Monthly Archives: March 2013

March 8th, 2013

When Business Processes Change, Minimize the Impact on Sales

Business Process

When Business Processes Change, Minimize the Impact on Sales

Businesses are complex and require constant attention to remain competitive, profitable, and productive. That quest often leads to change, which can be targeted to specific parts of an organization or be company-wide.

Any change will likely be disruptive, but that’s to be expected and hopefully minimized. The greater concern comes when companies introduce changes to one part of the business without fully exploring the impact on other areas, including sales.

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March 6th, 2013

Richardson and Clients Take Gold, Silver, and Bronze; Recognized for Sales Excellence with Nine Stevie Awards

sales excellence

Richardson and Clients Take Gold, Silver, and Bronze; Recognized for Sales Excellence with Nine Stevie Awards

Richardson and its clients took Gold, Silver, and Bronze — a total of nine awards – at the Seventh Annual Stevie Awards for Sales & Customer Service. Winners of this international competition, which recognizes sales excellence in disciplines vital to business success, were announced Monday, February 25, at a gala ceremony at the Paris Hotel in Las Vegas.

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March 4th, 2013

An Expert’s Perspective on Lead Generation and Executive Appointment Setting

An Expert’s Perspective on Lead Generation and Executive Appointment Setting

Lead Generation and Executive Appointment Setting

Capturing accounts is often the top objective for sales leaders. I’ve been a practitioner of content marketing and inbound lead generation for years, but I’ve always been very skeptical of the idea that outbound prospecting is dead. We all know how annoying it can be to get stalked by overly aggressive sales reps that have no clue about what you really need. However, there has to be some middle ground.

The practices below may not be for everyone. However, the takeaways should provoke some thought for how you generate leads and opportunities to drive new business in your organization.

Key Takeaways

1. The typical inside sales rep makes 67 dials per day, but the average “best of breed” inside sales rep will make 190 dials per day.

2. 500 leads worked for 1 month should yield 40 conversations

3. The best follow-up or nurturing e-mails are basic text emails — three sentences, three lines long, sent at 3p.m. This is his recommended format:

Hi <insert prospect name>. I understand you oversee <insert function> at <insert company>. I would like to talk to you about <insert offering or issue> to understand if you have this <need or challenge> in your organization. Are you available for a 30 minute call to see if there is a fit?

4. You are ten times more likely to reach an inbound lead during the first hour following lead » Continue Reading.

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March 1st, 2013

12 Social Media Selling Activities That Drive New Business & Grow Accounts

social media selling techniques that work

Richardson recently conducted an extensive survey of over 500 sales reps to learn more about their social media selling practices and their perceived effectiveness. The results so far, which we are still in the process of analyzing and which we’ll release in early March, have been shocking. In spite of all the hype over social media and social media selling, organizations and sales reps are really struggling to deliver value from social media selling activities.

Allow us to share some quick wins to help you or your sales reps get on track to executing the basics well. Even if you’re a technology laggard and a latecomer to the social media selling game, below are 12 easy, but very high-impact social media activities to support new business development and strategic account management activities.

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