Steve Richard

The moment mom got out of the car to fly out for a girls weekend

TikTok style selfie video day 2. Time: 5-7 am ET Actors: me, Emma, Katie Theme: product certification scorecard Why Watch: why not? #productcertification #revenueenablement #salesenablement #tiktokvideo lnkd.in/eKXwKXgy

My colleague Elizabeth Jortberg asked me to do some 'day in the life' TikTok style videos. How'd I do? To be clear I've never looked at TikTok. I don't really know what a TikTok video should look like. But I did see a really good one for my colleague S…lnkd.in/eCrN2iRu

My three favorite PROSPECTING STRATEGIES that are working right now: 1. Speed dating = unlocking the value of existing networks 2. OCNCs (old customers, new company) = unlocking the value of past customer relationships 2. Referrals = unlocking the valu…lnkd.in/enrxuqdY

Who is the better rep? Rep X, Y, and Z all make unscheduled outbound calls as part of their sales motion. They all do cold outbound without having the benefit of starting with a marketing lead (aka request a meeting, content download, webinar attendee,…lnkd.in/eZrHYxV5

When our kids want something, my wife and I tell them to write a persuasive case. Someday they will need to do business cases, so might as well start them off now. This is the latest persuasive case from my 13 year old daughter (the oldest of four) who…lnkd.in/eeMfRyYx

What's the difference between a Coach and a Champion? They both give you information about the inner workings of your prospect or customer account. But a Coach has no influence over others in the buyer group, especially the economic buyer. A Champion…lnkd.in/ekzN4zEJ

Which element of MEDDPICC is the most important to get deals closed? Answer: the Economic Buyer. I saw this on a post by @AaronEv90339394 recently, and it immediately caught my attention. My friend @DWMEDDPICC identified this data as originating from E…lnkd.in/eGCZuj9M

Up against a tough competitor? Their marketing organization has probably done a good job of shaping the buying vision of your prospects. What can you do? You need to introduce fear uncertainty and doubt to RESHAPE the buying vision. What about the…lnkd.in/e7uxRJzB

It's always about the people... lnkd.in/eaVrrjbY

Three UNCONVENTIONAL things you need to do before scheduled sales calls. ONE: Look up everyone attending the call from the buyer side. Check out their connections to see if they are connected with any of your competitors. I if they are, you have a win…lnkd.in/ehsbdnUN

Is it better to only focus on opportunities that are actively buying in your pipeline today or also spend time on early stage opportunities to reshape the buying vision for prospects that currently use your competitors and have contracts coming up for renewal within 12 months?

12 Habits of Highly Successful SDRs (aka BDRs, LDSs, ADRs, etc.) 1) Control What You Can Control It’s a rollercoaster Manage your highs and lows Do the right activities day in and day out Consistency will eventually win 2)  Revisit Your Sales Training…lnkd.in/eERcGinK

@smarrs88, @palmerlisac, Jason Shah, @sheaoutr are live now. Best quote so far is Dr. Palmer, "Take your business strategy and roadmap before Nov 2022 and THROW IT AWAY." Forrester Mediafly #webinar #salesleaders #salesleadership #revenueoperation…lnkd.in/e7KfifjQ

SALESPEOPLE: need to reduce the number of no shows for your scheduled discovery calls? Here are five slides that will help. If you do these things consistently, your fall off rate will go below 10%. See the link in the comments below to hear REAL SALE…lnkd.in/eVh5hNyp

We are over inflating ChatGPT. Why? Because it gets stuff wrong all the time. Does that mean we shouldn't use it? No way. We have to be thinking about how it can ENHANCE human capability rather than REPLACE human capability. @davidcummings is using…lnkd.in/eHWFA9hs

At this point, I'm going to call the following fact a cliche. But then I'm going to show you some really insightful stuff that's actionable, today. In the past 20% of sellers generated 80% of the revenue. In the future 80% of sellers will achieve or surp…lnkd.in/euqJjQ6g

In sales, 99% of the time you are going to encounter decision-making groups that are NOT ON THE SAME PAGE. Who is responsible for aligning the buyer group at your prospect or customer account? YOU ARE! At first this might seem a little bit awkward. A…lnkd.in/egFv-TaG

Did you ever want to see what 80 pizzas look like? Well here you go. (don't worry this is a PTO day) It takes 80 pizzas to feed an elementary school. lnkd.in/eu3b3vx8

I'm working on the perfect Account Hand-Off Process. What did I miss? PRE-SALES 1) Identify and assign the account team (CSM - customer success manager, SME - subject matter expert, SE - sales engineer, technical person, exec sponsor, etc.) 2) Review…lnkd.in/ecTmkCxr

TODAY go to LinkedIn and run a search of all of your first degree connections who have changed jobs in the last 90 days. Cherry pick the good ones at the right accounts aligned with your ICP. This is your prospect list to generate three new sales oppor…lnkd.in/gAK7ms84