Five Attributes of Top Sales Influencers

LoriRichardson
Lori Richardson CEO, Score More Sales

Posted on January 25th 2012

Five Attributes of Top Sales Influencers

 

ImageBeing recognized this month as a Top Sales Influencer made me wonder: What IS an influencer, and how can this help build a business or a brand?  I mean, it is a great thing to have happened – quite an honor –  but what is it, really?

Wikipedia talks about identifying influencers:

Market research techniques can be used to identify influencers, using pre-defined criteria to determine the extent and type of influence. For example, Keller and Berry propose five attributes of influencers:

  • Activists: influencers get involved, with their communities, political movements, charities and so on.
  • Connected: influencers have large social networks
  • Impact: influencers are looked up to and are trusted by others
  • Active minds: influencers have multiple and diverse interests
  • Trendsetters: influencers tend to be early adopters (or leavers) in markets

OpenView Labs, the company who did the research for the Top 25 Sales Influencers for 2012 discuss how they develop a prioritization scheme to get to their results when doing this type of project.

Ultimately we don’t know if it is our minds, connections, activity, impact, or setting trends that got noticed – but we do understand that these areas are what need to be developed here and in our client companies to stand out, be recognized, and grow revenues.

David Spark wrote a post for Mashable on How to Become an Online Influencer – we have implemented many of the ideas he mentions.

is 2012 the year of INFLUENCE for you and your company? Post a comment on what you are doing to gain visibility – these ideas help others. Post your challenges and successes – we’ll share them.

 


 

Lori Richardson was recently ranked as one of the Top 25 Sales Influencers for 2012. Read the award-winning blog and sign up for the twice-monthly newsletter with sales tips to grow B2B revenues.

 

LoriRichardson

Lori Richardson

CEO, Score More Sales

Lori is the "B2B Sales Detective" and founded Score More Sales - a company designed to help B2B companies grow revenues 15-70% Client profile is a company booking between $2M and $50M in annual revenue (or subsidiary of a bigger co) and are technology, distribution, financial or professional services organizations. Lori is the author of 3 books, including the newest, "50 Days to Grow Your Sales", which is also a course offered by SMS. She enjoys debating the myths of selling, such as, "the telephone is dead in sales" and other topics in the age of pre-Sales 3.0. Score More Sales is based in Boston and Seattle.

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