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APRIL 10, 2013

It was a full day at Day 1 of the AA-ISP (American Association of Inside Sales Professionals) 5th Annual Leadership Summit in Chicago. I’m here with 450 others who live in the world of professional sales, and I feel like a kid in a candy store. Bob shared research from their 2013 Inside Sales study.

Inside Sales 197

Inside Sales Sales Leadership Hiring InsideSales 197

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APRIL 28, 2014

What totally HIT me during the presentation was when Sean talked about how WE as sellers have helped create all the tools on the web that now help our BUYERS without us – that isn’t new. What IS new is the idea that WE as sellers can do a number of things to anticipate what our buyers want and need. If so, HOW?

Buyer 221

Buyer eBook Google Influencer 221

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APRIL 18, 2014

If you are in Inside sales – send a follow up email to assure a potential buyer that you have their back, even if they are not going to buy today. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. The quickest way to accomplish success is through giving.

Inside Sales 229

Inside Sales Conversion Retail Lead Rank 229

Pointclear

JANUARY 11, 2011

Comment on The Bridge Group's ten predictions for inside sales in 2011. No longer will the Inside Sales Rep be a “jack of all trades” Roles will be clearly defined and measured based on specific desired outcomes. Data will become an integral component for predicting the likelihood of Inside Sales success.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

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JULY 28, 2014

It is easy to get distracted in a sales career. One of the worst things that can happen is that you don’t keep an eye on your “more probable” buyers – those buyers who seem close to making a decision, have an eminent need, and are qualified buyers. Does your focus shift? it’s a finite list).

Buyer 207

Buyer How To Sales Qualified Lead Lead Rank 207

The Sales Hunter

JANUARY 25, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Purchasing Departments and Buyers. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Twitter Facebook. Debunking the Myth of “Inside Sales” Jan 26, 2012. phone sales tips.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

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AUGUST 11, 2014

When things seem too complicated, buyers hold off. It is no different for buyers – you have to make it easy for buyers to want to do business with you. So how to make it easy for your buyers? Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Buyer 213

Buyer Ideal Customer Profile Google Twitter 213

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JUNE 23, 2014

One of the very best ways to grow sales opportunities, and ultimately revenues, in your business is by having “real” ideas that solve issues for your prospective customer. Use buyer insight to grow sales). “b2b sales Insights” - About 201,000 results. Buyers have problems. Close More Deals.

Buyer 203

Buyer B2B Ideal Customer Profile Vendor 203

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SEPTEMBER 8, 2014

A multi-faceted prospecting strategy allows you to meet your buyer where they are. Many times in the past I have written about having a “multi-faceted” approach to looking for prospective buyers of your products and services. Voice Mail - compelling, buyer focused brief messages? You can watch the video here.

Prospecting 217

Prospecting Strategy InsideSales Twitter 217

Zoominfo

FEBRUARY 22, 2021

She’s also a champion of social selling , something more and more sales teams are utilizing in addition to cold calling and predictive solutions. Simply put, Gary really simplifies how people think about sales in the digital era, especially in regards to messaging, audience and just plain old sales hustle. Gary Vaynerchuk.

Social Media 205

Social Media Influencer Media Hiring 205

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OCTOBER 15, 2014

A mid-sized, mid-market company has some great advantages over a giant, slow-to-change organization when it comes to shifting to a more social approach to learn about your buyers and reach those buyers. After all, buyers are online and are reaching out for social proof about the services and products they seek for their businesses.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

SBI

OCTOBER 1, 2014

Whether or not you’ll be attending, you’ll want to keep up on the latest and to help you with that mission, we’re naming the top 20 Twitter handles to follow at Dreamforce. Phone, email, SMS and other channels are the lifeblood of inside sales. There is too much for anyone person to keep track of. InsideSales.

Vendor 139

Vendor Twitter InsideView InsideSales 139

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APRIL 21, 2014

It started innocently enough when I replied to my industry colleague and social selling advocate Jill Rowley via Twitter to something she asked me. 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.

Skype 243

Skype InsideSales Call-back Google 243

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JUNE 2, 2014

In Ken Krogue’s full day session on Business Development – inside sales tips, strategies, tools, and methodology, this acronym was one of the highlights of his session because it brings everything you need in sales together. Ken has identified over 27 types of inside sales campaigns. Ready for it?

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

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SEPTEMBER 22, 2014

When you are working predominantly with inside sales reps and their immediate sales leaders, it is easy to only think about being in the office and not ever going out at all. If you are an individual contributor in an inside sales role, is there one big event each year you could somehow get to? Close More Deals.

Ideal Customer Profile 203

Ideal Customer Profile Lead Rank Lead Scoring Conference 203

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JULY 22, 2014

Buyers now have such an advantage to learn about your products and services on their own time in their own ways. Buyers can get exhaustive research done and have the upper hand now in communication with sellers like us. How Many Sales Research Tools Are There? Learn about the company your prospective buyer works for.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

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APRIL 2, 2014

Your buyers are people, not companies. To build a blog, begin with questions that buyers are always asking you. One reason this is such a strong idea for you is because buyers are going online every day looking for answers. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Trade Show 232

Trade Show Ideal Customer Profile Twitter Webinar Metrics 232

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OCTOBER 13, 2014

I think he summarizes my thoughts well on this – sales pros need to do a BETTER job, putting in MORE effort to do some research, and then PERSONALIZE a message to me, your potential buyer! One vendor’s rep invited me to come and hear the top sales influencers they have asked to speak at sessions they are sponsoring.

Vendor 204

Vendor Influencer Segment Twitter 204

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DECEMBER 11, 2014

We will improve messaging and be buyer-focused. There are many great predictions in the book 2015 Sales Industry Predictions – 20 Top Sales Experts Weigh In. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities. Expand Your Pipeline.

B2B 241

B2B Twitter Inside Sales LinkedIn 241

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OCTOBER 27, 2014

Have all your calls and emails to your potential buyer not been returned by them? Sure, it’s very possible your buyer just really isn’t into you – or your products and services. It becomes one more “touch” with your buyer. It requires OLD SCHOOL supplies — an envelope, U.S. 617) 999-9999.

Call-back 216

Call-back Face-to-face Twitter Ideal Customer Profile 216

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AUGUST 18, 2014

It is human nature for sales professionals to say more than they need to when talking with clients and potential buyers. Share enough when making first contact to pique your buyer’s interest so that you can talk in further detail at a next conversation. Consider instead, working to say more with less in your messaging.

Ideal Customer Profile 228

Ideal Customer Profile Call-back Twitter Inside Sales 228

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JANUARY 9, 2014

Buyers are on the web now looking for your goods and services. It’s a short, simple lesson that needs to be shared because it seems that often sellers are so busy with minutia that they forget what grows business and builds their company – net new business and new sales revenues. 4 Twitter Prospecting Strategies.

Ideal Customer Profile 231

Ideal Customer Profile Lead Rank Lead Scoring Outbound 231

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MARCH 26, 2014

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. In order to find the right buyers and interact with them you need to firmly understand the market niche that you are going after and who your buyers are. Understanding Your Target Market

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

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NOVEMBER 14, 2014

Take time to get to know more probable prospective buyers. This is the perfect time of year to set a goal to complete your LinkedIn profile if you are new to it, and if you’ve been around, it is time to make your profile buyer focused and not recruiter focused. Home in on who your buyers and referrers are.

LinkedIn 247

LinkedIn Referrals Buying Cycle Up-Sell 247

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JUNE 30, 2014

Keep it Fresh – the best ingredients are fresh ones, and so are the fresh insights your sales team needs to have with potential buyers and existing clients. They need to track their buyers and clients through social platforms or by aggregated content specific to their industry niche, geographic territory, or through named accounts.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

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OCTOBER 3, 2014

These will help you stay on top of email and know when your buyer or customer has opened the email you have sent. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+. Increase Opportunities.

Survey 279

Survey Ideal Customer Profile Twitter Inside Sales 279

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DECEMBER 29, 2014

Sales reps – whether they are your team or your teammates – need ongoing work on the messaging that happens with buyers. Assuming the wording of your messaging is compelling (and that is not the case with most sales reps), then you focus on listening skills, and powerful questions to ask that will support your messaging.

Lead Rank 215

Lead Rank Lead Scoring Sales Qualified Lead Energy 215

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AUGUST 21, 2014

Many mid-sized, mid-market companies have not invested in current technology to make their website effective for those buyers on the go. Today’s sellers must have ways to help buyer buy on their mobile devices – tablets and smartphones. Why do you expect something different from your future buyers? Increase Opportunities.

B2B 231

B2B Google Ideal Customer Profile Compensation 231

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OCTOBER 30, 2014

Here are three reasons you should work to improve your digital presence right now: Your Sales Reps Want Meetings with Executives. So you pay your sales reps money to prospect and find buyers – it makes sense that you also invest in having the best representation of your company when they find it online. Inbound Marketing.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

Salesmate

JANUARY 28, 2020

He is among angel investors for brands like Facebook, Twitter, Tumblr, Venmo, and Uber. Gary covers a variety of topics like entrepreneurship, sales, marketing, motivation and many more. He is one of the best influencers to follow on Twitter at this moment. He is also the co-author of two best-selling sales books.

Influencer 143

Influencer Twitter Social Media Hiring 143

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AUGUST 5, 2014

A regular process to go about finding new prospective buyers that fit your target buyer profile. Do you have future buyer information all in one place? If so, tell us about it on this blog – we want to share your success secrets for finding potential buyers on an ongoing basis, and nurturing those relationships.

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Follow-up Buyer Twitter Inside Sales 235

LeadFuze

AUGUST 12, 2021

The Best Sales Podcasts for You This 2021. The ability to listen to an almost inexhaustible supply of training, case studies, and applicable tips via sales podcasts shouldn’t be taken for granted. From individual sales reps to Founders, there are so many great “shows” to help you become better at your job.

Top of Funnel 98

Top of Funnel Lead Rank Twitter Lead Scoring 98

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JUNE 13, 2014

When before it was all about relationships, a new body of water has been created around “what you know” Which river will take you to the where your buyers are? Choosing sides would be silly for any sales professional, sales leader, or business owner working to grow revenues. So, take both paths. Expand Your Pipeline.

Apparel 242

Apparel Lead Rank Lead Scoring Referrals 242

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MAY 9, 2014

Create a buyer-focused summary that tells how you help buyers rather than what looks like your resume. Now that you have your sales position, change your summary to attract buyers or those who can refer buyers your way, not recruiters. How can you do something like that for your buyers? Koka Sexton, Sr.

LinkedIn 222

LinkedIn Ideal Customer Profile Webinar Metrics Decision Maker 222

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JANUARY 15, 2013

Sales Team Shake-Ups: Fewer Field Reps, More Inside Sales. Why 2013 Will be the Year of the Buyer. I have heard companies say, “We just focus on Twitter and LinkedIn – we don’t have any more bandwidth than that.” ” That’s fine unless your buyers are moving to Google+, then what?

Influencer 215

Influencer Social Media Outbound Twitter 215

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AUGUST 25, 2014

If you are a perpetrator (or work with one), you can correct this and it will help you relate better to buyers, colleagues, and referrers. When the people you are grating on happen to be potential buyers, your manager, your company president, or referral partners, you may lose a sale. Yes, I said it. Is that OK with you?

Referrals 221

Referrals Ideal Customer Profile Buyer Up-Sell 221

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FEBRUARY 17, 2014

Many “experts” sit around and preach about how you must add researched insight into every prospective interaction with a potential buyer. After all, buyers are 70% through their buying process before you even find out about them, right? You MUST spend your day working to make contact with potential buyers.

Cold Calling 277

Cold Calling InsideView Lead Rank Lead Scoring 277