Podcasts about score more sales

In this episode, Andy highlights a crucial discussion from his latest podcast with industry experts Lori Richardson, Founder of Score More Sales, Steve Arnold, Co-Founder and CRO of Primerli, and Kyle Williams, Founder at Brickstack to discuss how falling in love with problems gets you to solutions more quickly. They emphasize the need for financial acumen, industry knowledge, and understanding the buyer's issues in a genuine way. By focusing on these areas, sellers can build trust and credibility, becoming trusted advisors. The conversation also highlights the importance of integrating business fundamentals into sales onboarding programs to enhance performance and meet buyer expectations.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

AI  is a tool that can enhance productivity, but many salespeople depend on it too often. What is to come? No one knows for sure, but the advancement is rapid. Today Andy spotlights an important conversation from his latest podcast with a stellar roundtable of sales experts including Lori Richardson, Founder of Score More Sales, Steve Arnold, Co-Founder and CRO of Primerli, and Kyle Williams, Founder at Brickstack.  Together they discuss whether AI can enhance the value provided by sellers to buyers or if it might eventually replace human sellers altogether. They dive into the potential for AI to improve sales coaching, the importance of human interaction in sales, the risks of relying too heavily on AI, and AI-driven coaching tools and simulation technologies.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

On today's episode of the Win Rate Podcast, Andy is joined by all-star sales panelists Lori Richardson, Founder of Score More Sales, Steve Arnold, Co-Founder and CRO of Primerli, and Kyle Williams, Founder at Brickstack. They discuss the importance of specialization in sales, the benefits of industry and business knowledge for sellers, and the potential of AI in sales roles. The conversation examines enabling salespeople through effective coaching, understanding business ecosystems, and leveraging technology to improve sales interactions. They also give their honest perspectives on the evolving role of AI and its impact on the future of sales training and buyer interactions.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

On this episode of GoalChat, host Debra Eckerling talks about Intent with Bill Haase, Innovative Strategies; spiritual mentor Terri Ann Heiman; and Lori Richardson, Score More Sales. While Bill, Terri, and Lori each approach intent from a different perspective - finance, spirit, and sales - they were all in alignment about the power and benefits of intention. They each shared their experience with intent, as well as tips and goals for getting and staying intentional. Goals - Terri: Just for today, be present - Lori: Make a decision to not make a decision; sit with what's next for a little bit - you will know what to do - Bill: Make a decision and live with the risk Final Thoughts - Terri: When you set an intention, set an agreement with yourself to keep it - Lori: Summer is for growth - Bill: Live your life with intent Learn more about: Bill Haase: LinkedIn.com/in/bill-haase-a506299 Terri Ann Heiman: TerriAnnHeiman.com Lori Richardson: ScoreMoreSales.com Debra Eckerling: TheDEBMethod.com/blog Learn more about your ad choices. Visit megaphone.fm/adchoices

Sales expert Lori Richardson joins Betsy and Billy to discuss the state of women in B2B sales, including the opportunities a sales career offers, the barriers women face and the actions you can take to attract and retain top women in the field.Lori Richardson is a top B2B sales influencer and a champion for getting more women into sales and sales leadership in B2B roles. In addition, she has run the data-backed sales strategy firm Score More Sales since 2002, after a career in sales and leadership. Lori is the author of “She Sells” — a book to help company leaders and sales leaders find, recruit, retain and promote more women into sales and leadership roles. She also hosts the award-winning podcast “Conversations with Women in Sales” and is a sales coach for Harvard Business School's MBA program.

Watch this episode on YouTubeAs women sales professionals, are we using our voice? Are we aware of our self worth and asking for what we deserve, demanding it?Do we think of a question, or something we want... play it over in our heads and hold our tongues when it comes to asking for it. This is where we can take a page out of our male allies playbook.Tune in to my conversation with @loririchardson, an advocate for more women in sales leadership, Author of She Sells: Attract, Promote and Retain Great women in Sales, Founder of Score More Sales head of Women Sales Pros for the past 10 years, Host of Conversations with Women in Sales podcast and my friend.After four decades of sales experience, Lori still considers herself a student of sales. She is an avid learner, leading with her curiosity. Tune in to learn how she transitioned from teaching to tech sales, excelled in her roles while supporting her son as a single mom. This conversation may be the motivation you need to take action, The A-ha to realize you have been playing small and the courage to lean in to the discomfort, try something new and get the outcome you deserve.For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy

This is episode 655. Read the complete transcription on the Sales Game Changers Podcast website here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Register for the Women in Sales Leadership Development programs here. Today's show featured an interview with Lori Richardson from Score More Sales and Women Sales Pros. It also featured Institute for Excellence in Sales Women in Sales Program Director Gina Stracuzzi. LORI'S ADVICE:  " Listen in your meetings and make sure that people are speaking up that might be sitting quietly. Just say, “We haven't heard from you. What are your thoughts?” Then just ask individually, “How are we doing with women in sales here? What's missing? What could I do better?” Don't assume that just because you have a number of women on your team that you're all set, because there may be things that you could do and improve on.?" GINA'S ADVICE:  "Investing in the professional development of all your employees really, is critical. A lot of companies will tell you, first thing out of the gate is, “We have a lot of internal resources, they have access to all kinds of programs.” When you ask them, “Well, how many people actually avail themselves at those? Is it a safe space if it's live? Do they feel like they can talk about what's of concern to them, or their fears, or their career aspirations? Usually the answer, if people are being honest, is no. Find outside resources, such as the IES to fill those gaps."

Lori began her sales journey growing up in her grandmother's fine women's apparel store. Although she became a teacher, Lori quickly learned that teaching would not support her as a young single parent. She went back to her sales roots, intentionally looking for a sales role as technology was booming in the mid-1980's.After a stellar career in tech sales, Lori launched Score More Sales, a sales consultancy designed to help leaders of mid-sized companies hire better sellers and evaluate their existing sales teams. The company launched 20 years ago. 2022 is a big celebratory year.In 2015 Lori realized that so many of the sales managers she was training and coaching were male so she set out to determine why so few women were in sales and especially as sales executives in leadership. That realization launched Women Sales Pros, which consists of a group of top women sales experts as well as a consulting and coaching arm to assist company leaders in creating more diverse sales teams.SHOW SUMMARYIn this episode of Selling From The Heart, Darrell Amy and Larry Levine are joined by special guest Lori Richardson, founder of Score More Sales and trailblazer in the sales industry. They discuss the importance of authenticity, building trust, and the mission to bring sincerity and substance to the sales profession. Lori shares insights from her dynamic career and offers valuable advice for sales professionals looking to excel in 2024. The conversation covers topics such as mindset, morning rituals, competency development, and the significance of meaningful conversations in sales.KEY TAKEAWAYSCompetency Mastery: Lori emphasizes the importance of mastering competencies, especially the will to sell. Being coachable, having a positive outlook, and taking responsibility are crucial elements for success in sales.Morning Rituals for Success: The hosts discuss the significance of starting the day with a positive mindset. Lori shares her morning ritual, including affirmations and spending time outdoors, highlighting the impact it can have on one's day.Leadership Aspirations: For sales professionals aspiring to leadership roles, Lori encourages being proactive. Don't wait to be tapped on the shoulder; express your desire for growth and seek guidance on what competencies are needed for the next level.Conversations Beyond Sales: Lori stresses the value of diverse conversations beyond sales-centric topics. From charity auctioneering to personal interests, building relationships with a human touch can open doors and enhance your professional network.Women in Sales: The conversation extends to Lori's passion project, her book "She Sells," addressing the underrepresentation of women in B2B sales leadership. Lori provides advice for women aspiring to leadership roles and emphasizes the need for proactive career planning.QUOTES"Selling from the heart is integrity, honesty, and good selling—bringing sincerity and substance to the sales profession.""Competency mastery is about having the will to sell. Trainable skills are essential, but the desire, commitment, positive outlook, and taking responsibility are key.""Don't wait until somebody taps you on the shoulder. Be proactive about your career growth and find out what competencies are required for the next level.""Humanize your conversations. Conversations beyond sales-centric topics can open doors and enhance your professional network.""For women aspiring to leadership, express your desire for growth. Understand competencies needed and work on areas of improvement. Be proactive in shaping your career."Learn more about Lori Richardson: LinkedIn: https://www.linkedin.com/in/scoremoresales/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

In this episode of Uncapped, hosts Zoya Segelbacher and Caroline Jones welcome Lori Richardson, a renowned Revenue Growth Strategist from Score More Sales. Lori shares her extensive experience in B2B sales, emphasizing the importance of visualization and confidence in the sales process. Her insights offer valuable guidance for navigating the complexities of sales and the significance of asking the right questions to foster success.The conversation delves into the challenges and opportunities for women in sales. Lori, a vocal advocate for gender equity in the sales industry, discusses her initiatives to promote inclusivity. She highlights the need for pay equity, supportive leadership, and a conducive work environment. Her experience as a sales coach at Harvard Business School's Entrepreneurial Sales course further enriches the discussion with practical advice and strategies.Lori also touches on the impact of economic fluctuations on sales and the importance of maintaining a positive outlook. She encourages sales professionals to focus on solving customer problems and staying resilient amidst external challenges. This episode not only provides a wealth of knowledge for sales professionals but also inspires listeners with Lori's dedication to empowering women in the field.

Welcome back to the Win Rate Podcast. Today Andy welcomes two amazing guests, Matt Benelli, sales coach and Co-Founder of CoachEm, and Lori Richardson, Sales Advisor, Founder and President of Women Sales Pros and author of She Sells. The roundtable starts today by discussing how pushing larger investments to frontline managers would create a wave of positive change across sales organizations. They give some personal stories of starting out as young salespeople and finding their footing with clients. They explain why their genuine curiosity gave them an advantage and how SDR's can learn from their approach.The group also talks through the short-comings of companies win rate tracking, how some CRM results need a more objective eye and context, why companies focus on scaling but end up not knowing how to sell their product, why upper management pressure can bring a breakdown of good sales practices, and how progressing successfully in your sales career means being conscious of the experience buyers are having with you. Connect with Lori and Matt on LinkedInHighlights[00:07:49] Inexperienced frontline managers struggle with their roles.[00:11:04] Importance of tracking critical metrics.[00:16:24] B2B industry experiences low win rates; [00:25:00] Improving win rates and aligning incentives for sales.[00:27:54] Choose carefully who you sell to.[00:36:37] Balancing revenue and understanding buyer decisions.[00:42:31] Youthful appearance helped build meaningful relationships.[00:47:16] System design influences win rates; strategic focus needed.[00:51:16] "Intentional actions shape your career and success."[00:57:37] First impressions matter when connecting with buyers in sales.

Hiring high-performing teams is no easy feat for CEOs, but when it comes to sales teams, the stakes are exponentially higher. Achieving your organization's business objectives hinges on building and scaling a successful sales force that drives predictable revenue growth.But what do you do when sales are stagnant and results fall short of expectations? It's time to examine how we, as CEOs, have supported the growth of our sales teams.In a value-packed conversation with Lori Richardson, a renowned sales strategy expert and founder of Score More Sales, we dive into the crucial factors that contribute to building peak performing sales teams.Lori emphasized the utmost importance of hiring the right people, empowering effective sales leaders, and providing ongoing coaching and support.Discover how you can revolutionize your sales teams and supercharge your business success with these insights from a true sales guru.Chapters04:30 Challenges with traditional sales training and accountability08:37 Importance of hiring the right salespeople and coaching them09:45 Discussion on the need for training on hiring and assessing candidates11:27 Importance of setting up a customized assessment for each sales role13:29 Critique of using personality assessments for hiring salespeople17:09 Importance of setting clear criteria and avoiding excessive requirements24:09 Discussion on the concept of "culture add" in hiring29:58 Importance of expanding networks and connections for diversity hiring32:08 Tips for making job postings more appealing to diverse candidates35:30 Importance of sticking to the hiring process and not deviating40:00 Importance of assessing existing sales teams and leaders45:24 Importance of developing a strong sales team for company valuationAbout GuestLori Richardson is the CEO, Speaker, and Founder of Score More Sales, a consultancy she established in 2002 to assist companies in boosting their revenues through strategic sales endeavors. Her expertise stems from over two decades of experience in B2B sales and leadership roles. With a commendable career in tech sales under her belt, Lori envisioned Score More Sales to be a beacon for leaders of mid-sized businesses, guiding them in hiring competent sellers and appraising their incumbent sales teams. As of 2022, the company marked its 20th year, symbolizing two decades of dedicated service in the realm of sales consultancy. Apart from her role as the head of Score More Sales, Lori has made significant contributions to the sales domain as an author. She penned "She Sells," a book that serves as a manual for company and sales leaders to effectively discover, enlist, and retain sales talent.Social Links You can learn more about and connect with Lori Richardson in the links below.Connect with Lori on LinkedIn:(99+) Lori Richardson | LinkedInCheck out Score More Sales website:ScoreMoreSales - More of What Works, NowYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice's website:Alice Heiman - Alice Heiman

After 15 years in B2B sales, Lori Richardson founded Score More Sales to help companies grow revenues through strategy. Noticing a massive lack of women, she decided to lead the effort to change the industry. She created Women Sales Pros, a community that showcases experts and offers inclusive sales team consulting. Lori's new book is “She Sells – Attract, Promote, and Retain Great Women in B2B Sales” and she hosts the award-winning podcast, “Conversations with Women in Sales” Lori is a 3rd year Salesforce Top Sales Influencer and a Sales Coach at Harvard Business School. Book, "She Sells" - https://amzn.to/3wnEF9n Where to connect with Lori: LinkedIn: https://www.linkedin.com/in/scoremoresales/ Youtube: https://www.youtube.com/@loririchardsonsales Websites: https://womensalespros.com https://www.scoremoresales.com https://shesellssummit.com Lori is @scoremoresales and @womensalespros on Twitter and Instagram --- Send in a voice message: https://podcasters.spotify.com/pod/show/feisworld/message Support this podcast: https://podcasters.spotify.com/pod/show/feisworld/support

Welcome to the first ever “The 20% Podcast Live,” the same show that you love, but this time recorded during a LinkedIn Live conversation. This week, I was joined by Alexine Mudawar, the CEO of Women in Sales, as well as Lori Richardson, who is the President of Score More Sales, and is an OG in the Women in Sales movement.  In this conversation, we discussed: Lori's Journey From Teaching To Sales Alexine's Early Experience in Restaurants The Transition from IC to CEO The Evolution of Women in Sales Men's Role in The Women in Sales Movement Much more! Please enjoy this special The 20% Podcast Live episode with Alexine Mudawar and Lori Richardson ____________________________________________________________________________ I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me!  Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-community I want your feedback! Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn.

In this exciting and inspiring episode of The Sales Leadership Show, host Phil Gerbyshak invites Lori Richardson, the powerhouse author of "She Sells" and founder of Score More Sales, to discuss the urgent need for fostering diversity and inclusion in the B2B sales world. As a trailblazer for women and underrepresented sales professionals, Lori shares her insights on how organizations can stay ahead of the curve or risk getting left behind.Dive into this captivating conversation as Lori and Phil explore the current landscape of sales organizations, discussing the significance of amplifying the voices and opportunities for women and underrepresented groups in the industry. Listen as Lori shares her personal journey, from her humble beginnings to her tremendous success, that led her to write the empowering book, "She Sells."Discover Lori's top strategies for sales leaders to create a culture of inclusivity, focusing on mentorship, allyship, and equal opportunities for growth and development. Learn why it's more important than ever for organizations to commit to fostering diverse and inclusive teams and how this can directly impact a company's bottom line.Phil and Lori also discuss the role of emotional intelligence in sales leadership, and how empathetic communication can foster better relationships and drive performance within teams. Gain actionable insights from Lori's vast experience and expertise to help your organization unlock the true potential of a diverse and inclusive salesforce.Don't miss this eye-opening episode of The Sales Leadership Show, as Lori Richardson challenges B2B sales organizations to wake up, take action, and be a part of the change that's long overdue. Whether you lead, manage, or influence a sales team, this engaging and informative conversation is the wake-up call you need to help your organization stay ahead of the curve in fostering diversity and inclusion. ★ Support this podcast ★ This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit happyaf.substack.com/subscribe

Sales success is built on understanding others.If you don't know your buyers, you're going to struggle to make the sale. If you can't put yourself in the shoes of your colleagues in marketing, it's going to be impossible to align. And if you can't create a culture of inclusivity on your sales team, you miss out on a range of diverse perspectives that would strengthen your business.In this episode, we speak with Lori Richardson, CEO and Founder of Score More Sales, about her career-long advocacy for inclusivity in sales and what she has learned about building a more empathetic and understanding sales team.We discuss:Why understanding your buyer is the key to differentiating yourself and beating the competitionHow sales and marketing can better understand one another and work towards shared goalsWhat sales leaders need to understand about fostering a culture of inclusivityYou can order Lori's book “She Sells: Attract, Promote, and Retain Great Women in B2B Sales” here! Be sure to rate and review the podcast on your favorite podcast platform!

Sales success is built on understanding others.If you don't know your buyers, you're going to struggle to make the sale. If you can't put yourself in the shoes of your colleagues in marketing, it's going to be impossible to align. And if you can't create a culture of inclusivity on your sales team, you miss out on a range of diverse perspectives that would strengthen your business.In this episode, we speak with Lori Richardson, CEO and Founder of Score More Sales, about her career-long advocacy for inclusivity in sales and what she has learned about building a more empathetic and understanding sales team.We discuss:Why understanding your buyer is the key to differentiating yourself and beating the competitionHow sales and marketing can better understand one another and work towards shared goalsWhat sales leaders need to understand about fostering a culture of inclusivityYou can order Lori's book “She Sells: Attract, Promote, and Retain Great Women in B2B Sales” here! Be sure to rate and review the podcast on your favorite podcast platform!

In this week's Scale Your Sales Podcast episode, my guest is Lori Richardson.   Lori Richardson is a long-time sales strategist and founder of Score More Sales, a leader in B2B sales and sales leadership.   Lori leads Women Sales Pros, a collective of women sales influencers. She is also the host of She Sells summit and the award-winning podcast Conversations with Women in Sales.   Lori is the top sales influencer and author of the book “ She Sells: Attract, Promote, and Retain Great Women in B2B Sales”.   In this episode, we talk about her book “She Sells,” our ongoing campaign on retaining women in sales, culture, and mindset. Lori shares her views on International Women's day, and we discuss sales strategy and much more.   Welcome to Scale Your Sales Podcast, Lori Richardson.   We discuss: 03:30 - Hidden endemic in sales   06:20 - The She Sells book   10:03 - The evolution of culture   15:30 - Reasons why Women Sales Pros    19:34 - Common denominator of the rich people   20:49 -  How to make your life decisions   22:44 - International Women's Day 2023   24:35 - Scorecard Evaluation   29:40 - Lori's proven and tested strategy to scale sales   https://www.linkedin.com/in/scoremoresales/   Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.   Book Janice to speak virtually at your next event https://janicebgordon.com       LinkedIn: https://www.linkedin.com/in/janice-b-      Twitter: https://twitter.com/JaniceBGordon     Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast     More on the blog https://scaleyoursales.co.uk/blog      Instagram: https://www.instagram.com/janicebgordon     Facebook: https://www.facebook.com/ScaleYourSal    

Today's guest is a champion for women in sales. She has spent her career helping Fortune 500, midsize, and SaaS-based companies grow repeatable revenue, hire better, and improve sales culture to one that is inclusive and healthy. She helps fix sales team issues as a master connector. She is the founder of three brands created to improve B2B sales culture - Score More Sales, Women Sales Pros, and the She Sells Summit. She is the author of “She Sells: Attract, Promote, and Retain Great Women in B2B Sales” and host of the Conversations with Women in Sales podcast. Please join me in welcoming Lori Richardson. In this episode we discuss: her thoughts on leadership: “Leadership is paving the trail. It's knowing who you are and what you stand for even when you're uncomfortable with the title.” Lori's initial goals of wanting to be a teacher and her very early entrepreneurial endeavors like having a lemonade stand and selling girl scout cookies. her experience teaching two-year-olds and having to pivot to technology sales in order to support her family. the skills she learned from watching her grandmother sell clothes to people at a young age and how that coupled with her sales experience in selling cookies. the experience of joining a company as the first woman in field sales and being passed over multiple times for promotions. turning her former employer into her first client after she was forced out due to downsizing. her first company ‘Smile and Dial Revenue Generation Services” and why she changed the name to ‘Score More Sales.' how she widened the scope of her mission and reach with the murder of George Floyd and the pandemic. the importance and her passion for people not only talking about inclusion and equity but taking action to be more inclusive and equitable. how Lori stays in touch with her network. Listen, subscribe and read show notes at www.OnTheSchmooze.com

Research proves women outperform men in B2B sales. So, where are the women? My guest today is someone I have so much respect for in the sales community and she's on a mission to empower more women to get into sales and sales leadership. After 15 years in B2B selling and sales leadership, when not running sales consultancy Score More Sales, Lori heads Women Sales Pros, a community showcasing top women in sales. She created The She Sells Summit to bring more than a dozen women in sales groups together for bi-annual virtual events, and she hosts the award-winning Conversations with Women in Sales podcast. A top sales thought leader and sought after national speaker, Lori is also the author of the book, “She Sells - Attract, Promote, and Retain Great Women in B2B Sales”.  She clearly belongs here in the She Sells community because we have that She Sells in common. Enjoy this conversation!   Show Notes: [3:02] - Lori shares her background and her journey into sales. [5:00] - From an early age, Lori saw her grandmother stand up to the opinion of men. [6:18] - Lori was lucky that in her first tech sales job, there were other women on the sales team and the environment was great. The next company however was different. [9:10] - In this company, Lori didn't back down and showed her talent. [10:29] - In the end, it's okay if someone doesn't buy from you, but they need to know what you offer. [12:32] - Lori explains why and how she shifted into B2B sales. [14:44] - We've lost 8-10% of the women in sales which is a surprising statistic. [16:24] - There is still very much of a “bro” culture in sales that makes a lot of women feel uncomfortable. [17:47] - We need to have more women in sales and leadership but we also need a culture and environment that empowers everyone. [19:15] - The solution is to have more women in executive leadership. [21:04] - Lori shares the story of a male leader who consistently asks for feedback from the women on his team. [22:29] - Look for things that are different, not just the same old thing. [23:56] - Women are more likely to apply for a position somewhere only if they meet all the requirements. Men apply for jobs anyway. [26:02] - Everything goes back to building relationships. [28:08] - Lori explains supportive and unsupportive beliefs. [29:40] - We say mean things to ourselves in our own head that we would never say to someone else. [31:36] - These thoughts carry more judgment than other negative thinking. Does your belief support your goal? [32:30] - She Sells - Attract, Promote, and Retain Great Women in B2B Sales is a book coming out very soon. Lori describes the book and who it is for.   Connect with Lori: Website  |  Twitter  |  LinkedIn  |  Podcast   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page

Lori Richardson is the Founder and CEO of Score More Sales, a sales strategy firm helping mid-sized technology, distribution, and service companies grow front-line revenues in quick and focused ways. She is also the President of Women Sales Pros, a community of women supporting women in B2B sales and sales leadership. Lori is a sales influencer according to LinkedIn, Salesforce, and other organizations. She is the author of "She Sells - Attract, Promote, and Retain Great Women in B2B Sales". Lori also hosts the award-winning podcast "Conversations with Women in Sales" and is the creator of the She Sells Summit. Join us as we discuss the state of women in professional sales today, as well as what sales leaders and hiring managers can do to encourage more women to apply for roles. Highlights Who David Fauser is How to create an environment that is psychologically safe so people can feel comfortable working there, but also feels challenged How Lori started in professional sales The state of women in professional sales today What the experience is of teaching MBA students Why women are the future of B2B sales What resources to use to understand the art of women in professional sales Lori's book writing process The challenges in professional sales Which part of professional sales confuses Mark What the difference is between a trained salesperson versus somebody who's just learning night and day Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect with Lori Richardson https://womensalespros.com/ https://shesellssummit.com/ https://www.linkedin.com/in/scoremoresales 

Guest: Lori Richardson, Founder & CEO of Score More Sales, President of Women Sales Pros Guest Bio: Lori Richardson is a sales strategist helping leaders at midsized companies hire better sellers and evaluate the true potential of their existing sales team. In 2915 Lori started Women Sales Pros - a community to inspire more women into sales and sales leadership. Lori is the author of She Sells and is the host of the award-winning podcast, Conversations with Women in Sales.   Guest Links: https://womensalespros.com/podcast/ ScoreMoreSales - More of What Works, Now Women Sales Pros to Hire and Retain More Women in B2B Business   Books: SHE SELLS: Attract, Promote About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

In this week's episode of the Scale Your Sales podcast, my guest, Daniel Priestley talks about personal profile as a key asset to growing your business or growing your relationships with your customers.    Daniel Priestley is Entrepreneur of The Year '22, and four time Best Selling Author. He is Founder of Dent Global and ScoreApp.    Daniel Priestley is a leading authority in scaling businesses. His reputation and extensive experience with his own companies have seen him advising for inc500 leaders and unicorn Entrepreneurs as well as appearing regularly in the media.  Welcome to Scale Your Sales Podcast, Daniel Priestley. Timestamps:    00:00 - Score More Sales with Scoreapp      03:00 - Adapting as a business in the post-pandemic era    5:35 - Going from a city model to a time zone model business    7:00 - Importance of personal branding    10:35 - How data collection and conversation personalization results in better conversions    14:20 - Levels to having a personal brand    16:30 - Shortcut methods to effectively manage your profile on your networks    19:00 - Stand out, scale up and make a positive impact.    21:00 – Use key person of influence scorecard in order to increase your influence    24:30 - Difference between scorecard and a survey    Scorecard Marketing Book - Out Sept 22  Request a FREE Physical Copy and Learn how to use scorecard marketing to generate consistent, warm leads on autopilot by Daniel Priestley & Glen Carlson https://scorecardmarketingbook.scoreapp.com/ Linkedin - https://www.linkedin.com/in/danielpriestley/   Facebook - https://www.facebook.com/dpriestley    Over subscribed - https://www.facebook.com/groups/540082996136344    Instagram - https://www.instagram.com/danielpriestley/    Twitter - https://twitter.com/DanielPriestley   Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.   Book Janice to speak virtually at your next event https://janicebgordon.com   LinkedIn: https://www.linkedin.com/in/janice-b-gordon   Twitter: https://twitter.com/JaniceBGordon   Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   More on the blog https://scaleyoursales.co.uk/blog   Instagram: https://www.instagram.com/janicebgordon   Facebook: https://www.facebook.com/ScaleYourSalesJBG  

Sales influencer, keynote speaker, strategist, and author Lori Richardson runs the sales strategy firm Score More Sales, which helps company leaders in SaaS, tech, telecom, manufacturing, distribution, financial services and professional services solve sales issues and grow revenue. Lori founded Score More Sales in 2002 to help companies grow revenues through strategic sales efforts, using lessons learned from 20 years in B2B sales and leadership roles. Lori is the author of “She Sells,” written to help company executives and sales leaders find, recruit, retain, and promote more women into sales and leadership roles. She hosts the award-winning podcast, “Conversations with Women in Sales,” and is an expert worldwide on creating inclusive sales teams. Lori also is President of Women Sales Pros and the creator of the She Sells Summit.   Show Notes https://www.scoremoresales.com/ https://twitter.com/scoremoresales https://www.linkedin.com/in/scoremoresales/ https://womensalespros.com/ https://womensalespros.com/podcast/ https://www.linkedin.com/company/sales-secret-book/

It's 2022 — why is there still a gender gap in sales? Studies definitively show diverse sales teams generate more revenue. So... what's the hold up? My guest today is Lori Richardson, the Founder of Score More Sales and a passionate champion for #WomenInSales. She's an author, in-demand speaker, and one of the most popular sales coaches at Harvard Business School. Lori also serves on the advisory board of the Sales Education Foundation, where she seeks to destroy old misconceptions about our industry. Sales is a helping profession. This is backed up by the fact that during the pandemic, many women had to leave the field to stay closer to home or become full-time caregivers. Remote work has increased the accessibility of sales roles, but Lori still encounters all-male teams all the time. But women are the majority of undergraduates now. Many companies haven't yet realized that female sales pros bring a lot to the table, such as empathy, coachability, and a deep motivation to succeed. Lori believes diversity builds strength, which leads to higher revenues. Customers want to buy from brands that reflect their beliefs and values — and companies lagging behind the times will be on their way out. Check out the full episode

When I think about women in sales (and I do, a lot), I think about Lori Richardson. Back in 2002, Lori started Score More Sales, a sales consultancy that helps others reach their full growth potential through hiring strategies and existing sales team evaluations. She's also the president of Women's Sales Pros, a community that helps companies attract, promote and retain great women in sales and inspire them to obtain leadership positions. In this episode, Lori shares her journey and how she's balanced her big goals with the rest of her life.This episode was edited and produced by Earfluence.

HIGHLIGHTS03:00 Lori transitions from being a teacher to a sales professional08:35 Outstanding sales teams use data and common terminologies 13:03 Top sales managers' core competencies17:31 On learning skills: Get out of the comfort zone and grow21:15 Motivation versus inspiration23:40 Inclusivity in the workplace also reflects back on who your buyers are27:18 Getting sales leader buy-in, goal setting, and life hacks33:55 The She Sells Summit on November 3, 202136:41 An athlete's mindset brings resilience to sales  41:15 Awesome managers versus awful managers43:28 Do you love winning or hate losing? What does success mean to you?46:30 Connect with LoriQUOTES11:40 "Getting data and having common terminology and a level playing field is something that I would encourage everyone to do on their sales team because your idea of coaching, just like my idea of selling, you know those are action-packed words."15:57 "Desire is one of the top things, so you have to be willing to be the leader to manage no matter what and be committed to it and to take responsibility. And so, you set an example for your reps, so then they take responsibility."24:32 "It's inclusive in so many ways. It's age now. It's ability-wise. There there's so many different ways we can add powerful members to our team who have different backgrounds than we do and make it a better team."37:46 "What top athletes and top sellers have in common is the mindset piece, the idea that if you had a game on Friday night and you lost, you can't come in to Saturday's game thinking you're going to lose again."42:47 "It's really important that you know what type of a leader you are and if it is just for the job and to help someone do that, then do that really, really well. But learn what servant leadership is so that it's not all about you. It's about them."You can learn more and follow Lori on the following links below.LinkedIn - https://www.linkedin.com/in/scoremoresales/Twitter - https://twitter.com/scoremoresalesInstagram - https://www.instagram.com/scoremoresales/Facebook - https://www.facebook.com/ScoreMoreSales/Website - https://www.scoremoresales.com/If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.LinkedIn - https://www.linkedin.com/in/jordanbenjamin/Website - http://mycoreos.com/Podcast - https://www.mycoreos.com/podcastEmail - Jordan@MyCoreOS.comTwitter - https://twitter.com/jbenj09

Lori Richardson is the founder of Women Sales Pros and a B2B sales and revenue growth strategist at her own firm, Score More Sales. Lori is also the host of the Conversations with Women in Sales Podcast, a show that features women in sales who are doing incredible work and their male counterparts who have become allies. Each episode features topics such as leadership, career management, overcoming adversity, sales and marketing alignment, content creation, and more.

When I think about women in sales (and I do, a lot), I think about Lori Richardson. Back in 2002, Lori started Score More Sales, a sales consultancy that helps others reach their full growth potential through hiring strategies and existing sales team evaluations. She's also the president of Women's Sales Pros, a community that helps companies attract, promote and retain great women in sales and inspire them to obtain leadership positions. In this episode, Lori shares her journey and how she's balanced her big goals with the rest of her life.This episode was edited and produced by Earfluence.

Lori Richardson helps companies with sales transformation through data and best practices. She teaches HR and sales leaders how to hire top sales talent. They have a tried-and-true process to show company leaders data and insight about their existing sales reps, leaders, processes, and pipeline. She is passionately obsessed with sharing the career (craft) of business-to-business selling to those in college, universities, and those considering possible career change - especially for women. B2B sales is an admirable profession. It can be a flexible profession (hours / location / types of industry) and it can be a very lucrative ($$) profession. She love sales and will always be known as a seller at heart.She is a change-maker—a game-changer. She has been given a lot of energy every day to do positive things, and with the support of great peers and role models, she work to do that. Lori helps fix sales team issues - and she is a master connector, so it's only natural that she trains sellers on referral strategies.Lori believes in a big, abundant world. We work best with big picture thinkers and visionary leaders.To find out more about Lori Richardson, connect with him on the links below.Podcast - Women Sales ProsWebsite - https://womensalespros.com/You can also get a copy of Lori Richardson's book called She Sells at https://womensalespros.com/.Join the Sales Hustle Community! Text “Hustle” to 424-401-9300!If you're listening to the Sales Hustle podcast, please subscribe, share, and we're listening for your feedback. Also, if you are a sales professional looking to take your sales career to the next level, please visit us at https://salescast.co/ and set a time with Collin and co-founder Chris.Please make sure to rate and review the show on Apple.

Lori Richardson, founder and CEO of Score More Sales, talks about changes that B2B sales has undergone in the last year and a half and what that means for fielding a strong sales team.

Lori is a passionate Sales Influencer and she explain to us Why we need more women in sales, we chat about her new book She Sells and how she came to be so passionate about this sales. Founder of Score More Sales

Lori Richardson is the CEO of Score More Sales, Founder and President of Women Sales Pros, and a top sales influencer on LinkedIn. Much of her work is focused on assessing and evaluating salespeople and sales leaders. In this podcast, Lori and Jeremey talk about predictive factors for job performance, what it means to hold salespeople accountable, why it’s so important to make data-based decisions, and more. Visit SalesLoft.com for show notes and insights from this episode.

Lori Richardson is working literally to change the face of B2B sales. She is CEO of Score More Sales. A sales strategy company. Also, the president of Women Sales Pro, promoting more women in sales and sales leadership. Lori is a popular keynote speaker on Sales and Women in Sales and is recognised by LinkedIn as a top voice in B2B sales. Advising on how to ride out this pandemic, Lori said, the most important things is a mindset, it is everything. The people who have been consultative sellers - keep doing what they are doing because we are all about adding value, we are all about listening to our buyers, were about understanding who our buyers and customers are. Keep doing that. Be more consultative and how more than ever be of more value as sellers. If you can get away from that vendor status, that is the dream. Sales leader need to re-orientate what they are doing and do it better, not like a micro-manager. Setting a tone for every day they need to get on a group call and maybe an end of the day call to see, what their teams are working on, what they are excited about and let people know that we are all in this together. Folks are accessible now so; it is a great time to set up appointments, set up meetings and then talk to people when perhaps you can get their whole buying team on a conversation. Talking about her book, She Sells, which will be available August September, Lori said, the inspiration came to her at a pivotal moment. She was consulting with a company, looking out at a room full of sales leaders and realising in this entire room of 70 people had only four women. She realised she needed to find out why, after so many years since she started in sales, little had changed. Over time, Lori collected stories and interviewed both men and women. Since Covid-19 looking at the state of diversity and inclusion and sales, there are still companies in crisis right now, companies are changing their messaging and how they do business, and where they do business. More than ever, it is critical that we have diverse sales teams because women bring so much to the table. When it comes to more empathy, more communication, strong listening skills, and just having diverse opinions, women handle risk differently than men. These are the critical things that we need going into post-COVID unchartered waters, a time we have never dealt with before. The book, She Sells has pivoted and rewrote a couple of chapters to reflect why it is an imperative rather than a nice to have. Biases are changing, for example, higher-level sales executives have massive amounts of travel, in fact, said Lori, we call them road warriors, right. This does not have to be the case anymore. It will be interesting whether companies adapt and the company leadership view of how things could change. I am curious to see whether some women get out of sales because of the quota, and having fewer customers or maybe it is chaotic at their company, who knows? And it will be interesting to see how all these things kind of shakeout. Gartner recently updated their women and sales research, that chief revenue officers and companies think that the balance of gender is okay, and that goes against what we show in in the statistics. It shows that people still need to have compelling reasons to make an effort for more women and sales. And I do talk about the fact that it does take some extra effort because as women generally work extremely hard in a role and accomplish many things, but we will not shout it out to everyone. There are some great male allies that support women; we need leadership to very clearly set out what the mission and the vision of the company what they stand for and then walk the talk. Women more than men care about working for a company whose ethics match their own and who will walk. You can pre-order She Sells Attract, Promote, and Retain Great Women in B2B Sales, from Women Sales Pro https://womensalespros.com/shesells website. I am a privilege white woman and share her experiences stating it is hard to say speak of other people experiences, who is not like me. This book is about gender, and she believes the next step, and she wants to enrol more people in helping share their story. Lori wants to see more extensive ethnicity and inclusion, noting ageism is a big issue, particularly in technology in companies. Those with less able and mental health, and more folks for the military. Lori offered her tried and tested to scale. One of the most underused, opportunities is to build what she calls the third list of strategic referral partners. It is a great time to do this during the pandemic because you have a list of your customers, you have a list of your prospects. But do you have a formal record of people who could refer your multiple times on an ongoing basis, and do you have a consistent process for how and when you contact them? Building a strategic refer network and having a process that you methodically work your extended network. When asked, who is your Shero? Jill Konrath, she is a good friend now she is written four books on sales. They are all excellent, and they are all relevant, and I reached out to her and us over time, we built an extraordinarily strong friendship. Ultimately, Women's Sales Pro was created because of Jill's inspiration. Jill is standing up and wanting to see more women on the main stages in sales conferences and at company events. https://www.linkedin.com/in/scoremoresales/ https://womensalespros.com/shesells/ https://twitter.com/scoremoresales

Check out all of the resources available to you by the Sales Made Simple podcasthttps://www.nancy.madesimplebusinesslearning.com Watch the story of the big rocks from Stephen R. Coveyhttps://resources.franklincovey.com/the-8th-habit/big-rocks-stephen-r-covey

Lori is the type of saleswoman who learned the power of referrals by having a lemonade stand on a dead end street. As the Founder or both Score More Sales, and Women Sales Pros, she describes not just why we need more diversity in sales, but how we can attain it. She tells us the story of how she learned to stand up for herself, and how direct supervisors often play the most important role in the development of your career. You're sure to love this episode and Lori shares her on thoughts on topics such as: Why sales is still a black hole  Why only 13-18% of revenue leaders are women How everybody needs a "Richard" in their life Imagine not having BIG DREAMS! How awful is that? Why a lack of attention to detail has both won and lost her deals

This week on the Sales Hacker podcast, we speak with Lori Richardson, founder of Score More Sales.   Lori is passionate about pursuing, advocating, and furthering the cause of female sales leadership and helping women advance through their careers. To that end, Lori also founded Women Sales Pros, the first community online dedicated to helping smart, savvy women get into B2B sales positions and sales leadership and to help companies find and develop great women sellers. We talk about what makes a great sales person.

This week on the Sales Hacker podcast, we speak with Lori Richardson, founder of Score More Sales.   Lori is passionate about pursuing, advocating, and furthering the cause of female sales leadership and helping women advance through their careers. To that end, Lori also founded Women Sales Pros, the first community online dedicated to helping smart, savvy women get into B2B sales positions and sales leadership and to help companies find and develop great women sellers. We talk about what makes a great sales person.

More diversity on your sales team means more ROI. But far too often, not enough women apply. So how do you attract more qualified female applicants to your sales candidate pool? Lori Richardson knows. She's been a woman in sales for years, and currently serves as the President of WOMEN Sales Pros, and as the CEO of Score More Sales. Her experience working directly in sales, as well as her decade and a half experience strategizing with B2B companies in their pursuit of shoring up higher sales volumes, has given her some perspective on how to attract women to your sales team. She comes on our show today to give us her advice. Check out more sessions like Lori's at the #FlipMyFunnel Conference on August 8th in Boston: https://flipmyfunnel.com/2018-flipmyfunnel-conference/ (Use promo code PODCAST for a discount on tickets!)

SHOW NOTES SUBSCRIBE TO SALES SECRETS PODCAST ITUNES ► https://itunes.apple.com/us/podcast/sales-secrets-from-the-top-1/id1455492030?mt=2 SPOTIFY ► https://open.spotify.com/show/1BKYsQoP1eXgHQcJtQJn1z?si=X1XhrMSlQpSfvQyCarxsNQ YOUTUBE ► https://www.youtube.com/channel/UCVUhkUq4OQo9b4GUlfXmlCg THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADS WEBSITE ► https://www.seamless.ai LINKEDIN ► https://www.linkedin.com/company/seamlessai/ JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcast SHOW DESCRIPTION Brandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world’s top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them. SALES SECRET FROM THE TOP 1% WEBSITE ► https://www.secretsalesbook.com/ LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ ABOUT BRANDON Brandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success. Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world’s best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others. Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.” FOLLOW BRANDON LINKEDIN ► https://www.linkedin.com/in/brandonbornancin/ FOLLOW LORI WEBSITE ► https://vengreso.com/ LINKEDIN ► https://www.linkedin.com/in/scoremoresales/ WOMEN SALES PROS ► https://womensalespros.com/expert/a/

Ep4: Randy starts his Women in Sales leadership series by talking with Lori Richardson of Score More Sales. Why aren't more women working in sales and sales leadership positions? What can companies and candidates do to open up the market for women and impact the industry? Lori is one of the 2018 LinkenIn® top 10 Sales voices. Learn more about her sales empowerment and development programs at www.scoremoresales.com

Our guest on this episode is Lori Richardson. Lori is the Founder of Score More Sales and the President of WOMEN Sales Pros.     Lori and I start the conversation discussing how she got started in sales as a single Mom that was teaching at the time. We also discuss Lori’s involvement in WOMEN Sales Pros, the importance of diversity in sales and the Sales Enablement Society.    Enjoy!   Hey Best Sellers are you looking for a fun event to attend? Then check out the T-REX Summit. T-REX is the Southeast’s premier B2B sales and marketing growth conference. So if you own a number or are contributing to grow at your company then check out the Revenue Exchange to find out more about our T-REX summit. We already have a terrific lineup of speakers including Andy Paul, Sangram Vajre, Steve Richards, Donald Thompson and Coach Sylvia Hatchell from the UNC Women's Basketball team. 

In this episode of the Advantages Experts Podcast Series, Lori Richardson, founder of the sales consulting firm Score More Sales, offers her expertise for reps who want to take back control of their days in order to be more motivated and productive.

      Sales is a profession with a steep learning curve, and a short timeline to produce results. If you’re a new sales development rep (SDR), what can you do to succeed, and what mistakes should you avoid? Host, Darryl Praill interviews Lori Richardson on this topic.    About our guest, Lori Richardson Lori Richardson is the founder of sales consultancy Score More Sales, where she helps company leaders fix sales team issues to grow more revenues. She is the voice for "more women in sales” and is the President of Women Sales Pros, chartered to get more women into B2B sales and sales leadership roles in companies with male majority sales teams. In Lori's technology and financial services sales career she worked for 23 different sales managers and she has helped onboard over 1,000 SDRs, BDRs, and AEs in a 3 year period. Her new book, "She Sells, She Leads" will be available in September.  

In this interview, Susan asked Lori Richardson these questions: How does generating revenue look for your business? What are the key services/products you offer that generate the most revenue? What is a tip you'd like to share to generate revenue? Listen to this short episode with a HUGE aha moment in it. About Lori Richardson: Lori RichardsonCEO, Speaker & Founder Lori founded Score More Sales in 2002 to help companies grow revenues through strategic sales efforts, using lessons learned from 20 years in B2B sales and leadership roles. Extrovert/Super Connector   Lifelong Learner/Teacher

CRM is all about the customers. But you need to get your company mission, statements and more to them so they have the accurate picture of what your company is about, what your leadership stands for and their credibility.----more---- Presenting YOUR message in an easy to access way is a start to ensure they learn about you from you. Susan Finch has some tips for an online press kit for your company - no matter the size, even for solos. Our next segment is with Lany Sullivan of Events by Lany. Lany's expertise is events. But before the event begins, you need to define WHY you are having the event, and your target audience. In events there are 5 different areas that will help you build a solid foundation for your event. Defining Your Purpose & Goals Identifying Your Target Audience Creating an Amazing Experience Budget Planning & Management Setting an Event Timeline Then we have our guest, Lori Richardson, CEO of Score More Sales, giving us her top revenue tip. Hint: It's free and right at your fingertips. Rooted in Revenue is a weekly podcast with hosts, Lany Sullivan and Susan Finch. You can subscribe to never miss an event: RootedinRevenue.com and go through past episodes for guides and free tips to get you started.   Sponsor for CRM Radio: Goldmine CRM  Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with     Windows server-based applications but looking to off-load their on-premises server equipment.

Are you ready to get some sales? If the thought of you finding new clients makes you want to curl up in a ball and hide from civilization for a few days, you're not alone. Most bookkeepers just want to do the books and let word of mouth referrals bring in the business. That's not always enough. Many times you'll have to go out in your community and go to networking events or other public places to meet prospects. For bookkeepers this can be a frightening thought. Our guest today is a sales expert who has lots of experience helping service-based business owners get over their fears in order to increase their profits. Lori Richardson of Score More Sales will help you change your mindset around sales and show you that it's actually a way to help build strong and vibrant communities. During this informative interview, you'll learn... -Why it's important to focus on relationship building and helping others when networking -The key questions to ask to find out if the person you're with is either a suspect or prospect -Why you should never take rejection personally when someone decides not to hire you To find out more about Lori and check out the resources mentioned in this episode, visit http://www.thesuccessfulbookkeeper.com/

This week we’re chatting with the CEO of Score More Sales and the president of Women's Sales Pros, Lori Richardson. As an expert in helping people become better leaders, build better sales teams, and ultimately increase company sales, Lori is here to explain the most common environments that breed sales issues and what you as a salesperson deserve from your manager. Lori is also a champion for women in the sales industry, and we discuss her reasons why companies aren’t getting the strong female job candidates they want and need. Episode Highlights: Why Lori Richardson is so passionate about working in sales Pinpointing the pain of sales issues in a team The top triggers that breed problems in the pipeline The metrics of a good salesperson Coaching a sales rep Why women in sales are the next big thing Workplace assessments and coaching More From Lori Richardson: Check out Lori’s company Score More Sales and follow them @scoremoresales on Twitter Visit Women Sales Pros on the web and follow @womensalespros on Twitter Want to speak directly with Lori? Send her an email at lori@scoremoresales.com Quotes: “It takes many ‘whys’ to get to the bottom of things”- Lori “At the top of the funnel, companies are more alike than not”- Marylou “You have to have somebody in your corner, specifically your sales manager, and they need to coach you and help you develop professionally”- Lori “To see leaders who are both men and women, who are different ages, young and old, it’s really important to be able to see that because it helps people to better envision themselves in those position”- Lori

B2B Nation was invited to an exclusive CEB Expert Roundtable interview. Brent Adamson, author of "The Challenger Sale" moderated the discussion. The panel included Nick Toman, Head of the Sales Leadership Council at CEB, author Jill Konrath, and Lori Richardson, CEO of Score More Sales. This is the First Session of the roundtable where the panel discussed complexity for the sales rep. Enjoy!

B2B Nation was invited to an exclusive CEB Expert Roundtable interview. Brent Adamson, author of "The Challenger Sale" moderated the discussion. The panel included Nick Toman, Head of the Sales Leadership Council at CEB, author Jill Konrath, and Lori Richardson, CEO of Score More Sales. This is the Second Session of the roundtable where the panel discussed complexity on the customer side. Enjoy!

B2B Nation was invited to an exclusive CEB Expert Roundtable interview. Brent Adamson, author of "The Challenger Sale" moderated the discussion. The panel included Nick Toman, Head of the Sales Leadership Council at CEB, author Jill Konrath, and Lori Richardson, CEO of Score More Sales. This is the Third Session of the roundtable where the panel offered practical tips for overcoming complexity. Enjoy!

B2B Nation was invited to an exclusive CEB Expert Roundtable interview. Brent Adamson, author of "The Challenger Sale" moderated the discussion. The panel included Nick Toman, Head of the Sales Leadership Council at CEB, author Jill Konrath, and Lori Richardson, CEO of Score More Sales. In this episode, the panel discussed the complexity of the salesperson’s job and how that complexity impacts productivity, advice for sellers within the complex sales cycle, eternal complexity of the customer’s lives and how empathy can improve communication, advice on what sellers should do with newfound free time if processes are simplified, and more! This expert roundtable was recorded live at the CEB Sales and Marketing Summit in Las Vegas, Nevada.

In this episode, Lori Richardson, President of Score More Sales, and President of Women Sales Pros, discusses how companies are missing out on the opportunity to accelerate their sales growth by not doing more to recruit and hire qualified women sales reps. Research studies have found that female sales reps routinely outsell their male counterparts. Given that data, if you’re a sales manager, why aren’t you making it a priority to hire more female sales reps? Among the key topics we discuss include: Why the modern sales force continues to be overwhelmingly male dominated. Why female sales reps have higher average quota achievement than men. But are still paid less for the same work. How to attract increased numbers of qualified women candidates for sales jobs How to spot the hidden signals that companies send out that communicate a lack of upward career opportunity for women sales professionals. How to identify the unconscious gender bias in your sales job descriptions that deter female applicants. If you’re in sales or sales management, then you definitely need to listen to this episode.

In this episode, Lori Richardson (the founder and CEO of Score More Sales, a sales training firm, and President of Women Sales Pros) shares her own journey as a single mother through the ranks of the sales profession, overcoming the numerous obstacles placed in her way to become the founder and CEO of her own sales training company.

In an earlier segment, Rick Bennett taught us about spending as much as $10,000 per contact.  In this segment, famed sales trainer and Score More Sales blog author Lori Richardson tells how to use what she calls a "Social Surround" strategy to take that cost-per-contact figure down to $0.  Warning:  dividing by zero to calculate ROI may cause computer meltdowns, black holes and momentary inversions of reality.