Share what you know with millions of people

Focus is the best place to turn what you know into remarkable content

×

Lori Richardson

Follow Following Unfollow

Founder & President, Score More Sales

588 points

Lori Richardson spent 20 years in technology and financial services positions in corporate America. She has been a sales rep in the Fortune 500, as well as a sales leader and a director of education. For the last 9 years ...

Lori Richardson spent 20 years in technology and financial services positions in corporate America. She has been a sales rep in the Fortune 500, as well as a sales leader and a director of education. For the last 9 years, Lori founded and has led Score More Sales, and is a sought-after sales strategist and business coach for companies with $2M-$50M in annual revenues and from 20-400 employees. Expertise is in prospecting, brand building, social selling, strategic partnering, time management, inside sales, and in bringing deals to closure.

» read more » read less

WEB: Score More Sales G+

May 23, 2012

Lori Richardson and 11 other people answered this question

What techniques do you use to get your lost customers back?

Unless you sell "one purchase in a lifetime" products and services, it is never too late to follow up with a former customer.
I love the idea of actually ASKING them why they left (if you don't know why - and even if they told ... more

Customer Service

Customer Loyalty

May 23, 2012

Lori Richardson is now following Adele Berenstein and 10 other people

May 23, 2012

Lori Richardson and 3 other people answered this question

Is a $1,000 "inbound" lead more valuable than a $1,000 "outbound" lead?

Dan, I know you asked for "one or the other" but I have to say, BOTH. I want my inbound team working on finding those ready to buy, and I also want my inside sales reps prospecting similar companies to our existing clients, sharing value-added ... more

Inbound Marketing

April 30, 2012

Lori Richardson and 11 other people answered this question

How do you stay focused?

Helen, this is the #1 issue for sales people and small biz owners. One quick tip I use and recommend: Make a list on Monday of those tasks and projects that will bring you closer toward revenues. Share that list with someone: an accountability partner, ... more

Personal Productivity

April 12, 2012

Lori Richardson asked a question at this roundtable

How to Network at Events [4/16 @ 11 am]

What are some of the worst things you've seen people do at networking events?

Information Technology

Lead Generation

April 12, 2012

Lori Richardson and 6 other people answered this question at this roundtable

Sales Influencers: Part Two [4/12 @ 1 pm]

Does using the term "Sales Influencer" indicate something negative - that you are working to influence in order to obtain sales?

Great points - I was wondering from the point of view of the actual title, having both "sales" and "influencer" in the same phrase. We agree it is not the same as a "thought leader" ? or is it? more

Thought Leadership

April 10, 2012

Lori Richardson asked a question at this roundtable

Sales Influencers: Part Two [4/12 @ 1 pm]

How can you build your company's brand and grow revenues through sales influence?

Thought Leadership

March 29, 2012

Lori Richardson recommends this answer by Jill Konrath

What is YOUR definition of a "sales influencer" in a B2B organization?

Great question, Lori. You're making me think. Certainly executives are sales influencers. Their peer relationships can open doors, create opportunities and impact decisions.
But the truth is, lots of people can be sales influencers. In every company, there are people who have expertise. If they ... more

Thought Leadership

March 22, 2012

Lori Richardson and 2 other people commented on a roundtable

How to be a Sales Influencer – Grow Your B2B Business through Thought Leadership

Jonathan Farrington wrote a blog post about being relevant, which ties into our topic. What do you think? http://www.thejfblogit.co.uk/2012/03/21/the-key-to-becoming-relevant/ more

Thought Leadership

Feb. 10, 2012

Lori Richardson recommends this answer by Trish Bertuzzi

How to make cold prospects warm customers?

Be human
Speak their language
Tell a bigger story
Selling is about people having conversations. When you reach out to someone, whether through a referral or just on your own, you need to quickly and concisely communicate to them that you understand their business and ... more

Following 11 Topics

Customer Service

Marketing Automation

Sales Management

...

Social Business

Following 31 People

Followed by 45 People

Knowledgeable in 57 Topics

#31 of 2156

#114 of 2984

Sales Management

#24 of 522

#10 of 217

#6 of 419

#46 of 1456

General Management

#64 of 1194

Sales Presentation

#4 of 22

#16 of 341

Thought Leadership

#2 of 27

#16 of 233

#170 of 1429

#6 of 64

#13 of 111

#46 of 290

Information Technology

#369 of 2263

#6 of 32

Sales Training Techniques

#8 of 41

#33 of 220

Lead Generation

#46 of 250

#5 of 28

Small Business Strategies

#6 of 52

Social Media Strategy

#10 of 57

#33 of 130

#145 of 636

#15 of 54

#31 of 131

#12 of 22

Telemarketing Employees

#7 of 22

Training and Development

#6 of 24

#7 of 24

#14 of 38

#19 of 47

#29 of 71

#25 of 84

#34 of 87

#40 of 99

#32 of 100

#45 of 134

#36 of 141

#47 of 142

#52 of 155

Entrepreneurship

#52 of 159

#69 of 180

#206 of 466

#232 of 508

#250 of 749

Customer Service

#315 of 785

Human Resources

#503 of 1481

Sales Organization

#14 of 20

Outbound Marketing

#14 of 23

#24 of 37

B2B Marketing Week

#41 of 54

#133 of 194

Lead Management

#149 of 261

Email Marketing

#184 of 273

#391 of 519