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JULY 17, 2013

Video for sales training and coaching is a given. Nothing fully replaces in-person interaction with prospects, clients, or in-house training, yet video can work as a close second in augmenting in-person meetings. Devon McDonald – Director of Sales & Marketing Support at OpenView Partners.

Hiring 192

Hiring B2B Video Lead Rank 192

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JUNE 9, 2014

By the same token, a sales manager is one of the sales professional’s top customers – if not THE top customer. Help your sales manager do their job by getting them what they ask for in a timely manner. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Ideal Customer Profile 204

Ideal Customer Profile Sports Twitter Inside Sales 204

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NOVEMBER 14, 2014

Many sales reps and sales managers commented and shared about the previous post on How Salespeople Goof Up on LinkedIn so we were compelled to share more ideas to help sellers do better. First, I wanted to share that our blog is up for an AWARD – as one of the top Sales Blogs at Top Sales World.

LinkedIn 247

LinkedIn Referrals Buying Cycle Up-Sell 247

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JULY 31, 2013

As a younger sales manager, I was wrong 75% of the time when hiring who I thought would be a stellar sales producer using my gut. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips. Over time, my stats got better – to 50%.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

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OCTOBER 20, 2014

For now, you can review my six ideas on how to keep new rep on-boarding, sales messaging, and sales management SIMPLER so that we can all accomplish a lot MORE. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Set 3 annual goals. Learn from your buyer first.

Ideal Customer Profile 209

Ideal Customer Profile Lead Rank Lead Scoring Sales Methodology 209

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NOVEMBER 6, 2014

Book: Hire Right, Higher Profits – The Executive’s Guide to Building a World-Class Sales Force by Lee B. I love this book because it is only 140 pages, but packed full of information, ideas, insight, and actual questions your sales managers can use in interviews.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

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SEPTEMBER 5, 2012

There are other mentors around me – people who don’t even know they are my mentors, such as Guy Kawasaki (whom I hope to meet this week) Tony Robbins, and former sales managers and CEOs I reported to over the years. Here’s what I know about finding a sales mentor: 1.

How To 284

How To B2B Intent Inside Sales 284

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JULY 26, 2012

Being at Sales 2.0 in Boston this week, I spent a full day away from the office but it is critical to see what others are talking about when it comes to sales enablement, sales strategy, new selling tools, and in increasing company revenues. Gerhard Gschwandtner , Founder and CEO of Selling Power and Sales 2.0

Licensing 192

Licensing Video Face-to-face B2B 192

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JANUARY 4, 2013

But I also had sales leaders who just raised the number by a percentage every year, not taking into consideration changes in the market or in opening up a new territory. 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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MAY 6, 2013

Go now to Top Sales Academy and if you are a sales leader or aspire to be one, and join in on the first group of ten sessions about Sales Management and Leadership. Then join me for the Internal (Inside) Sales Series. May 7th is the date of the first session.

Education 194

Education Lead Rank Lead Scoring Outbound 194

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MARCH 13, 2012

Want to become your sales manager’s new favorite rep? Time is almost up to enter the Smart Selling Tools Sales Software Sweepstakes. Lori Richardson is recognized as one of the Top 25 Sales Influencers for 2012 and speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Sales Tools 165

Sales Tools Tools Outbound Maximizer 165

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NOVEMBER 19, 2014

So that means that if you have a crazy sales manager who doesn’t acknowledge much of what you do that is good – it’s fine because you are doing it yourself. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Hubspot 206

Hubspot Twitter Inside Sales Objections 206

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SEPTEMBER 2, 2014

If you are a sales rep, are you leading with your prospects and existing customers? If you are a sales rep, are you updating your sales manager before he or she comes to you for updates? If you are a sales leader, are you leading your team by example? How are you leading today?

Lead Rank 200

Lead Rank Lead Scoring Leads Marketing Qualified Lead 200

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OCTOBER 9, 2013

This panel session is part of the Sales Management Summit on BrightTALK. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling. Moderated by Barbara Giamanco, my amazing co-panelists are: Jill Konrath, Selling to Big companies.

Webinar Metrics 214

Webinar Metrics Closing Strategy Lead Rank 214

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NOVEMBER 27, 2012

There’s much more to consider when a CEO or board are picking a head of sales than previous numbers. I wrote the book to help salespeople and sales managers become sales leaders – it’s not as easy as some people make it look. Sometimes it does, but that’s not always the case.

Lead Rank 213

Lead Rank Lead Scoring Promotion Outbound 213

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APRIL 15, 2013

“You have two ears and one mouth for a reason,” said my sales manager years ago, and it wasn’t the first time he had said it. We’ve gone through all the training, and have so many stories to share – so the suggestion today is this: Be selective about what you talk about. .

Inside Sales 205

Inside Sales Outbound Buyer B2B 205

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SEPTEMBER 29, 2014

Guard your time – a bit of advice given to me years ago by a wise sales manager that I’ve always worked to remember. Because of everything you do in your sales career, time is the one thing you cannot recoup. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Lead Rank 227

Lead Rank Lead Scoring Sales Qualified Lead Territories 227

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APRIL 11, 2014

Another favorite session was for sales leaders led by Michelle Vazzana, co-author of Cracking the Sales Management Code. She handed out a fictional sales leader’s schedule for the week and discussed how to go from chaotic work week putting out fires and working way too many hours to focus on the most important areas.

Inside Sales 209

Inside Sales Webinar Metrics Social Selling Conference 209

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APRIL 1, 2013

When I look back and think of some of the terrible things I’ve gone through in my selling career – snippy administrative assistants, tough sales managers, crazy CEOs, and the pressure to have a good quantity of quality conversations with potential buyers – I HAD to have some humor in my day or at least in my week.

Inside Sales 225

Inside Sales Infusion Sales Qualified Lead Call-back 225

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OCTOBER 6, 2014

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”. Because he had this label in his mind, he helped the sales rep less and even showed some disdain (by his look) when the rep asked him questions or needed his help. But It Does Not Work.

Opportunity 194

Opportunity Lead Rank Lead Scoring Ideal Customer Profile 194

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SEPTEMBER 9, 2013

This was a tip I learned from one of the most favorite of my 21 sales managers over my selling career – a former IBM top sales rep and leader who would say this so regularly that it was ingrained in my 20-something brain and has been there ever since.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

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JULY 8, 2013

Looking back over my sales career I would have to say that my focus, for the role I had at any given time, varied due to a number of things – external and internal to the company I worked for. I have also managed sales teams.

Inside Sales 218

Inside Sales Lead Rank Lead Scoring Distribution 218

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JULY 5, 2012

One of my sales managers was a real jerk and when he would take off for a week, I was sure to arrive late, slack off on meetings, make fewer calls, and have a little more fun than usual. Lori Richardson writes, speaks, and trains on sales topics for B2B mid-market technology front-line sales teams.

Hotels 181

Hotels Education Call-back Channels 181

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APRIL 30, 2013

A TOOL JUST FOR SALES MANAGEMENT? They think it is simply for management’s benefit. So do these two things with your sales reps: Show them the value of the one or two reports that will benefit them greatly. Salespeople tend to not embrace CRM when it is complicated, unwieldy, and slows them down.

CRM 291

CRM Revenue SugarCRM System 291

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MARCH 11, 2013

Throughout a sales career, you may run into direct leadership (sales manager) who is not interested in a win for your customer, just a win for the company (“have you closed that deal YET?”). Maturity: expressing your ideas and feelings with courage and consideration for the ideas and feelings of others.

Inside Sales 212

Inside Sales Lead Rank Lead Scoring Outbound 212

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MARCH 25, 2013

It is all about changing things up and, what one of my old sales managers used to tell ME: You’ve gotta knock them off their homeostasis. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. with your messaging. with your background.

Inside Sales 174

Inside Sales Guidelines Outbound Lead Rank 174

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JANUARY 9, 2014

When I was in my early years in technology sales, I had a great sales manager named Clarence Waters. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Ideal Customer Profile 231

Ideal Customer Profile Lead Rank Lead Scoring Outbound 231

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FEBRUARY 14, 2014

To make this a practical and valuable day, I thought I’d send a message to those in an inside sales career – sellers and sales managers alike. A Valentine for Inside Sales. This valentine is for you. My hope is that it inspires you to have the best day, or week, or month ever, and to be proud of what you do.

Inside Sales 208

Inside Sales Lead Rank Lead Scoring Outbound 208

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FEBRUARY 25, 2014

Determination, persistence and energy–everything a sales manager wants in a new hire, expressed metaphorically to win a job. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips. You knock me over and I come right back for more.”

Hiring 229

Hiring Lead Rank Lead Scoring Inside Sales 229

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FEBRUARY 25, 2012

Sales Tips and Strategies to Grow Revenues. Recently I spoke with OpenView Venture Partners Managing Director Brian Zimmerman about the importance of having a strong value proposition as you build your company. Next post: The Top 2 Sales Tips to Leverage the People in Your CRM or Contact System. Consulting. Listen to the audio.

Lead Rank 149

Lead Rank Lead Scoring B2B Lead Nurturing 149

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SEPTEMBER 26, 2011

Sales Tips and Strategies to Grow Revenues. Sales Tool of the Week: eBook on Cold Calling Scripts & Testimonial Tool + Congrats, Sales Stars! Sales e-book on Creating Scripts. Next post: Nothing Can Grow Your Small Business Sales Like Great Process and Tools. Consulting. example: tid = 123.

Cold Calling 174

Cold Calling eBook Sales Tools Tools 174

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OCTOBER 27, 2011

Sales Tips and Strategies to Grow Revenues. Sales Tip to Dear Mike: Unsolicited E-Mail Not Effective in Sales Anymore! When will salespeople realize that old tactics to get attention do not work in a modern sales world? Subscribe to get all the latest tips via the weekly newsletter, 1 Minute Sales Tips. .

Lead Rank 161

Lead Rank Lead Scoring Guarantee Top of Funnel 161

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JUNE 9, 2010

Sales Tips and Strategies to Grow Revenues. “ Never say you’re sorry – it’s a sign of weakness ,” I was told by several of my corporate technology sales managers and CEOs. Consulting. Bob Burg’s Apology – How Empathy Grows You and Your Business. by Lori Richardson on June 9, 2010.

Lead Rank 120

Lead Rank Lead Scoring Film Call-back 120

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JANUARY 4, 2011

Sales Tips and Strategies to Grow Revenues. Toward the end of the year, my husband, Peter , a former sales manager and great sales producer joined the company. Consulting. 1500 Small Business Owners Can’t Be Wrong – Or Can They? by Lori Richardson on January 4, 2011. and Western Canada. example: tid = 123.

Small Business 157

Small Business Small Business Lead Rank Lead Scoring 157

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JULY 25, 2012

The biggest challenge when this happens is that commitments for the sales portion of the job – especially sales activity levels as well as revenue commitments erode due to all the non-sales items that need to be focused on in the course of a day or a week. Sell, or support my existing customers?”.

Positioning 196

Positioning Hiring Revenue Outbound 196