SBI

MAY 7, 2013

Repeat after me… CRM is not a productivity tool I recognize that we may be one of the 50% of organizations with a failing CRM system. CRM should help salespeople sell more — either by helping them to get more done in less time, or by helping them to spend their time more wisely and effectively. Will you join me?

Revenue 131

Revenue Forecasting Lead Generation CRM 131

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. Nancy can be reached at 916-596-3035.

Prospecting 120

Prospecting How To Decision Maker Lead Generation 120

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

OCTOBER 9, 2012

Freemium pricing models, where software vendors offer a free version of their software, are good examples of this in hands-on-the-wheel action. The idea is that the prospect will use the software, envision the solution track, experience the benefit, get emotionally attached, and then want more. Promotional Videos.

Prospecting 120

Prospecting Infusion Software Software 120

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. Nancy can be reached at 916-596-3035.

Analysis 137

Analysis Energy Buyer Lead Generation 137

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. Asking a prospect to trial your software is much like asking for a decision to buy. You are pitching an either-or-proposition.

Marketing 123

Marketing Report Vendor Webinar Metrics 123

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. Nancy can be reached at 916-596-3035.

Opportunity 128

Opportunity Exercises Call-back Webinar Metrics 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 Proposal 138

Sales Hacker

JUNE 19, 2019

Transactional selling. Solution selling. Consultative selling. Provocative selling. Today’s chatbots can integrate with your CRM software, so you can essentially configure it to be a “leadbot.” Register for an upcoming webinar. Email continues to be the favorite tool in the arsenal sales team.

Campaigns 95

Campaigns Top of Funnel Lead Gen Scale 95

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

SBI

AUGUST 28, 2012

Technology:Tools—both hardware and software—used to execute on the processes. 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.

Revenue 111

Revenue eBook Objections Territories 111

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. Nancy can be reached at 916-596-3035.

Sales Management 101

Sales Management Hiring Scale Pharmaceuticals 101

SBI

JULY 17, 2012

If they say “I want to make sure I can access the software without being online” answer “yes”(if that’s the case). Author, Nancy Nardin is the foremost expert in sales productivity tools. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications.

Buying Cycle 123

Buying Cycle Prospecting Lead Rank Vendor 123

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

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

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. Nancy can be reached at 916-596-3035.

Conference 131

Conference Social Selling Data Marketing 131

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

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

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

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

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

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. Nancy can be reached at 916-596-3035.

Sales Cycle 111

Sales Cycle Marketing Qualified Lead Leads Exercises 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. Nancy can be reached at 916-596-3035.

Revenue 101

Revenue Handbook Face-to-face Penetration 101

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. Nancy can be reached at 916-596-3035.

Revenue 111

Revenue Analysis Fashion Face-to-face 111

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

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. Nancy can be reached at 916-596-3035.

Ideal Customer Profile 125

Ideal Customer Profile Objections Prospecting Sales Qualified Lead 125

The ROI Guy

NOVEMBER 4, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

ROI 45

ROI Buyer Buying Cycle Social Media 45

SBI

JUNE 4, 2013

OneSource’s iSel l product along with Bloomfire are two great tools to help you get the job done. iSell is a one-stop research tool that tells salespeople who to call, what to say, when to call and how to call. Author, Nancy Nardin is the foremost expert in sales productivity tools. Nancy can be reached at 916-596-3035.

Engineering 137

Engineering Lead Generation Revenue Influencer 137

SBI

JUNE 12, 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. Nancy can be reached at 916-596-3035.

Call-back 111

Call-back Webinar Metrics Objections Construction 111

LeadFuze

MAY 30, 2021

Some of the most popular ones include SPIN Selling, Solution Selling, Insight-Based Selling, and Challenger Selling. It’s more of a matter of selling what they want to achieve and then establishing yourself as the service or agency that can bring in those results. 4 Sales Process Steps to Follow.

Sales Process 59

Sales Process Revenue Top of Funnel Sales Qualified Lead 59

Gong.io

FEBRUARY 9, 2019

And with all the tools available to you, there’s no excuse for going into a cold call blind. That’s how you sell to the C-suite. PS: Get your FREE video training on selling to the C-suite by clicking the banner below: STOP RIGHT THERE! Sign up for that webinar above. We know you have other tools and advice up your sleeve.

Cold Calling 133

Cold Calling Call-back Objections Buyer 133

Tony Hughes

MARCH 13, 2018

If you're selling software and there are already twenty five groups on mobile marketing applications, still launch your own group. This software will save you hours of clicks based on daily lead recommendations from key accounts that it serves up to you on a silver platter. Launch your own LinkedIn Group.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63