SBI

APRIL 30, 2013

Here are 3 tricks and tips for improving efficiency when it comes to creating opportunities: Use tools: Tools like Social Selling and Marketing Automation (to name just two) can increase the likelihood of contacting the right people at the right time—when they have the highest propensity to buy.

Opportunity 123

Opportunity Closing Influencer Decision Maker 123

SBI

MAY 28, 2013

Author, Nancy Nardin is the foremost expert in sales productivity tools. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog.

Prospecting 120

Prospecting How To Decision Maker Lead Generation 120

SBI

JUNE 11, 2013

By now, you’ve probably heard of iSell from OneSource which is a great tool for finding contacts, and conducting prospect research. You can do that with the tools in today’s blog. Note: IncView has agreed to offer a special 20% off discount for Smart Selling Tools readers. Share your ideas.

Ideal Customer Profile 111

Ideal Customer Profile Revenue Company Decision Maker 111

SBI

JULY 16, 2013

Commit to not letting another month go by without launching your investigation into barriers to sales productivity and to finding the right tools and processes to free up more time for communicating with prospects. Nancy Nardin is the foremost expert increasing sales productivity through the use of tools.

Quota 135

Quota Revenue Forecasting Hiring 135

SBI

NOVEMBER 13, 2012

You’ll find articles, book reviews, webinars, and an “ask the expert” feature. They assist with implementation strategy, productivity & performance initiatives, processes, technology and tools. Author, Nancy Nardin is the foremost expert in sales productivity tools. Membership to the association is free.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

SBI

FEBRUARY 5, 2013

You can attend webinars, conferences, seminars and symposiums. I will find the right tools and processes to ensure that sales members are inputting vital and timely information into our system. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications.

Webinar Metrics 137

Webinar Metrics Influencer Forecasting Decision Maker 137

SBI

JUNE 25, 2013

Let me give you an example using LevelEleven which is a really great contest tool that runs inside Salesforce CRM. Nancy Nardin is the foremost expert increasing sales productivity through the use of tools. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications.

Hiring 122

Hiring InsideSales Incentives Incentive 122

SBI

MAY 14, 2013

Author, Nancy Nardin is the foremost expert in sales productivity tools. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog.

Analysis 137

Analysis Energy Buyer Lead Generation 137

SBI

NOVEMBER 2, 2017

The easiest way to think of fit for Model N solutions is to think about the points of revenue generation. Model N solutions are often used in the quoting and contracting process to shorten sales cycles, enable sales to be more effective through smart solution selling, and maximizing revenues with up-sell and cross-sell recommendations.

Revenue 131

Revenue Lead Rank SAP Maximizer 131

Vengreso

APRIL 10, 2022

SPIN Selling. Solution Selling. Miller Heiman’s Conceptual Selling. Miller Heiman’s Strategic Selling. Consultative Selling. SNAP Selling. But if not, well your sellers better get to know your company’s blog, YouTube channel, and/or resources (guides, webinars, and/or ebooks).

Sales Methodology 128

Sales Methodology Pipeline Ideal Customer Profile Buyer Persona 128

SBI

JANUARY 22, 2013

That’s why, as with home energy audits, it’s useful to have an outside company like Smart Selling Tools perform the evaluation. Research has shown that on average 35% of a Sales Rep’s time is spent selling, remanding the bulk of their time—65%—to other activities. It can get complicated.

Energy 138

Energy Revenue How To ROI 138

SBI

APRIL 2, 2013

Technology Footnote: Tools that are particularly appropriate and relevant to this post are: iQuoteXpress , Front-Row Solutions , SalesDataPro , DiscoverOrg , Gorilla Expense , and VanillaSoft. Author, Nancy Nardin is the foremost expert in sales productivity tools. Nancy can be reached at 916-596-3035.

Revenue 129

Revenue VanillaSoft SAP Decision Maker 129

SBI

FEBRUARY 19, 2013

Author, Nancy Nardin is the foremost expert in sales productivity tools. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog.

Opportunity 128

Opportunity Exercises Call-back Webinar Metrics 128

SBI

OCTOBER 2, 2012

tools and technology) to do that. There, she would have seen that Smart Selling Tools is not a large enough company to be a suitable prospect. Author, Nancy Nardin is the foremost expert in sales productivity tools. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog. Don’t call them.

Sales Qualified Lead 123

Sales Qualified Lead Trade Show Enterprise Enterprise 123

Sales Hacker

JUNE 19, 2019

Transactional selling. Solution selling. Consultative selling. Provocative selling. Register for an upcoming webinar. Email continues to be the favorite tool in the arsenal sales team. Before we dive in, you may be wondering whether live chat is right for your sales methodology.

Campaigns 94

Campaigns Top of Funnel Lead Gen Scale 94

SBI

MARCH 26, 2013

Consider asking a prospect to buy your product, in this example, an expense reporting tool. Either buy an expense reporting tool, or keep doing things the way you are today, manually. Author, Nancy Nardin is the foremost expert in sales productivity tools. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog.

Marketing 123

Marketing Report Vendor Webinar Metrics 123

SBI

OCTOBER 23, 2012

Author, Nancy Nardin is the foremost expert in sales productivity tools. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog.

Sales Management 101

Sales Management Hiring Scale Pharmaceuticals 101

SBI

MARCH 12, 2013

Marketers prove their allegiance to the new ruler because of its power as a market-awareness and lead generation tool. Technology Footnote: Tools that are particularly appropriate and relevant to this post are: ToutApp , PointAcross , Bloomfire , Postwire and BombBomb. Nancy can be reached at 916-596-3035.

Marketing 125

Marketing Distribution Sales Cycle Ideal Customer Profile 125

Pointclear

FEBRUARY 23, 2018

Is it the person who signed up for your webinar this week? They all have college degrees, they’ve been through sales training (Miller Heiman, SPIN ® Selling, Solution Selling ® ) and they’re PointClear certified, so they have the skills to sell. Our tool, the PinPoint platform, does. What is a lead?

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

SBI

NOVEMBER 27, 2012

Next generation sales tools like SalesPod deliver a non-intrusive method for reps to capture and report sales activities in the moment, and at the same time provide managers with the visibility they so badly need. If your sales organization is highly mobile, CRM may no longer be the best tool. Use your CRM more like the database it is.

CRM 133

CRM Wireless SalesForce Commission 133

SBI

OCTOBER 9, 2012

ROI tools that the prospect directly interacts with are often quite effective. This self-generated interaction obviously enhances the likelihood the prospect will buy-off on the calculations and your solution. Marketing content is also a great tool if it is interactive. see Dumbing it Down: How to get Smart Buyers to Buy ).

Prospecting 120

Prospecting Infusion Software Software 120

SBI

OCTOBER 16, 2012

Author, Nancy Nardin is the foremost expert in sales productivity tools. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog.

Conference 131

Conference Social Selling Data Marketing 131

SBI

JULY 24, 2012

For me personally, LinkedIn, Focus, Twitter, Blogs, email, online-meetings, and yes, the ubiquitous and indispensible phone, are the tools I have used to build not only a thriving company, but an incredible and vibrant network of friends. Author, Nancy Nardin is the foremost expert in sales productivity tools.

VanillaSoft 114

VanillaSoft InsideSales Social Media Skype 114

The ROI Guy

FEBRUARY 15, 2013

With B2B sales teams generating hundreds of millions in incremental deals each year directly attributable to Alinean ROI Sales Tools, we clearly think not. However we do believe that ROI Sales Tools need to be developed and delivered appropriately in order to gain these incremental sales benefits.

ROI 69

ROI Ideal Customer Profile Analysis Proposal 69

SBI

AUGUST 21, 2012

With these new applications, and new platforms like the smartphone and tablets, we can and should question whether traditional apps, like CRM, are still the right tools for mobile reps. Indeed, it is fair to wonder whether they were ever the right tools. Author, Nancy Nardin is the foremost expert in sales productivity tools.

Vendor 120

Vendor Quota Account Tools 120

SBI

AUGUST 28, 2012

Author, Nancy Nardin is the foremost expert in sales productivity tools. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog.

Revenue 111

Revenue eBook Objections Territories 111

SBI

JANUARY 8, 2013

Efficiency-centric selling would be defined as the operational imperative that marketers, reps, and managers have the right tools and processes in place in order to be the most productive. Author, Nancy Nardin is the foremost expert in sales productivity tools. Here’s what the before and after scenarios look like.

Customer 128

Customer Hiring Wireless Up-Sell 128

SBI

FEBRUARY 26, 2013

mobile tools can ignite productivity, shorten sales cycles, and provide. Use a content delivery tool that makes it possible to send electronic product collateral within seconds of entering the prospect’s information, automatically. Managers find this to be an invaluable tool for staying on top of their team’s opportunities.

Collateral 115

Collateral Revelation Trends CRM 115

SBI

JULY 17, 2012

Author, Nancy Nardin is the foremost expert in sales productivity tools. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog.

Buying Cycle 123

Buying Cycle Prospecting Lead Rank Vendor 123

SBI

AUGUST 21, 2012

Indeed, it is fair to wonder whether they were ever the right tools. For the most part, vendors have masqueraded “desktop applications” as mobile tools by reason that they are cloud-based, i.e. they are accessed remotely via the web. Author, Nancy Nardin is the foremost expert in sales productivity tools.

Vendor 108

Vendor Quota Account Incentives 108

SBI

AUGUST 14, 2012

Author, Nancy Nardin is the foremost expert in sales productivity tools. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog.

Sales Cycle 111

Sales Cycle Marketing Qualified Lead Leads Exercises 111

SugarCRM

AUGUST 30, 2022

This is possible because companies now have access to tools and resources that make it easier to unite workflows, data, and analytics. Start capturing and managing data in a robust CRM tool instead of having different areas where you save your information. There are a few different ways of doing a forecast.

Forecasting 26

Forecasting Lead Rank Ideal Customer Profile Company 26

SBI

JULY 10, 2012

Author, Nancy Nardin is the foremost expert in sales productivity tools. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog.

Revenue 111

Revenue Analysis Fashion Face-to-face 111

SBI

SEPTEMBER 4, 2012

Author, Nancy Nardin is the foremost expert in sales productivity tools. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog.

Revenue 101

Revenue Handbook Face-to-face Penetration 101

SBI

SEPTEMBER 18, 2012

Author, Nancy Nardin is the foremost expert in sales productivity tools. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog.

Ideal Customer Profile 125

Ideal Customer Profile Objections Prospecting Sales Qualified Lead 125

The ROI Guy

SEPTEMBER 17, 2010

The past decade has seen an exciting and dramatic increase in new digital marketing channels including Twitter, Facebook, e-mail, search engines, webinars, virtual trade shows and more. How fundamental is the shift from product / solution selling to value selling / marketing?

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

The Pipeline

MAY 13, 2011

I know, I’m not going to take credit for inventing solution selling, but it is important to note that this is part of becoming the Trusted Advisor. Sales Tool. Sell Better. Selling to Executives. Social Selling. Zone Based Selling. Zone Selling. Sales Cycle. Sales eXchange. Sales Leadership.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244