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Lori Richardson Podcasts

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18 of The Best Podcast Episodes for Lori Richardson. A collection of podcasts episodes with or about Lori Richardson, often where they are interviewed.

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18 of The Best Podcast Episodes for Lori Richardson. A collection of podcasts episodes with or about Lori Richardson, often where they are interviewed.

Updated daily with the latest episodes

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#045: Lori Richardson Author She Sells - Why the Pandemic Could Attract/Repel Women in to Sales

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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

Aug 08 2020 · 23mins
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144 GUEST: Tips for Getting Through to Speak With Prospects, with Lori Richardson

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One of the biggest challenges in prospecting is actually getting through to and having a conversation with a buyer.

Sales trainer and consultant Lori Richardson has helped thousands of sales pros get through to buyers, and turn those prospects into customers.

In this episode she shares a number of instantly-usable, practical tips for getting through, getting in, and selling successfully.

Jun 04 2020 · 33mins
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Surf and Sales S1E77 - Why it "Doesn't hurt to have a chip on your shoulder" w/ Lori Richardson

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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:

  1. Why sales is still a black hole 
  2. Why only 13-18% of revenue leaders are women
  3. How everybody needs a "Richard" in their life
  4. Imagine not having BIG DREAMS! How awful is that?
  5. Why a lack of attention to detail has both won and lost her deals
May 04 2020 · 48mins
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107. Origin stories and the core principles of sales leadership w/ Lori Richardson

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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.

Apr 28 2020 · 35mins
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76: Top 10 Organizations for Women in Sales w/ Lori Richardson

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I used to be flabbergasted at the lack of women sales leaders speaking at events.

That’s why I was inspired to carry the torch for Women Sales Pros. What’s really inspiring, though, are the female sales pros across the nation who have founded groups of their own.

In this episode of The B2B Sales Show, Executive Producer James Carbary and I list off 10 exceptional organizations empowering women in sales.

Plus, we talk about:

  • How companies can recruit and retain women sales pros
  • How to start your own women in sales group
  • Where employers can find female sales pros to hire

Resources mentioned:

Thanks for listening to this episode of The B2B Sales Show, co-hosted by Lori Richardson, President of Women Sales Pros. Find Lori on LinkedIn and tell her you listened to the podcast! 

You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts.

If you don’t use Apple Podcasts, you can listen to every episode by clicking here.

Mar 24 2020 · 21mins
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70: Women in B2B Sales: 5 Ways to Recruit & Retain w/ Lori Richardson

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Organizations aren’t wondering why the lack of women in sales is a concern anymore.

They’re wondering how this issue can be resolved. How can we attract more women to the sales field? Because — honestly — their insights are integral to the advancement of the industry.

Co-host of The B2B Sales Show, Lori Richardson, discusses this exact topic in episode #66. Lori is the president of Women Sales Pros, an organization obsessed with getting more women into sales and B2B leadership.

She covers:

  • Demystifying the misconceptions about careers in sales
  • How to prepare a job description that appeals to women
  • How your company’s culture and values help to retain women sales leaders 

Thanks for listening to this episode of The B2B Sales Show, co-hosted by Lori Richardson, President of Women Sales Pros. Find Lori on LinkedIn and tell her you listened to the podcast! 

You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts.

If you don’t use Apple Podcasts, you can listen to every episode by clicking here.

Feb 27 2020 · 31mins
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Women Who Win- Strengthen your Career with Lori Richardson

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Listen as our guest, Lori Richardson, shares purposeful techniques and insightful wisdom learned from her sales experience. Lori's career spans across many areas of sales leadership positions and she is a key voice in highlighting women for leadership. Listen today for actionable items you can apply now to strengthen your career!
Jan 30 2020 · 28mins
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58: 21 Core Sales Competencies Based on 1.8M Sales Reps and Leaders w/ Lori Richardson

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The top 10% of salespeople do this thing 304% more than the bottom 2% of salespeople.

Before I tell you what it is, I want to geek out a little bit about data. We’ve got something like 30 years worth of data from 1.8M sales reps and leaders that give us unexpected insights into what makes a salesperson.

It isn’t gender. It isn’t even previous experience...

The best predictors of whether a potential new hire is going to succeed in sales can be found in 21 core sales competencies.

(Oh, and that thing that the top 10% do is listen.)

I’m Lori Richardson, President of Women Sales Pros and Founder and CEO of Score More Sales. On this episode, I’m joined by the executive producer of The B2B Sales Show, James Carbary, to talk about the 21 core sales competencies that make for success in selling.

What we talked about:

  • Why hiring based on 21 core competences produces a more diverse sales team
  • Attributes that are trainable and attributes that aren’t
  • Lori’s eighth grade teacher who actually used a megaphone on her students
  • The will to sell matters way more than tactical skills from a hiring viewpoint

Check out this resource we mentioned during the podcast:

Thanks for listening to this episode of The B2B Sales Show, co-hosted by Lori Richardson, President of Women Sales Pros. Find Lori on LinkedIn and tell her you listened to the podcast! 

You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts.

If you don’t use Apple Podcasts, you can listen to every episode by clicking here.

Jan 15 2020 · 26mins
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#020: Score More Sales With Lori Richardson

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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/

May 20 2019 · 48mins
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E22 - Women in Sales with Lori Richardson

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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.
Nov 02 2018 · 40mins
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