The blog
Hiring, coaching, process and the data behind what actually predicts sales performance. Written by the Score More Sales team.
Remember that time you didn't listen to your gut? Your intuition? What happened? Then think of the time you heard a data point or statistic and ...
Lori Richardson · Sep 4, 2025, 2:25:49 PM
Too many sales managers look busy… But if you dig in, they’re managing reports, not performance. Here’s what separates strong sales managers from ...
Lori Richardson · Aug 26, 2025, 5:45:00 AM
Many sales managers mistake coaching for: Sitting in on a few calls, Running through dashboards, Telling reps what to fix. Want some AI tips for ...
Lori Richardson · Aug 6, 2025, 11:39:00 AM
can't get to quota if you are investing time, training, and resources into reps who simply are not coachable or managers who can't coach or believe ...
Lori Richardson · Jul 28, 2025, 2:48:58 PM
We know how important it is for sellers to be coachable. Coachability, after all, is one of the keys to identifying top-performing sales ...
Lori Richardson · Apr 18, 2023, 7:15:00 AM
Coaching should ideally be “just in time” when needed to help support a seller’s efforts.
Lori Richardson · Feb 13, 2023, 1:43:47 PM
The W.E.E.D.S. Model is what Stu uses to describe 8 different strategies for business growth. I have personally used each of the strategies, but
Lori Richardson · Dec 27, 2022, 12:14:05 PM
The idea that we need to knock people off of their stable, constant place has never been more true in selling. You need to jar your buyers into ...
Lori Richardson · May 27, 2022, 6:30:00 AM
I don’t just talk about how selling was – I lived it. It may surprise some to know that many things about professional selling have NOT changed.
Lori Richardson · May 24, 2022, 6:45:00 AM
Ryan knows cold calling. He demonstrates live cold calls daily. In our post, Ryan introduced a simple concept that works better than just massive ...
Lori Richardson · Aug 9, 2021, 8:57:29 AM
That’s right – you are probably going about phone prospecting wrong, and blaming your low success on “out of date” prospecting strategy of cold ...
Lori Richardson · Jul 7, 2021, 5:45:00 AM
Words you choose have power. Write an email or have a conversation - every word you choose is important. Do NOT be unclear and vague. Use Power words
Lori Richardson · Oct 6, 2020, 5:45:00 AM
During times when business is happening slower finding any way to speed things up is important. We use science to help your buyers in a better easier ...
Lori Richardson · Aug 6, 2020, 8:13:28 AM
I want to be one of the first ones to share it when a book with BOTH sales leadership and emotional intelligence comes out I’m doing a happy dance.
Lori Richardson · Jun 15, 2020, 8:02:24 PM
You have stabilized and adjusted to the new reality of selling today. What happens now? Do you have the people to coach, train, and lead? Does the ...
Lori Richardson · May 6, 2020, 5:45:00 AM
More Coaching, not Less. Most sales managers do not even spend 25% of their time coaching. Managers must know what and how their people are motivated
Lori Richardson · Apr 21, 2020, 5:45:00 AM
Projections, plans, implementation strategies are all necessary and important for informing the people you lead, but don’t overlook the importance of ...
Sports fans inherently know the importance of storytelling - hugely important for conveying messages, providing context and influencing people
We have collected links and references to some of our favorite points, ideas, tactics, and strategies for WFH sales and WFH selling and why they are ...
Lori Richardson · Mar 29, 2020, 11:21:15 AM
Every session will offer education for frontline sales reps who struggle to reach more prospective buyers. These FREE sessions, include dinner, and ..
Lori Richardson · Jan 24, 2020, 8:20:08 AM
After talking with dozens of companies and hundreds of reps we have a shortage of teams leading with a healthy, strong, defined, inclusive sales ...
Lori Richardson · Dec 20, 2019, 10:23:36 AM
It is the time of year we traditionally think of a way of thanking a customer or referral partner, and we toy with whether to send a prospect a gift.
Lori Richardson · Nov 15, 2019, 5:45:00 AM
To do well this quarter, you need one thing more than anything else - focus. Now is the time of year where distractions happen. Don't blame others - ...
Lori Richardson · Nov 8, 2019, 8:47:19 AM
Coaching was on everyone’s mind as we had a discussion and we narrowed down what is MOST important for success. Here is the list 1) Being proactive ...
Lori Richardson · Oct 29, 2019, 8:20:41 AM
How will you feel when you connect with the right buyers and have a strong conversation today? Here are a few great resources we like ..
Lori Richardson · Aug 16, 2019, 11:02:24 AM
I am at Gartner in the DC area for has professional development for me, and it made me wonder about how you and your sales team go about learning
Lori Richardson · Jul 26, 2019, 9:25:20 AM
We all have buyers and prospects who stop replying to us. Some of the biggest reasons are: They just don’t see enough value, they just don't ...
Lori Richardson · Jul 12, 2019, 7:09:58 AM
At the start of another new quarter, there are always hopes and dreams for a big outcome in a few short months. How did your last sales quarter go?
Lori Richardson · Jul 1, 2019, 10:40:50 AM
It’s that time where your team is going to be more distracted by upcoming vacation, parents / friends / other family visiting, and more. Here are 5 ...
Lori Richardson · May 31, 2019, 8:16:59 AM
We just kicked off our Summer Sales Challenge and figure that you’d like to know more about HOW to do it. Since we don’t believe in “silver bullets” ...
Lori Richardson · May 29, 2019, 5:45:00 AM
Sales can dwindle over the summer but they don’t have to. Plan your summer sales challenge - grow revenues
Lori Richardson · May 28, 2019, 7:39:42 AM
You know what happens – great conversation with a future customer of yours, and then the conversation goes silent. Radio Silent. What to do? read on ...
Lori Richardson · May 17, 2019, 11:31:38 AM
We know of eleven factors that historically have shortened sales cycles. Be More Consultative, 2. Have “supportive” beliefs –
Lori Richardson · May 3, 2019, 9:54:32 AM
I never thought I’d see Tiger Woods win another Masters tournament. That just happened. That’s crazy. An amazing win which few would have ever ...
Lori Richardson · Apr 14, 2019, 6:19:09 PM
It may be too late for many with longer sales cycles, but if you do have business to bring to closure before the end of the quarter, these ideas ...
Lori Richardson · Mar 22, 2019, 10:29:02 AM
The B2B sales world lacks women in sales and sales leadership. Men and women in sales leadership and company leadership can help move the needle to ...
Lori Richardson · Mar 8, 2019, 5:45:00 AM
Do you have these five components as a sales manager? It takes much more to be successful, however these five areas make up what Objective Management ...
Lori Richardson · Mar 1, 2019, 5:45:00 AM
Positive and negative information is handled in different parts of our brains. Anything with a negative emotion tends to involve more thinking and ...
Lori Richardson · Feb 22, 2019, 9:32:35 AM
Friday Five - 5 quick tips for Professional Development. 3 resources, 1 Score More Sales tip, and 1 quote to end the week and get you ready for ...
Lori Richardson · Feb 8, 2019, 8:59:10 AM
We all have the same number of hours in a week – 168, yet some of us get more done than others. Here is a quick look at how to be more productive – ...
Lori Richardson · Jan 18, 2019, 5:45:00 AM
Friday Five - Sales Resources You Can Use NOW
Lori Richardson · Jan 11, 2019, 5:45:00 AM
A couple weeks ago, Glassdoor published their 5 Workforce Disruptions to Watch for in 2019 and Beyond. “The New Era of Tech Hiring Will Be For ...
Lori Richardson · Jan 3, 2019, 11:50:48 AM
Here are three tips, a quote, and a resource to help you move forward into 2019 boldly: 1. Create 3 personal and 3 professional goals for 2019. Make ...
Lori Richardson · Dec 28, 2018, 9:57:19 AM
Here are 3 questions, 1 quote, and 1 resource to end your week. Question #1: Do your managers understand the difference between coaching and training ...
Lori Richardson · Dec 21, 2018, 5:45:00 AM
Here are 3 tips, 1 quote, and 1 resource to end your week. Hiring tip #1: Does your sales rep / BDR / SDR candidate have the DESIRE & the COMMITMENT ...
Lori Richardson · Dec 14, 2018, 5:45:00 AM
Here are 3 tips, 1 quote, and 1 resource to end your week with a high five! Hiring tip #1: If you are looking to hire more women on your sales team ...
Lori Richardson · Dec 7, 2018, 5:35:00 AM
Having been the only woman or one of just a couple or a few in hundreds of sales situations over the years a few things have become clear to me. One ...
Lori Richardson · Dec 4, 2018, 1:46:25 PM
The subtitle says only part of what this new book is about: “Winning Customers Away from your Competition”. For me as someone who reads nearly every ...
Lori Richardson · Nov 5, 2018, 8:40:21 AM
Rookie manager Alex Cora exhibited the traits of a top leader. He led from the minute he came in as their leader - and was a former player. Sound ...
Lori Richardson · Oct 29, 2018, 8:27:16 AM
#REV-MO Since you are in sales in some capacity, why not a month of EXTREME FOCUS on REVENUE GENERATION? I know what you are thinking – we are ...
Lori Richardson · Oct 23, 2018, 5:45:00 AM
There is a lot of talk about artificial intelligence taking over many sales positions soon. Do you feel like your job might be one of them? What is ...
Lori Richardson · Sep 12, 2018, 10:06:47 AM
If everyone supported revenue generation, how easily could we detect a disgruntled customer about to leave us? I’ve thought about this because of ...
Lori Richardson · Aug 24, 2018, 8:15:43 AM
Sales differentiation is all about what you sell and how you sell. Through dozens of stories, Lee Salz not only tells you how to better differentiate ...
Lori Richardson · Aug 21, 2018, 7:06:54 AM
This study is fascinating because as far as I know it is the largest academic study of sales data ever – which examined 130 million real life sales ...
Lori Richardson · Aug 7, 2018, 8:04:40 AM
We have become a society lacking in basic customer service and customer connection skills. Don’t believe me? Just go to a handful of retail stores ...
Lori Richardson · Jul 31, 2018, 9:44:07 AM
I’m so excited to share Standing O! – A Book of Gratitude for Life Lessons, collected by Scott MacGregor. There are three main reasons I recommend ...
Lori Richardson · Jul 23, 2018, 5:35:00 AM
Sales managers need to learn what coaching is – it’s not about asking if someone is going to hit their number, it is about a focus on opportunities, ...
Lori Richardson · Jun 18, 2018, 11:06:30 AM
Do you ever feel confused over sales technology tools? It’s OK if you do – since there are currently 830 products in 38 different categories, ...
Lori Richardson · Jun 6, 2018, 9:47:15 AM
This time of year it is easy to get distracted from your goal of working to create new sales opportunities and then move them through your pipeline. ...
Lori Richardson · May 17, 2018, 9:34:34 AM
Competitive sports is like professional sales and when you see the Religion of Sports video teaser – top athletes talking about their successes, ...
Lori Richardson · Apr 29, 2018, 11:37:39 AM
Whether you are new in your sales role or have been in sales for a while, it is easy to get wrapped in in the latest new sales tool that could help ...
Lori Richardson · Mar 27, 2018, 5:45:00 AM
Have you seen the new documentary called The Story of Sales? You can now view through the Salesforce website, who funded the project. This project ...
Lori Richardson · Mar 22, 2018, 5:45:00 AM
Sales leaders tell us they have a good percentage of reps who are not pulling their weight. Not only are some of their reps not making quota, but ...
Lori Richardson · Mar 8, 2018, 7:52:46 AM
It’s strange to think that the talk you have going on in your head can and will affect your success in any endeavor – but it’s true.
Lori Richardson · Feb 26, 2018, 10:14:49 AM
A daily meetup with your sales team might sound like another bad, regularly scheduled meeting but this one meeting will fire up your sales reps!
Lori Richardson · Feb 20, 2018, 9:40:22 AM
We talk a lot about commitment in business: commitment to success, commitment to achieving goals, commitment to showing up, and more. When you’re ...
Lori Richardson · Feb 10, 2018, 2:55:39 PM
the Super Bowl is “The Big Game” for fans and it could also be a big game for you. Just talking about the game could lead to big (or bigger) ...
2 big reasons for abandoned sales opportunities - we walk away from sales opportunities every day and very few of us have the discipline to identify ...
Lori Richardson · Jan 30, 2018, 9:59:14 AM
Referrals in the sales world are the very best way to grow your sales book of business for many reasons. The first one is that if someone whom you ...
Lori Richardson · Jan 25, 2018, 9:02:10 AM
this article written by Microsoft Inside Sales Chief of Staff and Microsoft Women Board Co-Chair Rahki Voria aptly titled Why We Need More Women in ...
Lori Richardson · Jan 18, 2018, 9:01:07 AM
It was time to visit a newer client of ours and this meeting would be at least two hours to go over our findings about their sales team - emotional ...
Lori Richardson · Jan 10, 2018, 8:23:01 AM
productivity an obsolete goal? should we be looking for innovation, Billy Bob Brigmon post states that innovation is more important
Lori Richardson · Dec 28, 2017, 9:33:34 AM
It is the time of year sales teams are planning for next year and looking for sales kickoff event ideas. But the results will or will not be what is ...
Lori Richardson · Nov 25, 2017, 9:45:04 AM
In a long sales career there are many opportunities for negotiation. Here are 4 strategies for best negotiation advice for sales teams.
Lori Richardson · Nov 14, 2017, 10:32:38 AM
history being made as more than 250 people from sales enablement practitioners, sales leaders, vendors, and industry experts gathered at University ...
Lori Richardson · Nov 1, 2017, 12:18:55 PM
Your sales reps are critical to company success and of your planned revenue growth for a very simple reason: a significant part of the buying ...
Lori Richardson · Oct 19, 2017, 5:45:00 AM
Need a dose of inspiration to boost sales before the calendar year is over? Working to hit that stretch goal? Here are 30 ways to boost sales in Q4
Lori Richardson · Oct 17, 2017, 10:17:31 AM
Your third list is a list to grow revenues with. A list of strategic referrers and strategic partners. Theses people that can refer you and recommend ...
Lori Richardson · Oct 2, 2017, 10:48:17 AM
You worked hard through trial-and-error to create an introductory sales email that is worthy of a reply. But do you expect to really get one? Now ...
Lori Richardson · Sep 26, 2017, 5:34:00 AM
Of course, painting the right way is like prospecting - simple not easy, requires the use of the right tools, and focus and direction.
Lori Richardson · Sep 5, 2017, 5:32:00 AM
Use time wisely and focus - a bit of advice given to me many years ago. The world of sales is made up of distractions and “noise” - you need to focus ...
Lori Richardson · Aug 29, 2017, 5:45:00 AM
Enthusiasm and passion must show this is an important key to success. Think of someone who has a passion for life and a fervor for their career. They ...
Lori Richardson · Aug 22, 2017, 5:41:00 AM
One idea that can help new and veteran sellers alike is to always set a next action that moves the sale forward and that you control
Lori Richardson · Aug 8, 2017, 5:29:00 AM
What are the top tips to success when it comes to crafting cold email messaging? Do you even believe there are strategies for success sending cold ...
Lori Richardson · Aug 7, 2017, 5:41:00 AM
more good activity more sales.This means LESS of the activity you might be doing that does nothing to lead you toward more revenue. Time to get to ...
Lori Richardson · Aug 1, 2017, 5:30:00 AM
It takes work to be mediocre, SO WHY BE MEDIOCRE? I was told that many times by one of our sales managers at the first technology company I sold for
Lori Richardson · Jul 24, 2017, 9:10:26 AM
In selling, we've been trained that getting prospects and clients to say "yes" is the most important part of negotiation. It's time to rethink that ...
Lori Richardson · Jul 18, 2017, 11:34:52 AM
Why a Sales Pow wow? Sales professionals deserve strong sales leadership. Sales pros work best in an environment where their actions are seen and ...
Lori Richardson · Jul 7, 2017, 11:52:59 AM
It IS almost Q3 and many sales people are behind in hitting their quotas. Here are 3 ideas to grow revenue ..1) Ready To Go Sales Meetings, 2) Make ...
Lori Richardson · Jun 23, 2017, 10:15:02 AM
Don’t be a Know-it-All, be a Learn It All. Attending conferences and events last week in the Bay area, I heard this phrase more than a dozen times.
Lori Richardson · Jun 13, 2017, 8:19:32 AM
One of the BEST ways to communicate with others and SELL BETTER is to be able to think on your feet. The ability to respond “in the moment” often ..
Lori Richardson · May 22, 2017, 5:45:00 AM
Are you getting regular referral business as a seller? Sell more through referrals. Referral deals close faster and with a higher margin. Some tips ...
Lori Richardson · May 12, 2017, 8:00:37 AM
We did a lot of research and came up with a platform and tools to help companies hire better and evaluate the health of their sales team and sales ...
Lori Richardson · May 1, 2017, 5:45:00 AM
Several main stage talk at the 2017 AA-ISP Leadership Conference referenced the many sales tools in existence and how confusing it can be for sales ...
Lori Richardson · Apr 20, 2017, 8:17:49 AM
Al taught me that as a professional seller, at that time selling technology, what I did was worthy of any C-level executive’s time and attention.
Lori Richardson · Apr 14, 2017, 8:46:33 AM
Stop what it is that you are doing and ask yourself if you have a specific plan today to reach more potential buyers. Then think about these three ...
Lori Richardson · Apr 7, 2017, 5:45:00 AM
connectors know a large number of people who span social, cultural, professional, and economic circles. Connectors make it a habit to introduce ...
Lori Richardson · Mar 27, 2017, 9:44:36 AM
What sales competencies top professionals need? Its a challenge to find top sellers for your company’s sales team. But how to go about it? What to do ...
Lori Richardson · Mar 16, 2017, 5:46:00 AM
On International Women’s Day #IWD2017 we wanted to help recognize some great women past and present who have served as mentors, role models, and ...
Lori Richardson · Mar 8, 2017, 7:45:00 AM
You must think and engage in your sales career to rise to the top. Don't be a Beatty or Dunaway. If you have the Sales DNA required to be successful ...
Lori Richardson · Feb 28, 2017, 5:30:00 AM
97% is either not going to buy or will buy at a later time. Losing track of a buyer is leaving money on the table. You must be thinking of these ...
Lori Richardson · Feb 27, 2017, 7:35:05 AM
There are a lot of sales books out there and it is SO easy to skim them quickly and summarize - this one is different. Heart and Sell author Shari ...
Lori Richardson · Feb 21, 2017, 5:45:00 AM
There is a lot to keep track of, plan around, organize, decide on, and execute in sales. When you work without a plan you leave money on the table
Lori Richardson · Feb 10, 2017, 8:39:52 AM
There are TWO lessons for B2B services and product providers: Lesson #1 Treat your buyers respectfully. Lesson #2 .....
Lori Richardson · Feb 3, 2017, 10:07:06 AM
Getting organized and keeping organized as a professional seller can be difficult. Here is what the most productive sales pros do: ...
Lori Richardson · Jan 30, 2017, 5:45:00 AM
In sales it is SO easy to slam your competition. So why put your competition down? Here are tips on how to talk about your competition
Lori Richardson · Jan 23, 2017, 9:38:07 AM
Top 30 Social Sales Influencers – I came in at #12 which had been researched by an influencer marketing agency for an up and coming sales tech tool ...
Lori Richardson · Jan 16, 2017, 5:45:00 AM
How will YOU lead a team to better productivity? If you just lead yourself how will you have your most productive sales year ever? for the answers ...
Lori Richardson · Jan 4, 2017, 5:45:00 AM
What about existing customers, those who you had interactions with, past customers but not working with now, etc. How well do you know who these ...
Lori Richardson · Dec 27, 2016, 10:06:26 AM
Amy Port and Michael Port of Heroic Public Speaking. They are honest, challenging, caring, and they make me want to do more than what I did in the ...
Lori Richardson · Dec 20, 2016, 5:45:00 AM
Joe doesn’t pull his weight because, after all, he’s been with the company forever. Joe has an attitude issue and is negative all the time Do you ...
Lori Richardson · Dec 13, 2016, 5:43:00 AM
best-selling author Jill Konrath’s new book, More Sales, Less Time – Surprisingly Simple Strategies for Today’s Crazy-Busy Buyers. perfect gift for ...
Lori Richardson · Dec 6, 2016, 5:45:00 AM
Doing big things in sales or sales leadership requires you to find something within you that you do not know you have you must push your comfort zone
Lori Richardson · Dec 5, 2016, 5:45:00 AM
It is easy to take things for granted when all is going well – such as health, family, community and business. I happen to be in the professional ...
Lori Richardson · Nov 24, 2016, 5:45:00 AM
This time of year is the PERFECT time to remove tolerations can impact your sales career and your life so you can start the new year off as ...
Lori Richardson · Nov 19, 2016, 5:45:00 AM
I had the opportunity to talk about how challenging and complex modern sales has become with Jill Konrath, Brent Adamson, Nick Toman - 3 top sales ...
Lori Richardson · Nov 15, 2016, 5:15:00 AM
The classic question and answer in sales I remember about this time each year is: Q: What happens between Thanksgiving and New Year’s? A: Not much. ...
Lori Richardson · Nov 11, 2016, 8:10:04 AM
As business builders we focus on what we can control. Grow your sales team – grow your company. Help others through the products and services you ...
Lori Richardson · Nov 9, 2016, 7:48:33 AM
All human adults need repetition and reinforcement. You think that your reps are not remembering things deliberately or with malice. They are not ...
Lori Richardson · Nov 1, 2016, 5:40:50 AM
To grow revenues lead with core values. The top B2B sales leaders have THESE 21 Core Competencies under four categories: 1) Will to manage, 2) Sales ...
Lori Richardson · Oct 31, 2016, 5:45:00 AM
CEB research shows 3 areas with seller burden, and the sooner your company can reduce them, the more opportunity your sales reps can do their jobs ...
Lori Richardson · Oct 25, 2016, 11:14:02 AM
The CEB summit was well-run with opportunities to learn more about the Challenger model and many sales, marketing and learning topics, such as:
Lori Richardson · Oct 21, 2016, 7:44:45 AM
Recently 41 of what some would say are my “competitors” and I got together in Boston for three amazing sales events.
Lori Richardson · Oct 18, 2016, 5:30:00 AM
I recommend Anthony's blog and now his book "The Only Sales Guide You’ll Ever Need" to sales reps and leaders who want to learn and grow.
Lori Richardson · Oct 17, 2016, 5:45:00 AM
Dreamforce 16 my 10th – including the first one way back in 2003. Dreamforce is the top Cloud-Computing Conference, a hug-fest for Salesforce.com
Lori Richardson · Oct 11, 2016, 1:09:00 PM
Time to present ideas about ways to diversity your sales team to gain ROI at the biggest technology conference in the world, Dreamforce 16 The panel ...
Lori Richardson · Oct 5, 2016, 12:05:26 PM
12 Ways to Build a More Diverse Sales Team” and is within the Super Session at the all day Sales Summit #DF16
Lori Richardson · Sep 30, 2016, 11:19:39 AM
If you put MORE effort up front, you will better convey what you do. Think of the dollar value in getting your point across vs leaving the audience ...
Lori Richardson · Sep 26, 2016, 9:30:00 AM
key components I’ve seen over the years in the top leaders of sales teams, companies, cities, countries, and movements
Lori Richardson · Sep 14, 2016, 5:03:00 AM
those of us leading & working with B2B sales teams shook our heads at the disconnect between many graduates and their ability to do basic ...
Lori Richardson · Sep 6, 2016, 12:46:37 PM
David Allen has written and spoken on ways to be more productive, the greatest human fear is to be out of control. We tend to not want to jump into ...
Lori Richardson · Sep 2, 2016, 7:03:29 AM
If the leaders of your company do not get involved with sales improvement efforts, they won’t succeed. If you don’t address your sales reps’ hidden ...
Lori Richardson · Aug 29, 2016, 9:13:36 AM
John Barrows a sales prospecting expert to SaaS companies, looped me in on a conversation he had with a woman who attended his sales prospecting ...
Lori Richardson · Aug 16, 2016, 8:19:44 AM
In this interview, Dave and I discuss the state of sales reps and sales leadership. Dave is a prolific blogger on sales and sales leadership
Lori Richardson · Aug 15, 2016, 1:10:23 PM
Paying attention to growing sales and revenues is challenging for many sales reps and leaders. Here are three ideas and three sales tips you can ...
Lori Richardson · Aug 8, 2016, 9:54:23 AM
do you get their attention when sending an initial e-mail? People are getting hundreds of e-mails a day in their inbox. How to make sure that yours ...
Lori Richardson · Aug 5, 2016, 5:00:00 AM
The Deal stalled for months now they say No. Learn how to qualify so you dont get surprised n\by NO
Lori Richardson · Jul 22, 2016, 8:35:47 AM
Win Loss programs and 4 ways they help Sales teams win more deals. 1 increase win rate, 2) increase deal size, 3) decrease cost of ...
Lori Richardson · Jul 15, 2016, 5:30:00 AM
While in the Concierge Level Lounge of a Marriott hotel I saw a woman from the Marriott walking around and striking up client conversations with ...
Lori Richardson · Jul 11, 2016, 5:30:00 AM
Handles rejection - Sales leaders know that their best reps do not have a fear of sales rejection and can bounce back from adversity quickly
Lori Richardson · Jul 6, 2016, 6:45:39 AM
There are dozens of distractions going on during the summer months for sales and sales leadership. You know how difficult it can be to keep your ...
Lori Richardson · Jun 30, 2016, 5:00:00 AM
COACHABLE is someone who is OPEN to ideas TRAINABLE is someone who has an INCENTIVE, or reason, to change. You want BOTH in a seller and in a sales ...
Lori Richardson · Jun 24, 2016, 5:30:00 AM
those behind in quota attainment, now is the perfect time to strategize and build up for a successful second half of the year - determine your sales ...
Lori Richardson · Jun 20, 2016, 11:00:14 AM
At the Sales Machine 16 conference it was inspiring to hear from both Seth Godin and Simon Sinek. Different people hear differently
Lori Richardson · Jun 16, 2016, 1:01:33 PM
How many times have you heard someone describe their company’s value proposition only to hear the features and benefits of their services or ...
Lori Richardson · Jun 10, 2016, 9:09:20 AM
Create your own “Summer Olympics Sales Goals” for your sales career. You have 3 perfect months – 90ish days – to get small projects done
Lori Richardson · Jun 2, 2016, 8:33:29 AM
If YOU are a sales leader, YOUR JOB is to support your sales reps. Not compete against them, not give up on them – but SUPPORT them. Help them ...
Lori Richardson · May 27, 2016, 8:05:21 AM
Sales IS changing. Tools are getting more helpful, companies will be use data more and more - even if they are not in technology – these tools are ...
Lori Richardson · May 19, 2016, 9:53:31 AM
You have customers. You’re working to get new customers, working to grow your business. Gary Vaynerchuk spoke about how to build customer relationsips
Lori Richardson · May 14, 2016, 8:06:49 AM
Most top salespeople were NOT athletes but we read the myth that the top sales professionals were athletes in school. Really?
Lori Richardson · May 6, 2016, 5:30:00 AM
3 lessons I learned 1) There is No Substitute for Meeting in Person, 2) Make New Friends but Keep the Old, 3) Your Industry is ....
Lori Richardson · Apr 28, 2016, 9:44:57 AM
If you don’t do pre-event planning, maximize your time at the event, or follow up as you should then you leave money on the table. Here are 5 tips
Lori Richardson · Apr 20, 2016, 8:52:19 AM
Here are my 9 tips for success. A personal brand is critical for success in sales – it is how you differentiate yourself and your product or service.
Lori Richardson · Apr 14, 2016, 5:30:00 AM
a must have sales tool that is free, online and mobile source of business information that provides alerts to help keep up with the pace of business
Lori Richardson · Apr 13, 2016, 5:30:00 AM
The reason it is important to build your personal brand as seller is because your buyers buy from you, and you need a relationship based on trust
Lori Richardson · Apr 11, 2016, 9:46:46 AM
Years ago sales owned the conversation. Now Sales must respond. Here are 3 Ways Selling is helping: 1) Buyer wins - Seller wins, 2) ...
Lori Richardson · Apr 7, 2016, 7:08:42 AM
Top takeaways from Digital Growth Conference 2016 in SFO (#DigitalGrowthCon), no replacement for in-person events, true stories are the best way to ..
Lori Richardson · Mar 31, 2016, 8:20:53 AM
Cognitive Distortion might be nice a fancy label for why your Q1 sales did not top the charts. BUT this is just 1 aspect of your ability to succeed ..
Lori Richardson · Mar 28, 2016, 7:25:01 AM
Does your sales team have a specific plan to score more referrals? Is setting the stage and asking for referrals built in to your sales process?
Lori Richardson · Mar 25, 2016, 9:40:37 AM
Everyone is affected by the structure and consistency of sales leadership - Sales reps succeed when leaders lead and your team wants you to lead.
Lori Richardson · Mar 21, 2016, 9:35:27 AM
What Worked Before Won’t Work in the Future, Templated Email Does Not Work Anymore, Perfect Practice Makes Perfect, and more top sales lessons
Lori Richardson · Mar 14, 2016, 5:43:04 AM
In 1908 15,000 women marched in the streets of New York protesting long hours, poor wages, and no voting rights. International Women’s Day was ...
Lori Richardson · Mar 8, 2016, 5:30:00 AM
We are sharing secrets in a rapid-fire series of online presentations and sales training tips on Wednesday, March 9th, 2016.
Lori Richardson · Mar 2, 2016, 5:30:00 AM
Companies almost universally underestimate the need for repeatable, in-depth sales training and coaching. You should train well to score more sales
Lori Richardson · Feb 24, 2016, 7:52:13 AM
Professional salespeople who use the phone need a prospecting strategy. Here are phone prospecting strategy tips that WILL work
Lori Richardson · Feb 17, 2016, 8:12:45 AM
If you love your buyers, you will learn about them before you contact them. If you love your buyers, you will call them with a purpose.
Lori Richardson · Feb 14, 2016, 1:16:45 PM
If you could do just 1 thing to increase sales opportunities today, what would that be? Regardless of your situation, here is the answer: It depends.
Lori Richardson · Feb 10, 2016, 9:24:33 AM
Inside Sales industry veteran Trish Bertuzzi puts wisdom down on paper and the result is the new best-seller, “The Sales Development Playbook
Lori Richardson · Feb 4, 2016, 6:30:00 AM
You can’t really restart your year but you CAN move forward in bigger and better ways. Here are 7 tips to crush quota ..
Lori Richardson · Feb 2, 2016, 6:00:00 AM
When I read advice that can be interpreted wrong I get a little edgy. I read a new post from highly respected sales expert Dave Kurlan ...
Lori Richardson · Jan 26, 2016, 9:35:08 AM
What I love about Amy’s TED talk and the talk I saw this week was that she offers great sound bites – fantastic takeaways. The biggest takeaway is ..
Lori Richardson · Jan 21, 2016, 9:09:32 AM
Succeed with your sales goals but if something is achievable and realistic, isn’t that just an item for your “to-do” list?
Lori Richardson · Jan 15, 2016, 8:46:43 AM
the Girl Scouts are innovating cookie selling and somehow I missed it last year, so their rollout this year of Cookie 2.0, a digital cookie ordering ...
Lori Richardson · Jan 11, 2016, 9:04:01 AM
Challenge or Change - we are getting back into our usual routine or we have adopted some new strategies - temporary or perhaps even some ...
Lori Richardson · Jan 6, 2016, 9:28:55 AM
the ability to maximize time and get more done in sales and in business is critical for success. Here is how I do it ...
Lori Richardson · Dec 28, 2015, 8:05:52 AM
at the end of the year I work to make time to reflect on what was successful and what didn’t work in our business development.
Lori Richardson · Dec 24, 2015, 8:46:31 AM
Have a client with a corporate policy against gifts over $5? I have over the years and it keeps you from
Lori Richardson · Dec 16, 2015, 10:45:36 AM
You have a great phone presence and an advantage when you speak directly to a potential buyer or referrer, BUT you need to write better and grow sales
Lori Richardson · Dec 10, 2015, 8:44:38 AM
How do you know you are over-sharing? This is the perfect time to learn more about self-awareness.
Lori Richardson · Dec 2, 2015, 9:28:21 AM
No matter whether you have sophisticated digital communication systems going, you still need to understand the basics of clear, helpful communication
Lori Richardson · Dec 1, 2015, 9:56:54 AM
When you are involved in business leading others, or as an individual contributor helping company revenues grow, you need to draw on tools ...
Lori Richardson · Nov 19, 2015, 4:22:44 PM
In selling, having optimism deep down and really being resilient grows sales. You CAN figure out the rest. I know I did many years ago.
Lori Richardson · Nov 18, 2015, 8:01:54 AM
we are creating a series of 100 interviews of B2B women sales leaders. If you are one, or know one we should interview, please share this post.
Lori Richardson · Nov 16, 2015, 7:37:55 AM
Do you know the difference between the “desire” to be successful and “commitment” to be successful? Are they really different?
Lori Richardson · Nov 13, 2015, 8:15:13 AM
People speak about goal setting in many ways for business success. My take may be a bit simplistic or different – but it is the way I have ..
Lori Richardson · Nov 9, 2015, 6:00:00 AM
Did you hear that IBM is acquiring the digital assets of The Weather Company? Whay could Watson do withb3 billion data points from the Weather Co.
Lori Richardson · Oct 30, 2015, 8:22:17 AM
You can now get an SSI (Social Selling Index) score to understand how you are doing on LinkedIn in relation to others in your network
Lori Richardson · Oct 29, 2015, 8:46:24 AM
Three Demo pitfalls that Anne sees all the time 1) Confusing an Outline with a Message, 2) Failing to engage, 3) ...
Lori Richardson · Oct 26, 2015, 6:00:00 AM
Content MUST be engaging with the advent of video being more perfected and used as well as podcasting really taking off in the last year or so. ...
Lori Richardson · Oct 23, 2015, 1:03:43 PM
Sales leadership that has issues with accountability (or lack of) sets a tone where sellers also accept less responsibility.
Lori Richardson · Oct 22, 2015, 11:05:02 AM
The Skeleton Strategy - This is for that important buyer you cannot reach – by phone, email or
Lori Richardson · Oct 20, 2015, 8:55:58 AM
Times have changed – we now have role specialization. Skills for sales in an SDR role are different than those Account Reps working to close business.
Lori Richardson · Oct 15, 2015, 9:50:08 AM
It was much clearer when the sales leader hired each sales person. They would have a sales role – inside or outside, named accounts.
Lori Richardson · Oct 12, 2015, 9:30:51 AM
There are several ways to grow sales through collaboration and you can improve customer satisfaction and expand the market
Lori Richardson · Oct 7, 2015, 9:25:51 AM
It is trendier to talk about more women in sales - seems like a lot of people are getting on the “women in sales” bandwagon. It’s refreshing
Lori Richardson · Oct 1, 2015, 11:30:00 AM
For many resellers, MSPs there is a tremendous amount of opportunity for improvement when utilizing and integrating social media platforms to grow ...
Lori Richardson · Sep 29, 2015, 5:30:00 AM
The idea of 3D printing was a pipe-dream just a few years ago. Now, one can easily do a one-off prototype for low cost and streamlined process
Lori Richardson · Sep 23, 2015, 6:30:00 AM
on in B2B selling today there is SO MUCH NOISE you can’t hear much of anything. I wish every seller and sales leader could attend
Lori Richardson · Sep 21, 2015, 9:26:37 AM
The excitement in San Francisco for the week of Dreamforce 15 about to begin. There is a reason why iI am never bored here. There’s a reason for it:
Lori Richardson · Sep 14, 2015, 2:30:02 PM
A former client was prompted by LinkedIn to “thank a mentor” and he mentioned me. That made ME think – who are MY mentors and who would I thank today
Lori Richardson · Sep 13, 2015, 11:10:40 AM