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Sales Talk for CEOs: Revolutionizing Sales Hiring with Lori Richardson (S4Ep22)

Alice Heiman

In a value-packed conversation with Lori Richardson, a renowned sales strategy expert and founder of Score More Sales, we dive into the crucial factors that contribute to building peak performing sales teams. But what do you do when sales are stagnant and results fall short of expectations?

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Not the “R” Word Again…

No More Cold Calling

What a roller coaster—this up and down economy—2001, 2002, then the Recession of 2008-09. The same “8 Killer Steps” that I talked about in 2001, 2002, and again in 2008 and 2009 still apply! Start the conversation, finish ahead. Now we hear that recovery will be slow, and we might even experience a double dip.

Referrals 240
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What’s “Prompt Engineering” Have To Do With Sales?

Partners in Excellence

Brent Adamson and I were having one of our normal conversations, by which I mean, it wanders all over the place, a good part of this discussion is making each other the victim of our bad jokes, and we go deep on 2-3 issues about selling, thinking about new ideas and approaches. In any use of AI, prompt engineering is critical.

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The Adapter’s Advantage: Michael Antonorsi on Customer Insight

Allego

In 2002, Michael created Chuao. The conversations dive into the ups and downs of their journey. Michael Antonorsi is the co-founder, owner, and chief joy activator of Chuao Chocolatier (pronounced chew-wow). His vision was to share joy with the world through deliciously engaging chocolate experiences.

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The Adapter’s Advantage: Lori Richardson on Activating Sales Strategy

Allego

Lori founded Score More Sales in 2002 to help companies grow revenue through strategic sales efforts, using lessons learned from 20 years in B2B sales and leadership roles. She hosts the award-winning podcast, Conversations with Women in Sales , and is an expert worldwide on creating inclusive sales teams.

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5 Critical Things to Consider When Evaluating Lead Generation Companies

Pointclear

These groups are incapable of having meaningful conversations with C-Level executives about strategic business initiatives that lead to high quality opportunities and become sales accepted and qualified. Some examples (many client agreements restrict us from publishing that we work with them): CenterBeam —since 2002.

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The Sabermetrics of the New CMO

SBI Growth

In 2002, faced with limited payroll, Billy lost his top players to free agency. The conversion rates between stages of the Lead Management Process are tracked. The sabermetrics were better indicators of offensive success & wins than traditional baseball statistics. What was his solution? It also requires you to be agile.