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Lori Richardson

Lori Richardson

Sales Trainer Sales Coach on Social Selling, CRM, & Sales Influence
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An internationally recognized top sales and social selling expert, Lori Richardson helps mid-market companies close business faster and align marketing with sales. She is the author of 50 Days to Build Your Sales, and is writing a new book, Inside Sales Rock Star, due in early 2014.

Lori worked as a sales professional for more than a decade, closing tens of millions of dollars in new business and now coaching and mentoring sales leaders and sellers to close millions more. A prolific blogger, Lori contributes her expertise on top sales blogs and shares insights on her company blog at www.scoremoresales.com. Find her on G+ and on Twitter at @scoremoresales

Articles by Lori Richardson

Edgy Conversations for Inside Sales – Interview with Dan Waldschmidt

What Makes Ordinary People Achieve Extraordinary Success? I had the pleasure to interview international business expert Dan Waldschmidt about his new book and about the idea of being edgy as opposed to what I was told to be growing up. ...

How to Thrive in Sales

After reading Guy Kawasaki’s post about Arianna Huffington’s book, “Thrive – The Third Metric to Redefining Success and Creating a Life of Well-being, Wisdom, and Wonder” it got me thinking about how to correlate it to the sales department in ...

Social Selling Success Stories

Many who work for companies – especially mid-sized ones selling to other businesses – get stuck in doing the same old things year after year to build sales. What if you could break out from being unstuck, and catapult your ...

Value Helps Sellers Reach Decision Makers

The number of people at your prospect company who are involved in a decision to buy your products and services has increased and often can be 4-7 company representatives. What this means is that the one person – that guy ...

Words Have Great Power in Sales

You are a seller and one of your big sales opportunities has stalled. Is it because of anything you said? Possibly. Why?  There is such power in the words you chose to use and those you didn’t use. Visuals Offering ...

We Are Mobile Social Sellers

Gone are the days where it took 30 minutes to set up your office work area with all of the things you’d need to help you sell. Now we are a mobile society of sellers and we need tools that ...

How to Build Your Social Brand

Online visibility helps build your personal brand as a seller, and your company brand as a trustworthy and helpful organization. Building a positive brand in the B2B world is the first step toward the idea of a virtual pipeline where ...

Improve Productivity to Grow Sales Opportunities

There is so much noise out there on how to be your most productive as a seller that I think sometimes people get confused or perhaps paralyzed in what to do.  Instead, you keep doing what you’ve done before and ...

Data Gets Smarter to Help Business Grow

You have so many apps and programs in sales, and more data than you could ever consume. So why are you not able to use it to predict more helpful business trends, share common memes throughout your organization or really ...

Use Big Rocks to Grow Your Sales

There is no substitution for goal setting, then creating plans of action and then taking that action. This is the time of making plans and creating goals to make this year better than years past. The famous author on achievement ...

9 Steps to Boost Sales in 2014 Part 3 Execution

In the first two posts in this series we talked about gaining visibility to grow sales as well as putting a plan in place. Now how are you going to make this happen? Through taking action. You will take big ...

9 Steps to Boost Sales in 2014 Part 2 Planning

Now that you are working to grow visibility as a seller and think like a publisher, work to craft a plan to make sales increases happen. Over many years and hundreds of sales teams, I’ve seen the most successful sellers ...

9 Steps to Boost Sales in 2014 Part 1 Visibility

Because buyers buy differently than they used to, smart sellers are now thinking about how they are viewed online and in various virtual ways. Various studies of buyer behavior show now that buyers are much further along their buying processwhen ...

For LinkedIn Holdouts- 30 Day Action Challenge

Are you one of those sales people or company leaders who has resisted LinkedIn but now you want to learn more? Do you have a profile but you have no strategy in place to leverage LinkedIn as one of the ...

The C-Suite Prepares for the Future

  On October 7, IBM released their annual CxO study identifying opportunities for C-level executives in companies of all sizes. Since we talk about midmarket companies here, I’ll focus on the results from the midmarket portion of the study.  See ...

The Big Eight for Social Sellers on LinkedIn

This is for sales professionals everywhere. You think you are ready for social selling but then you realize there are some basics you have not fixed yet. Our friends at Sales for Life created a must-see infographic to help those ...

Magical CRM Improvements for Sales

If you could wave a magic wand and make improvements for keeping track of your business contacts, their social activity, and your current and past sales opportunities, what would you change or fix? First we need to uncover whether or ...

Wrong Turns in Social Selling

There is no doubt that with many new tools to help sellers and sales leaders grow revenues, much can be misrepresented or misinterpreted. I’m amazed at all of the companies contacting us who want to learn about social selling and ...

Why 80 Percent of Companies Lose at Customer Retention

Every day you can see examples of how big brands and small brands are blowing it when it comes to getting new customers and then retaining them.  Just go in to a retailer in a mall or in a big ...

Using CRM to Invest in Customers

With 50% of Fortune 1000 companies not seeing a return on their CRM investments, it’s time to take a closer look and perhaps reinvent tools that help capture the right data and insight to grow business. When talking about CRM ...

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