The Pipeline

MAY 13, 2011

Twitter: Get the sales team following the mavens in your industry and retweet them, interact with them, and then teach them to connect with prospects. Long form is different than Twitter. I do believe salespeople can and should write blog posts about their market or selling in general if they are thoughtful and articulate.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

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. 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

FEBRUARY 12, 2013

Much as it is one of the best tools for the task, social selling isn’t just about using LinkedIn effectively. Social selling should be thought of, in my humble opinion, as a means to discover, engage, and interact with potential prospects. Social Selling can suck the life out of your selling efforts—if you let it.

Social Selling 135

Social Selling Scale Webinar Metrics Networking 135

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 Growth

NOVEMBER 26, 2012

In 2011, this company replaced its Solution Selling methodology with The Challenger Sales approach. Email address, telephone number, physical address, Twitter handle, LinkedIn profile, and so on ”. Humans are far too complex for some simple tool like this. He hired our firm. Joe: “ Oh yeah. Erick: “ Ok. Do it right.

Real Estate 323

Real Estate Hiring Banking Ideal Customer Profile 323

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. Follow Nancy on Twitter @sellingtools or subscribe to her Sales Productivity blog. Nancy can be reached at 916-596-3035.

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

DECEMBER 11, 2012

There are lots of sales tools to help you. There are lots of sales tools! We’ll each be recommending 6 sales tools for B2B sellers. That’s a lot of ‘tools’ to cover in 60 minutes so you can expect this webinar to be informative, fast-paced, and full of energy. Don’t put your sales tool schooling on hold.

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

Showpad

OCTOBER 17, 2018

Over coming years, 90 percent of jobs will change, moving away from product selling and toward solution selling. Augmented reality will also play a larger role in selling , likely replacing PowerPoints as the preferred presentational tool. Get the latest updates by following #Showtime18 on Twitter!

Buyer 40

Buyer Data Sales Enablement Conference 40

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

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

NOVEMBER 13, 2012

They assist with implementation strategy, productivity & performance initiatives, processes, technology and tools. Author, Nancy Nardin is the foremost expert in sales productivity tools. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog. Nancy can be reached at 916-596-3035.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

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

FEBRUARY 5, 2013

I will find the right tools and processes to ensure that sales members are inputting vital and timely information into our system. I know I cannot perform ‘big data’ analysis without capturing ‘little’ data. Author, Nancy Nardin is the foremost expert in sales productivity tools. Nancy can be reached at 916-596-3035.

Webinar Metrics 137

Webinar Metrics Influencer Forecasting Decision Maker 137

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.

Sales Qualified Lead 123

Sales Qualified Lead Trade Show Enterprise Enterprise 123

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

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

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

Sales Evangelist

MAY 10, 2020

The simplicity and the purity of this fact is the philosophy behind what keeps their business running. Jeff Koser has also built a software business based on software-guided selling. Reach him via these channels: LinkedIn , Instagram , Twitter , and Facebook about any sales concerns. Reach out to Jeff Koser via his website.

Prospecting 52

Prospecting Decision Maker Software Software 52

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

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

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

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

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

Tony Hughes

FEBRUARY 22, 2018

Challenger Selling is somewhat of a remix of recurring themes which renders Solution Selling, Strategic Selling, BattlePlan, Insight Selling and Consultative Selling absolutely more valid than ever. Apps that filter Twitter give you context, then you're being strategic with the tool from firehose to laser.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66