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Category Archives: Innovation & Inspiration

Experts Weigh In On Sales Influence

by on March 30, 2012  

Yesterday I moderated a very interesting discussion on what a B2B company needs in order to create an environment that can help develop sales influence among the ranks.

Hear the Focus roundtable audio with sales experts Jill Konrath, Jonathan Farrington, and Greg Alexander discussing their views.|titles=Focus

Weigh in on the topic through a comment on the blog or on the Focus event page.

Lori Richardson is recognized as one of the Top 25 Sales Influencers for 2012 and speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for tips and strategies in selling.


Watch These Sales & Marketing Thinkers in 2012 – Best of 2011

by on December 30, 2011  

thought leaders sales 7 marketing 2012As we wind down the year and look to turning a new leaf, it is time to recognize those who are working to improve the world of B2B selling and marketing – thanking them for what they do and encouraging you to reach out to learn and grow in the coming year. Developing professionally by expanding your knowledge is one of the best ways to grow market share. Please create a plan for your professional development in 2012. Keep these folks on your radar to do that:

Guy Kawasaki – you are enchanting.  Alltop is THE place to find great blogs on any topic and get a preview before you click.  Plus, like us, you love hockey.

Jill Konrath – you keep us thinking, and you write in a way that people “get it” – thanks for setting the bar high, for your focus, and for being a mentor to many of us in the selling profession

Jonathan Farrington – you are blazing a trail in sales and marketing leadership and have taught me how to rally the troops when you want to get something accomplished. I’m thrilled to be connected with Top Sales World.

Hubspot – you walk your talk in content creation and offer us amazing lessons in pull versus push.

Special Hubspot recognition – Dan Zarella – you work is amazing. Thanks for all the contribution of marketing data into the business world.

Gerhard, Lisa, Larissa and all at Selling Power and the Sales 2.0 Conferences – what great ideas you’ve brought to the B2B world.

The team at RainToday – you put out incredible stuff. Hope to meet you all in 2012.

Great sales and marketing aggregator sites like Focus  Top Sales World  Smart Selling Tools  The Customer Collective  Salesopedia     Eyes on Sales.

Cheerleaders for getting endorsements on your website: the Testimonial Director team. Chris and Colleen – love what you do.

New “magazine” approach (love this) of SoldLab also the G&B Magazine new digital magazines for Facebook, Twitter, LinkedIn, and Google+. Nice stuff.

IBM – one word, Watson. How cool is he/it?  Also to the trailblazers within EMC, HP,  and other technology companies working to stay on top of business and grow it.

Marc Benioff – founder and creator of, you get our attention, and then you create amazing new products and services

Mari Smith – Your journey to prominence has been graceful and powerful. Continued success.

All my Sales Shebang peeps including @jillkonrath  @ardath421  @cfrancisvoice @goforno @sharpenz @annekeseley @annemillerny @eisellingpros  @danitabye  @debbiemrazek  @jeanettenyden @referralsales @kellymccormick_ @kendraleelka @upyourtelesales @sellingtools @bridgegroupinc @josianefeigon @salesdiva 

Twitter, Facebook for business, and LinkedIn – all B2B companies need to be using you in 2012.

Twitter at least for research and for listening. Facebook for a business page since everyone is there already, and LinkedIn to use deeper and broader than most B2B companies now use it.

My colleagues in B2B sales training, coaching, speaking, and writing – more about you soon. Special note to friend and colleague Miles Austin of Fill the Funnel, Craig Rosenberg of Funnelholic (with new baby this year!), also  Trish Bertuzzi (and Matt) at The Bridge Group and the consistent, helpful sales blogging of Anthony Iannarino.

We’re more proud of our blog at Score More Sales and our business Facebook page  than ever and are committed to great valuable content for you every business day of 2012. May I better absorb and learn about Google+, Quora, and other tools I feel we should understand.

Post the sites we missed as “comments”  – I promise it was not intentional – there is so much good stuff out there!

Call us if you need help with B2B sales prospecting, bringing B2B sales opportunities to closure, or getting your team fired up for 2012 – we travel throughout North America – and beyond, when invited.

Grow Sales: Have a Sales Contest with Yourself!

by on May 28, 2011  

Gold Medal Sales ContestWe talk to entrepreneurs every day who want to turn their ideas, products, and services into dollars but struggle with selling. One reason we find struggle is because most small business owners have little or no background in sales. In fact, some people can’t even use the word “sales” because of the negative stuff it conjures up in their minds.

We love sales – it is the culmination of combining great branding and marketing – clearly getting YOUR message of differentiation and value out to the world – and then asking companies and individuals who really would benefit – to work with you. Unless you are an amazing writer and content creator to draw tens of thousands of potential prospective customers to your website, you will need to know how to reach out and grow your business.

Even with great content creation, there comes a time when you need to further connect by phone, or through well-crafted emails to move these opportunities forward.

So, we bring to you the idea of having a sales contest – whether you are a company of one, or a sales rep in a Fortune 500 corporation. How do you do this?

Set your own game plan – choose something that will motivate and inspire you – and think BIG. A trip to Spain, Caribbean cruise, or a piece of property for that vacation home. Then create some activity goals, such as talking directly to a dozen of your strategic partners with next actions for each, or to find 50 more “probable” prospective We are serious about this, for a couple of reasons -

1. It will help you focus on activities that lead to more revenue

2. It will help you find the low hanging fruit – or quicker opportunities sooner

3. It will help you build the pipeline of sales opportunities, because you need more opportunities than you may think. Not all of your more “probable” prospective customers are ready to buy, and to work with buyers and their buying process, you need a lot of opportunities.

You can set a number of smaller goals – a new smart phone or iPad or something that will actually help you grow business. Also, you can team up with someone who shares your drive and enthusiasm to build revenues as an accountability partner for this project.

Have you set a goal to bring some of your business to closure? Post in the notes what you did, or what you plan to do if this in any way inspires you to take action.

Our revised 50 Days to Build Your Sales is available soon!  Get inspired and take action!

When Competitors Cooperate, Big Revenues Can Happen

by on May 17, 2011  

How well do you know others who sell in your niche, your space, your target market? What if you thought of your “competitors” not as such, but rather as “industry counterparts”. Do other companies and professionals do EXACTLY what you do? I doubt it – in most cases, YOU are the differentiator and your business is different because of your background (and those who work with you).

I get the chance each year to spend time with amazing women in selling – sales strategists, top keynote speakers, authors and consultants in sales effectiveness and sales enablement. It is called, Sales Shebang, and is put on by best-selling sales author Jill Konrath. Konrath’s thinking is that since around half of sales people are women, why not have more sales strategists, trainers, and conference speakers also be women – as successful role models and as a voice different than the “old guard” or the “old boys network”? As Jill’s star rises, she welcomes the opportunity to let other amazing womens’ stars also shine.  I find it totally refreshing and amazing.

When a conference organizer says that there really aren’t as many visible women in selling, Konrath suggests they just haven’t had their 5 minutes of fame yet – and often will suggest two or three others, in addition to herself, who could speak on a panel or in a breakout session on selling.

So what do my peers do when we all get together? Hide our best stuff, and keep distant from others? Nope – we share million dollar ideas. Openly. Can you do that in your industry? What if you could?

Think how powerful collaboration is over competition (that’s one of the tenets of business networking platform Biznik.) The idea is that, as a small business owner and entrepreneur, you don’t have time to re-create and re-create things that have been done over and over by others. Learn from other people’s mistakes – and gain ground.

They do this in the small college town of Bellingham, WA – north of Seattle. Web Designers Unite is where local web professionals share ideas and leverage each other to do bigger work – in a SMALL town! I wonder why we don’t see more collaboration like this in New York or San Francisco or Chicago?

What could YOU do if your “industry counterparts” helped you win and grow? What is stopping you from organizing your own group or event?  Post if you have done this or are doing it – we’ll share your stories, and it helps other biz owners think bigger.