Midsize Insider is a valuable repository of expert content tailored for small-to-midsized business owners and IT decision makers. Expert insights and perspectives in the Midsize Insider are gleaned from actionable business experiences and will assist readers in creating efficiencies, cutting costs and delivering results.

Lori Richardson

Lori Richardson

Sales Trainer Sales Coach on Social Selling, CRM, & Sales Influence
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Recognized as a "Top 25 Sales Influencer for 2012" by OpenView Partners

Named one of "20 Women to Watch in Sales Lead Management" by the SLMA, 4/2/12

Lori Richardson is The B2B Sales Detective for Inside Sales Teams - sifting through sales clues and business practices to uncover hidden problems and assets, then delivering a fresh, creative approach so you can Score More Sales in your business.

SMS is an action-oriented firm that teaches sales skills such as telephone + web-based prospecting and having meaningful conversations with prospective customers. Our training strengths are in helping newer sales reps with fundamentals & w/ seasoned sales reps to integrate social. We also have strong background in selection of Social CRM tools.
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Clients most appreciate that we figure out where the issues are within their sales team, then we create a plan to help solve them, one by one. We don't walk away at that point - instead we roll up our sleeves and help in the trenches.

We believe in the Kaizen approach: 1% improvement on a consistent basis - each day, or each week - to see phenomenal results.

I assist the leaders of growing companies or teams who need a boost in sales or revenues -
- tactical sales tips and strategies for the telephone
- tactical sales tips and strategies for social selling
- tips and ideas for a "blended" approach to prospecting
- tactical sales tips and strategies for creating sales opportunities
- tactical sales tips and strategies for bringing opportunities to closure

Score More Sales works with technology, distribution, and services companies in Boston, NYC / CT, SF, L.A., and Seattle.

Articles by Lori Richardson

When Competitors Become Collaborators

Anyone who attended the recent Microsoft Convergence 2013 conference may have noticed an exhibitor with a 3 letter acronym. The conference is the annual event for Microsoft Dynamics ERP and CRM. The exhibitor with a 3 letter acronym was none ...

Topic: CRM/ERP

The Case For Smarter CRM in 2013

Mid-sized companies need better tools to help understand what customers need and want. Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. In reviewing a white paper this week my eyes ...

Topic: CRM/ERP

Start with a Dashboard Says IBM’s Ed Abrams

courtesy of M. Griffin / OTUS Analytics The outlook for small-and -medium-sized (SMB) businesses includes a lot of looking toward cloud computing and improved analytics, according to Ed Abrams, IBM’s VP Marketing and Strategy for SMBs. Ed and I spoke ...

Topic: CRM/ERP

Keep Your Focus and Sell More

The times they are distracting. If it isn’t hurricanes, flooding, or snow, it is elections…… and pretty soon it will ...

Topic: CRM/ERP

Put Planning Time in Your Sales Schedule

Whether you are a sales leader, company executive or you have your own sales territory, the common denominator for us ...

Topic: CRM/ERP

One Big Idea to Help Sales Reps Connect to Buyers

Being at work is more of a state of mind than a place, according to IBM’s Senior Marketing Manager of ...

Topic: CRM/ERP

Top Two Marketing Tips from Smarter Commerce 2012 Summit

  In this time of the “Chief Executive Customer” there has been a lot of talk about specific ways and ...

Topic: CRM/ERP

Chief Executive Customer Redefines Business For Midmarket Companies

One of the biggest reminders that sales is changing in midmarket companies is that customers have much, much higher expectations ...

Topic: CRM/ERP

Guy Kawasaki Keynote Great Opener for IBM Global Summit

Meeting and listening to Guy Kawasaki here at the IBM Smarter Commerce Global Summit for mid-market and enterprise companies is ...

Topic: CRM/ERP

Tips from the Sales Trenches: Is Inside Sales Demeaning?

We have a very high respect for the Sales Force Effectiveness Blog over at Sales Benchmark Index. They regularly have ...

Topic: CRM/ERP

3 Underutilized B2B Sales Strategies in Social Media

People we know in midmarket companies tend to do what works – until it doesn’t work so well any more. ...

3 Ways to Grow Sales Inspired by Olympians

This is the time when those who appreciate the top athleticism in the world are in their element – during ...

Topic: CRM/ERP

A Simple Way to Increase Sales is to De-Pollute Sales Positions

It was much clearer when the sales leader initially hired each sales person. They would have a sales role – ...

Topic: CRM/ERP

3 Activities to Fill Your Sales Pipeline

Some time ago we talked about the 3 parts of the sales pipeline: front, middle, and end from a sellers ...

Topic: CRM/ERP

6 Facts Prove a Need for Smarter CRM in Business

Looking through a new infographic on “An Integrated Approach to CRM” and accompanying white paper there are some important statistics ...

Topic: CRM/ERP

Q2 Is Over – How Is Your Pipeline, Sales Leader?

It snuck in like the fog very early one morning – the end of Q2. Can you believe it? For ...

Topic: CRM/ERP

3 Steps to Grow Your Online Visibility and B2B Brand

As more and more of your customers are spending time involved in social media, you too need to build your ...

Topic: CRM/ERP

IBM Study Cites 4 Key Traits of the New Midmarket Sales Professional

Employees, including sales professionals and sales leaders in midmarket companies will need to have four main traits to be competitive ...

Topic: CRM/ERP

Why Sales Coaching Reinforces Skill-based Learning

Most sellers have little time for training, and when they do, it seems that product training takes center stage. After ...

Topic: CRM/ERP

Smarter Commerce Grows Sales and Customer Loyalty

How many times have you called your bank or utility to ask a question and were transferred more than a ...

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