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OCTOBER 4, 2013

For purposes of this discussion, sales enablement is developing strategy, creating assets, reporting, training, measurement, analysis, coaching, cross-functional involvement, and on-boarding. It supports the notion that growing revenues in a company is not done just by bringing in sales training and hoping the reps will adapt.

Sales Enablement 219

Sales Enablement Hiring Survey Lead Rank 219

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DECEMBER 18, 2012

Before going to Antarctica, he trained in a huge freezer. I’ve been fascinated with Mike’s stories and how they relate to the mental part of selling so we had a discussion about the mental aspects of selling and how it relates to the training he did for his Antarctic adventures. LR: Mike, how do you know so much about Antarctica?

Outbound 212

Outbound Relationals Conference Training 212

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MARCH 21, 2013

I have a training strategy that I’ll share once others have responded – it is a combination of a catchy subject line coupled with an insight-driven first 2 sentences. But we want to hear what YOU do to get a response. But we want to hear what YOU do to get a response.

Webinar Metrics 236

Webinar Metrics Lead Rank Lead Scoring Guarantee 236

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OCTOBER 13, 2014

Another email was from a sales rep asking me to check out their sales training program. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. It’s sloppy, and it’s lazy. It makes me not want to do business with companies when that happens. Umm, that’s what WE do.

Vendor 204

Vendor Influencer Segment Twitter 204

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MAY 20, 2013

I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head. I don’t even know where it came from. It is about the idea of building trust.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

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NOVEMBER 9, 2012

At a recent sales training session, I polled the large group to see who reads professional development books and books about improving your sales skills. There were very few hands that went up. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling.

Video 225

Video B2B Outbound Proposal 225

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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?) and make this clear. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales 212

Inside Sales Licensing Lead Rank Lead Scoring 212

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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. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. It is handmade by hat makers Goorin Bros. and as you can see, comes with it’s own bag.

Ideal Customer Profile 187

Ideal Customer Profile Twitter Inside Sales Google 187

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FEBRUARY 27, 2014

Gen Y workers want feedback, and training, and a career path. 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.

Hiring 223

Hiring Sales Talent NetSuite Lead Rank 223

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JANUARY 13, 2014

We see this in training sessions quite often – people come in with their arms crossed tight. If you consider yourself a sponge in the first year at your new position, you will have the opportunity to learn much more than someone who come in or transfers over thinking they know it all.

Inside Sales 225

Inside Sales Lead Rank Lead Scoring Outbound 225

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JUNE 30, 2013

I’ll let Dave tell it in his own words – he shared this with me last week: While working on my prospecting today, I decided to take advantage of a training perk my company offers and signed up for a 30 minute 1 on 1 with our sales coach, Lori Richardson. . Lori gave me a great suggestion.

Lead Rank 195

Lead Rank Lead Scoring Sales Qualified Lead Sales Coaching 195

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JANUARY 23, 2013

They are top sales books, marketing / branding books, training, team building, and a couple of wild cards thrown in too. Since I need to downsize a bit, I decided to pull out 50-75 of these books and instead of dumping them off where they won’t be appreciated, we came up with this idea that is a win/win/win.

Marketing 218

Marketing Outbound Follow-up Influencer 218

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JUNE 2, 2014

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. Basic selling skills can be taught. Is there one area you can make a bigger impact in? Will you do it?

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

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AUGUST 19, 2013

Typically, as more leads come in, they get distributed around the inside sales team and everyone is trained on responding as quickly and professionally as possible. It is a good place to start, since a buyer already looking has a number of specific questions you’ll need to have answers for right away.

Inbound 201

Inbound Outbound Inside Sales Lead Rank 201

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NOVEMBER 14, 2012

This idea is so successful we created a whole program around it, called Selling in Threes – the basis of our frontline sales training and will be featuring more of that content in upcoming posts.

Outbound 206

Outbound Influencer Lead Management Training 206

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JUNE 27, 2014

Those of us in and around hundreds of sales teams know that it is not just about more women applying for sales positions – it is about the culture of the company, how interviewing is done, what job descriptions look like, and whether first line sales managers are trained in gender neutral communication, among other things.

Study 231

Study LinkedIn Hiring Conference 231

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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.

Social Selling 239

Social Selling Tools Webinar Metrics Outbound 239

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APRIL 3, 2013

This is basic information and, unfortunately, our team runs into these issues nearly every day as we coach and train front line sales professionals. Three pet peeves of mine, and perhaps yours, have inflicted the world of communication in selling: Spelling errors. Grammatical errors. Incorrect word choices and improper word usage.

Face-to-face 238

Face-to-face Social Media Travel Outbound 238

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DECEMBER 12, 2013

It is particularly rampant after product training or annual sales off-sites. We have our solutions and we think it is obvious that since we are so great, they must need what we offer. Have you ever caught yourself doing that? We leave excited and full of information ready to pounce on the next person who crosses our path.

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

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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. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Twitter 120

Twitter Inside Sales Groups Survey 120

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APRIL 4, 2012

We will build on the previous discussion as we hear from influencers Colleen Francis of Engage Selling , Anthony Iannarino of The Sales Blog , and Kelley Robertson of Robertson Training Group. Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Listen to our first roundtable.

Influencer 181

Influencer B2B Lead Rank Lead Scoring 181

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SEPTEMBER 5, 2014

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

Energy 215

Energy Twitter Inside Sales Google 215

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AUGUST 23, 2013

Until five years ago we offered two-day training sessions on sales basics, and one day leadership and advanced sessions for sales teams at their company’s location. Maybe because we work with the tech sector we’ve seen the move to shorter, “just-in-time” training and the need for web-based solutions.

Customer 201

Customer Hiring Lead Rank Consumer 201

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MAY 15, 2014

What they often lack is permission, and proper training. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. That’s even more true for salespeople, who often have the expertise and relationships to educate and inform in real-time. LR: What’s next in social?

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

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JANUARY 17, 2013

I continue to work with Postwire because they give me a curation platform for training clients, and for educating prospects in a visual and simple manner. Through their interface, you can easily do things like setting up a welcome page for new clients or a password-protected area for new hire training. managing 1 billion relationships.

Tools 230

Tools Hiring Report Face-to-face 230

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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. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. We’d love to hear it – just drop it in the comments below.

Ideal Customer Profile 214

Ideal Customer Profile Twitter Inside Sales Sales 214

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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. LinkedIn is the darling of the B2B selling world right now, for a number of reasons. In fact, this month marks my 9th year as a LinkedIn member – October, 2003.

LinkedIn 211

LinkedIn Resources Networking Hubspot 211

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APRIL 16, 2012

My question to you is on whether you (and your team) get regular sales training, and of so, in what form? Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. These topics and answers help everyone, so post yours now. and one of “20 Women to Watch in Sales Lead Management”.

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

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APRIL 16, 2012

My question to you is on whether you (and your team) get regular sales training, and of so, in what form? Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. These topics and answers help everyone, so post yours now. and one of “20 Women to Watch in Sales Lead Management”.

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

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DECEMBER 11, 2014

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

B2B 241

B2B Twitter Inside Sales LinkedIn 241

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AUGUST 14, 2014

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

B2B 216

B2B Twitter Inside Sales Google 216

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JUNE 18, 2012

If I started to tell you how a sales team is like a PGA golf tournament, with each pro golfer having areas of strengths and each also having areas they work on every week to improve, you could see the creation of an analogy about sales training for senior sales representatives starting to happen.

Customer 225

Customer Proposal Buyer Coaching 225

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MAY 5, 2014

I know Mike understands B2B selling and has seen it from all sides – as a customer, as part of a corporate training solutions provider, and as an outside consultant. 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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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. Also check out the Storify summary of the event via Koka Sexton and LinkedInSelling.

Hiring 192

Hiring B2B Video Lead Rank 192

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JANUARY 29, 2015

I have been coaching and training women in inside and outside sales for over 20 years. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. The other point brought up is that sales reps are all men. It says, “People all too often believe that sales is a 100% male profession.”

Webinar Metrics 120

Webinar Metrics Ideal Customer Profile Hubspot Buyer 120

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OCTOBER 3, 2014

Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Please post your tips as a comment – they are sure to help others. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Survey 279

Survey Ideal Customer Profile Twitter Inside Sales 279

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JUNE 17, 2013

training materials. 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. customer success stories.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200