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Steve Richard

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Co-Founder & Chief Content Officer, Vorsight

56 points

Steve Richard is Co-Founder of Vorsight, currently #1689 on the Inc. 5000. Steve has been featured in The Harvard Business Review, The Washington Business Journal, The Washington Post, CNN/Money, and is a CNBC guest contributor. Outside of work, Steve ...

Steve Richard is Co-Founder of Vorsight, currently #1689 on the Inc. 5000. Steve has been featured in The Harvard Business Review, The Washington Business Journal, The Washington Post, CNN/Money, and is a CNBC guest contributor. Outside of work, Steve volunteers for Columbia Lighthouse for the Blind and enjoys diving, skiing, running, and time with his growing family.

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WEB: Prospecting Blog

July 14, 2011

Steve Richard and 4 other people answered this question at this roundtable

B2B Lead Generation: How to Use the Phone to Drive High Quality Leads [7/13 @ 1 pm]

What are the important qualities to a salesman that make him lethal on the phone?

1. Smart
2. Hungry
3. Open minded and willing to learn
4. Hard working
BONUS: Lives on the phone (we have a woman working for us now that literally lives on power dialers all day and loves to just chat with people. She's putting up numbers I've never seen.) more

B2B Marketing Week

June 23, 2011

Steve Richard answered this question at this roundtable

Strategies for Getting In: How to Reach That Prospect You MUST Talk To [6/23 @ 1 pm]

The Hard sell doesn't work any more....comments please

Being persistent isn't the hard sale...it's the game to start a discovery process with an exec to see if there's a need. more

June 23, 2011

Steve Richard and 6 other people answered this question at this roundtable

Strategies for Getting In: How to Reach That Prospect You MUST Talk To [6/23 @ 1 pm]

Are you comfortable calling a prospect on their cell phone?

Yes. You're leaving a lot of money on the table if you aren't. Find a way to get comfortable. more

June 23, 2011

Steve Richard is now following Ken Krogue and 1 other person

June 23, 2011

Steve Richard is speaking at this roundtable

Strategies for Getting In: How to Reach That Prospect You MUST Talk To

May 27, 2011

Steve Richard and 38 other people answered this question

How long does it take you to write a blog post?

Easy: one hour. Nobody reads our blog though, so it might not be any good.

Online Marketing

April 13, 2011

Steve Richard and 12 other people answered this question

Agree or disagree: Is it easier than ever to reach prospects on the phone?

Want to know why sales reps are so into email when research shows that calling is still the best way to prospect? Look no further than Neil Rackham’s explanation of why salespeople used to be obsessed with those cheesy “closing” techniques on page 38 of ... more

March 15, 2011

Steve Richard recommends this answer by Henry Schuck

What impact do you think direct dial numbers have on the productivity of Inside Sales teams?

Steve Richard @ Vorsight talks a lot about the value of having Direct Dials - here is a quick link: http://blog.bridgegroupinc.com/Blog/tabid/47760/Default.aspx?Tag=sales%20tips.
We work with hundreds of inside sales teams at technology companies and the big advantages we hear are:
1) The reps are more efficient with direct ... more

Inside Sales Teams

Feb. 17, 2011

Steve Richard and 6 other people answered this question

Inside Sales Best Practices: What are your 3 tips for aligning inside sales with field sales?

Bob's points are excellent. Please view my three points as complimentary:
1. Form an SLA between inside sales and field sales. Besides the previous points, include things like rules for rescheduling meetings and expectations for calling prospects within 5 minutes of filling out a web ... more

Feb. 3, 2011

Steve Richard answered this question

What are going to be the hot training topics for Inside Sales teams in 2011?

Our clients point to three trends:
1. People are 'sales methodologied' to death. We're seeing a trend toward more training that emphasizes the front end of the sales process: building pipeline, getting in the door, lead generation, filling the top of the funnel, creating more opportunity ... more

Inside Sales Training

Nov. 11, 2010

Steve Richard and 21 other people answered this question

Teleprospecting Best Practices: What are your 3 tips for successful teleprospecting?

1. Get & Call Direct Lines & Cell Phone Numbers
2. Nail Your Lead In Technique & Use Your Pre-Call Research (ie show them that you did your homework).
3. Act Like An Executive - Use Client Voice & Stories with Results from Their Peers ... more

Oct. 27, 2010

Steve Richard and 12 other people answered this question

What are the top 3 things to remember when delivering a presentation?

Please no death by PowerPoint! Pictures enhance the story that you tell much better than a bunch of bullet points. more

General Management

Oct. 26, 2010

Steve Richard and 12 other people answered this question

Inside Sales Tips: What are the tips for success you would give an individual inside sales rep?

What does no really mean? Are they objecting to you or are they objecting to the experience of being called out of the blue? At the end of the day it's just a sales call. It is literally impossible to fail because the prospect will ... more

Inside Sales Training

Lead Development

Sept. 27, 2010

Steve Richard recommends this answer by Ken Krogue

Is using a power dialer better than manually dialing the phone?

Hi everyone,
I would love to weigh in on this discussion. I'm Ken Krogue, President of InsideSales.com.
There are several levels of dialer technology. Click to calls, whether they be Skype or others focus only on the time savings of the dial and the tracking ... more

Sept. 22, 2010

Steve Richard and 10 other people answered this question

How do you motivate your telemarketing employees?

1) Aaron's answer is excellent. Where are they going and how are you helping them to get there? What do they care about? Learn what that is for each individual and the entire team will perform better.
2) Besides the most kicking tan I've ever ... more

Customer Service

Contact Centers

Employee Motivation

Sept. 22, 2010

Steve Richard and 18 other people answered this question

What are your thoughts on leaving voicemail?

VM is a question of managing your expectations more than anything else. The purpose of a VM is NOT to get a call back. The purpose is to establish some name recognition and let the other person know that you are there and you aren't ... more

Sept. 22, 2010

Steve Richard and 12 other people answered this question

At what point do you stop calling a lead?

1) At least 10 touches that mix it up. Think baseball pitcher - throw fast ball, change, curve, etc. Don't just throw one pitch!
2) Call someone else higher or laterally. You don't know the politics of the organization. There could be a better person ... more

Lead Generation System

March 23, 2010

Steve Richard and 9 other people answered this question

Is BANT dead? Has today's buyer made BANT an antiquated methodology?

I love Michael Hanna's weighted BANT for situations where BANT is useful for sales and marketing teams to help structure questions to advance the sales cycle: http://salesopssolutions.com/2009/12/07/bant-scoring/ more

Lead Qualification

Following 3 Topics

Sales Management

Following 2 People

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