Shifting to Virtual Sales with Lori Richardson

Episode 26: Just as we all have had to adjust to hybrid and remote work environments over the past few years, so too have sales organizations had to adjust their strategies for virtual spaces. In this episode, we’re discussing the ever-increasing shift to virtual sales and how sales managers and salespeople should alter their approach accordingly.  

Joining Dani is Lori Richardson. Lori is an author, speaker, and podcast host as well as the CEO, and Founder of Score More Sales, a nimble, award-winning sales enablement firm that helps mid-sized technology, distribution, and services companies grow front-line revenues in quick and focused ways. She hosts the podcast, Conversations with Women in Sales, which features women in sales who share practical advice for advancing one’s sales career.  

Together, Dani and Lori cover the continual shift to virtual sales in a few key areas, such as: 

• Why adapting to virtual sales has been so hard for so many 
• How everyone needs coaching. No matter how long they’ve been in sales. 
• And finally, how truly knowing the individuals on your sales team, and what motivates them, can be the secret sauce for sustained success and fulfillment 

CONNECT:

LeadG2: LeadG2: leadg2.thecenterforsalesstrategy.com/
 
Dani Buckley:
LinkedIn: linkedin.com/in/daniobuckley/
About: leadg2.thecenterforsalesstrategy.com/dani-buckley
 
Shaye Smith:
LinkedIn: linkedin.com/in/shayesmith/
About: leadg2.thecenterforsalesstrategy.com/shaye-smith

Lori Richardson:
LinkedIn: linkedin.com/in/scoremoresales/

TIMESTAMPS:
(02:31) Why has the continual shift to virtual sales been so hard for so many?
(04:35) There are two different types of folks
(06:23) Confusion around "sales enablement"
(10:31) The importance of good leadership
(11:34) "Everybody needs coaching. I don't care how senior they are."
(15:07) We still have less women at every level in professional selling
(16:57) Look for traits (not personality) when looking for sales talent
(17:53) Know the individuals on your team and know what motivates them