Score More Sales Blog

Combine Gut and Science to Build Your Sales Team

lori@scoremoresales.com (Lori Richardson) — Thu, 04 Sep 2025 18:25:49 GMT

Presented at Inbound 2025 San Francisco on September 3, 2025

Are Your Managers Growing Revenue?

lori@scoremoresales.com (Lori Richardson) — Tue, 26 Aug 2025 09:45:00 GMT

Your managers are either multiplying performance or quietly leaking revenue.
Too many sales managers look busy…
But if you dig in, they’re managing reports, not performance.

Leaders Are Your Sales Managers Coaching?

lori@scoremoresales.com (Lori Richardson) — Wed, 06 Aug 2025 15:39:00 GMT

CROs and other heads of sales – question for you:

How do you *really* know if your sales managers are coaching?

If your answer is, “They say they are,” then you’ve got a problem.

You Can't Coach Your Way To Quota

lori@scoremoresales.com (Lori Richardson) — Mon, 28 Jul 2025 18:48:58 GMT

Company founders and leaders:

How Can We Make Our Reps More Coachable?

lori@scoremoresales.com (Lori Richardson) — Tue, 18 Apr 2023 11:15:00 GMT

We know how important it is for sellers to be coachable. Coachability, after all, is one of the keys to identifying top performing sales professionals.

Solving For the Lack of Coaching and Training for Reps - Second Nature

lori@scoremoresales.com (Lori Richardson) — Mon, 13 Feb 2023 18:43:47 GMT

The worst thing one can do in business is take anything for granted and get too comfortable. At the same time, I must admit that I was one of those caught a bit off-guard hearing about new AI tools, use cases, and potential within the future of work, and in our case, revenue generation.

How to Grow Your Business Like a Weed

lori@scoremoresales.com (Lori Richardson) — Tue, 27 Dec 2022 17:14:05 GMT

I am fortunate to know best-selling author and “Father of Contact Marketing” Stu Heinecke. I met him when he was writing his first book, “How to Get a Meeting with Anyone” as I was asked to and was able to share one of my own strategies for getting my foot in a prospect’s door.

Sales Power Tip - Homeostasis

lori@scoremoresales.com (Lori Richardson) — Fri, 27 May 2022 10:30:00 GMT

The full title for this post should be, "You Gotta Knock them Off Their Homeostasis"

This was a tip I learned from my favorite manager of my 21 sales managers over my selling career - a former IBM top sales rep and leader who would say this so

Old Is Not Always Bad – Love is the Killer App

lori@scoremoresales.com (Lori Richardson) — Tue, 24 May 2022 10:45:00 GMT

In the B2B sales world, we’re in, I hear a lot about how things have changed.

Best Sales Prospecting Power Tips

lori@scoremoresales.com (Lori Richardson) — Mon, 09 Aug 2021 12:57:29 GMT

In a recent post, I shared the calling strategy from Ryan Reisert that proves how your math of sales has been lying to you. If you are a sales leader that says more calls equal more meetings, that is not true. Ryan proves that time and time again.

Your Cold Calling Math of Sales is Lying

lori@scoremoresales.com (Lori Richardson) — Wed, 07 Jul 2021 09:45:00 GMT

That’s right – you are probably going about phone prospecting wrong, and blaming your low success on an “ancient” and “out of date” prospecting strategy of cold calling. You may have just written it off – “no more cold calling” OR you may just accept that your reps are not productive during this block of occasional time but you ask them to do it anyway.

Sales Reps Choose Power Words

lori@scoremoresales.com (Lori Richardson) — Tue, 06 Oct 2020 09:45:00 GMT

The words you choose as a seller have power - don't miss any apportunity gain a competitive edge.

Choosing what you say or write can help close a deal, or lose one.

11 Ways to Shorten Your Sales Cycle

lori@scoremoresales.com (Lori Richardson) — Thu, 06 Aug 2020 12:13:28 GMT

During times when business can be happening slower, in a slowed economy, finding any way to speed things up is important. What if there was some science around helping your buyers buy in a better way, or an easier manner? One of the reasons I did some heavy research seven years ago was that as a sales trainer and consultant, I could not show enough ROI for the time and money clients were investing in our work. Why?

Emotional Intelligence for Sales Leadership - Colleen Stanley

lori@scoremoresales.com (Lori Richardson) — Tue, 16 Jun 2020 00:02:24 GMT

When a great new sales leadership book emerges, I want to be one of the first ones to share it. When a fantastic book about emotional intelligence comes out – I want to shout it from the mountain tops. When a book with BOTH comes out – sales leadership AND emotional intelligence, I’m doing a happy dance.

Sales Are Stabilized Now What?

lori@scoremoresales.com (Lori Richardson) — Wed, 06 May 2020 09:45:00 GMT

You have leveled out and adjusted to the new reality of selling today.

Great job -- but what happens now?

WFH and Sales Managers

lori@scoremoresales.com (Lori Richardson) — Tue, 21 Apr 2020 09:45:00 GMT

Will all your sales team go back to working out of the office?

How To Tell Your Story As a Leader

Jen Mueller — Wed, 08 Apr 2020 09:45:00 GMT

People follow people, not plans.

Projections, plans, implementation strategies are all necessary and important for informing the people you lead, but don’t overlook the importance of providing insight on who they’re following.

Storytelling in Leadership Starts With These Questions

Jen Mueller — Tue, 31 Mar 2020 09:45:00 GMT

Sports fans inherently know the importance of storytelling. Unless they’re the type who look at the score or the outcome… and nothing else. No highlights. No recaps. No interviews. No social media. No conversations with other fans.

Top Tips and Resources for Remote Sales Team Management

lori@scoremoresales.com (Lori Richardson) — Sun, 29 Mar 2020 15:21:15 GMT

You suddenly have an all-remote, WFH sales team(s). Now what?

Learn from others who have been selling remotely already. Success leaves clues, remember?

Flip the Script Tour Be a Better SDR

lori@scoremoresales.com (Lori Richardson) — Fri, 24 Jan 2020 13:20:08 GMT

It is difficult to share the excitement and enthusiasm I have in having been invited to be part of the Flip the Script National Tour happening in nine (9) cities in sixteen (16) days in February.