid-market technology front-line sales teams. Both can be outspoken, and are standout leaders – they are smart women who make a huge impact.

How To 284

How To B2B Intent Inside Sales 284

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MAY 5, 2014

Mike talked about research he’s been involved with over 20 years with the “top 20%” of the “top 20%” – in other words, the very top 4% in selling. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Communication. Organization. Networking.

Negotiation 203

Negotiation Ideal Customer Profile B2B Conference 203

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JANUARY 8, 2015

Instead of full focus on new products and training for new products / services, be sure to make time for sales skills development. Unless everyone is at 100% quota, which is highly unlikely, have time for coaching and training. For more detail and data, check out the Annual Sales Kickoff Meeting Research e-book.

Twitter 120

Twitter Inside Sales Groups Survey 120

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AUGUST 17, 2012

Stop wasting time on too much research. You need to research, but you have got to learn how to do it more efficiently. Lori Richardson speaks, writes, and trains on sales strategies for B2B mid-market technology front-line sales teams. Sell something today. Start making phone calls.

Hiring 195

Hiring Webinar Metrics Call-back Lead Rank 195

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JUNE 25, 2013

Because you cannot get your time back – time wasted surfing to do “research” – you know what I mean – you go to look up something about a company you are interested in and then get sidetracked. Use blocks of time to do research and blocks of time to make calls. Or do you work a well-defined plan? Maximize it by working smarter.

Strategy 199

Strategy Prospecting Lead Rank Lead Scoring 199

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NOVEMBER 20, 2013

IBM has done research on social selling for several years. I trust their research and know of many ways they have embraced social into their inside sales teams and into their business plan. By embracing new ways to sell, it has opened doors and yes, even grown sales pipelines for clients all over North America.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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JANUARY 4, 2013

It’s not about who you dialed anymore, or who you researched online – it’s about ACTION. These examples stand out because if you do some of these things above, you will work toward finding and closing qualified sales opportunities.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

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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. I always did a percentage of my sales research at home – even before the internet. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

How To 200

How To Motivation Compensation Engineering 200

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MARCH 1, 2013

A study done by Harvard Business School and University of British Columbia researchers asked people about their lives, and found: Those who say life is short and hard are more likely to expect bad things to happen to them, even though they are no more likely to have experienced these things in the past than folks who say life is long and easy.

Consumer 255

Consumer Outbound Study Positioning 255

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AUGUST 5, 2014

I know this sounds so basic, yet many sellers do NOT have a regular routine or plan on how you go about researching prospects and also most sellers don’t have a no-fail way of on-going follow-up for those not ready to buy. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Follow-up 235

Follow-up Buyer Twitter Inside Sales 235