The Adapter’s Advantage: Lori Richardson on Activating Sales Strategy
Welcome to The Adapter’s Advantage: Breakthrough Moments that Lead to Success. In this episode, sales strategist Lori Richardson shares her journey from preschool teacher to sales superstar to industry thought leader. Listen as she dives into the role of technology in sales, creating a sales strategy, the rise of sales enablement, and why coachability is critical for success.
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If you’re a woman in sales, it’s important to have a voice online. Block out time to build your voice online and offer opinions because you may go to another organization, and it’s important for people to know who you are outside of the bubble of your company.
Sales influencer, keynote speaker, strategist, and author Lori Richardson runs the sales strategy firm Score More Sales, which helps company leaders in SaaS, tech, telecom, manufacturing, distribution, financial services, and professional services solve sales issues and grow revenue.
Lori founded Score More Sales in 2002 to help companies grow revenue through strategic sales efforts, using lessons learned from 20 years in B2B sales and leadership roles.
Lori is the author of She Sells, written to help company executives and sales leaders find, recruit, retain, and promote more women into sales and leadership roles. She hosts the award-winning podcast, Conversations with Women in Sales, and is an expert worldwide on creating inclusive sales teams. Lori also is President of Women Sales Pros and the creator of the She Sells Summit.
Listen as Lori discusses how to create inclusive sales teams, why sellers must establish an online presence, the most important skill modern sellers need, and more.
Episode 51: Activating Sales Strategy | Lori Richardson
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From This Episode
Host Mark Magnacca: “When it comes to encouraging more women to take on sales roles, what is working and what needs to change?”
Lori Richardson: “One thing that is working is there are many more communities and groups of women and male allies getting together. I write about them on the Women Sales Pro blog. By having multiple voices say the same thing, we’re going to affect more change for more women in sales.
“I’m devastated that women are still underrepresented at every level in selling and in particular, in sales leadership. The higher you go, the fewer women you see. It doesn’t make sense. There’s no reason for that other than old traditions die hard.
“For example, you can be a sales leader and not have to be a road warrior. If I can be a sales leader and work remotely, that encourages more women to be in that role. So, if a company’s leadership will encourage [remote work] and if women will step up and take that role, we will see more women in sales.”
About The Adapter’s Advantage
Our podcast features leaders from sales, training, and industry who share their personal journeys of transformation and how they are adapting to an ever-changing environment. As your host, I’ll introduce you to some of the most interesting and inspiring people I’ve met over the last 20 years.
The conversations dive into the ups and downs of their journey. Our guests focus on inflection points—the aha moments that, in retrospect, had a critical impact on their success. These interviews will leave you with practical, real-world advice that you can apply to your life.
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