Podcast appearances and mentions of nancy nardin

A remote, and even more challenging hybrid selling environment requires sales enablement to rethink how they enable sellers with the right content, tools and intelligence to succeed. So what should you be doing today to properly enable success? Who better to learn from than Nancy Nardin, Founder of the decision resource site: Smart Selling Tools. In this interview we discuss the key introspective questions you should be asking, and what content, value and sales enablement practices you should be leveraging immediately to improve customer engagement experiences and drive selling success. https://www.linkedin.com/in/nancynardin/ #salesenablement #contentenablement #valueenablement #revenueintelligence #interactivecontent

"The most important thing is to know who I'm selling to and why." - Nancy Nardin in today's Tip 801 How about you? Do you have an amazing sales tech landscape? Join the conversation at DailySales.Tips/801 and go check out the links! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

Nancy Nardin on the SalesTech Landscape Episode Summary: Welcome to the Sales Tech Podcast, the show that talks about sales technology, what's working, what's not and where the industry is going. In this episode, Nancy Nardin joins the show to discuss her wealth of knowledge in sales technology. Nancy is the founder of Smart Selling Tools and is widely recognized as the voice of authority on sales technology. She's also the creator of the Nancy Nardin SalesTech Landscape, a market landscape of well over 1,000 sales solutions sorted into 45 categories. Backed by 30 years of sales expertise, Nancy is a pioneer in mobile selling – having sold for the world's first laptop computer manufacturer, GRiD Systems, in Silicon Valley in the early 1980's. Today, Thom and Nancy discuss the evolution of the sales technology industry, how Nancy prioritizes her time and the inspiration to launch Smart Selling Tools. Nancy speaks to the pushback she's seen in sales tech, how companies purchase sales technology tools and the future of the industry.  What We Covered: 00:07 – Thom introduces today's guest, Nancy Nardin who joins the show to talk about her background in sales technology and how the industry has changed over the years 06:26 – How all of the various technology apps are interacting with each other today 07:48 – Nancy speaks to the pushback she experiences in sales technology 10:53 – Nancy discusses the inspiration to launch Smart Selling Tools and analyzes her SalesTech Landscape tool 16:46 – The different approaches companies take to purchase sales technology tools 18:57 – Nancy speculates on the future of sales technology 21:46 – Advice Nancy would give to those who are heavily interested and invested in the future of sales tech 22:50 – Thom thanks Nancy for joining the show and let's listeners know where to follow her Tweetables: “The SaaS model really opened the door to this pace of innovation that led to what we now have, eleven hundred sales technologies, versus what we had in 2010 and that was around one hundred technologies.” (04:44) “I think all sellers – or many of us that are in sales – have an entrepreneurial spirit. We're very independent-minded people. We work very well on our own. We're thinking about our territory as our own business. And that was my case.” (11:04) “I built the Landscape on a framework. And the framework I actually borrowed from Maslow's Heirarchy.” (13:27) “When companies are thinking about what tools they should buy, you could certainly take a holistic view and say, ‘Let's step back and figure out how to be a more effective and efficient organization.' But that takes a lot of time, and the market is moving way too fast. By the time they figure that out the technology will have changed.” (17:19) “Companies used to be able to take their time and crawl along in terms of technology adoption. They can't do that anymore because remote selling is nothing if it isn't digital. And digital is what sales applications are.” (19:16) Links Mentioned: Nancy Nardin on LinkedIn Smart Selling Tools Website Nancy's 2021 B2B Enterprise SalesTech Landscape G2 Website

Tune in for another episode of Limitless webinar replay featuring Nancy Nardin. Key takeaways: • Secrets to break through and getting your prospects to engage • Cold-calling hacks for getting prospects to hear you out • Email hacks for getting prospects to respond • Productivity hacks for getting more done __________ Know more about Smart Selling Tools: www.smartsellingtools.com Learn more about Hippo Video: www.hippovideo.io Tweet us @thehippovideo

Many of you have read her articles or watched her videos about sales technology. Nancy Nardin is the founder of the valuable sales tech resource site Smart Selling Tools. In this interview we discuss the sales technology landscape, exploring the best tools you can use to enable buyers, communicate and quantify value and capture expand selling opportunities. https://www.linkedin.com/in/nancynardin #salesenablement #sellingtools #salestools #salestechnology #salestech #salesautomation #salesperformance #interactivecontent #businessvalue #valueselling #buyerenablement

Sales Reinvented Podcast Episode 156: Nancy Nardin. Nancy’s been a salesperson since the early ‘80s, when she sold for the world’s first laptop computer manufacturer, GRiD Systems, in Silicon Valley. During her 30 year career, she’s provided sales leadership at some of the most well-known analyst firms. Ten years ago, she launched Smart Selling Tools to track Sales Technology trends. Nancy has been recognized in Forbes as one of the Top 30 Social Sales Influencers in the World, and has won numerous top industry sales thought leadership awards. Recently, she co-founded Vendor Neutral which helps companies more easily decide how to prioritize their needs, and which technologies to purchase to best meet those needs.

This week, David, Anand and I are joined by Nancy Nardin, creator of the Nancy Nardin Salestech Landscape, to talk about all things Salestech. How to buy salestech, why to buy it, who should buy it and how to optimize the outcomes from salestech investments. Here are the highlights: The evolution of Salestech and state of the landscape: it’s a scattered approach but it should be strategic. - Salestech is more than CRM - Why we aren’t investing as much or as well in salestech as we should be - Who is in charge of salestech buying? - Why is sales tech lagging martech so much? What are the traits of sales organizations that are leveraging tech really well? - They have made a commitment to tech as a strategic imperative - Start with capability gaps- not technology - How do we build a roadmap for the right technology rollouts? - The Hierarchy of Sales Need – the highest level (who we are selling to and why) versus the bottom of the hierarchy: driving leads into the funnel - Managing sales capacity optimally by prioritizing where salespeople spend their time and investing in the tech to enable that Who is on the buying committee for sales tech and what are their dynamics? - Marketing ops - Sales ops - Sales enablement - Sales leadership Should we be talking about the Revenue Stack instead of the sales or marketing tech stack? Are sales and marketing too closely inter-woven to separate the stacks so cleanly? Understanding the different priorities of sales and marketing - how can marketing help sales be more efficient? Is marketing thinking empathetically enough about what sales really needs? The notion of quota, moving from activity-based measurement to outcome-based sales activities, and the 3 trends impacting tech-enabled sales teams: - The maturity of Inside Sales - Sales enablement as a role - The potential of AI to change the game for reps The 5 basics sales priorities and finding the tech and tools to help enable that - Are sales people focusing on the right things? - Do they have the right tools to get prospects to engage? - Do they know how to leverage content to communicate value? - Are they able to close in a timely way? - Do they have the ability to sell again? What is the basic minimum salestech stack requirement for a high growth company? - CRM - Online meetings - Lead list building/ Access to contact information - eSignatures But then Nancy questions if CRMs are really designed for high-velocity sales organizations How can sales people be more transparent about their products and build trust with buyers? - Nancy says ‘listen and ask layered questions’ - David says ‘don’t focus on features alone but try to address their more operational questions honestly in demos. Help the customer ask the right questions’ - Anand says ‘understanding the context and career stage of the prospect they are talking to, since investing in tech is an important milestone in their career’ is an underrated sales skill - a LOL moment about Sales ‘biggest weaknesses’! Cutting the FAT (fetching/ assessing/ tasks) in sales: only 35% of a sales rep time is spent talking to customers. Why? And where do they spend the rest of their 65% of their time? How can salestech help move that 35% to 50% and what would our revenues look like if that happened? Biggest changes in the salestech landscape - the biggest chunks of tools on the landscape are from just 2 major categories: Who to sell to, and How to keep them engaged. All the rest of 40+ are squeezed into the second half of the landscape. At the top of the funnel is marketing, bottom is management. A lot has to happen to close a deal- how do we get the tools that helps the rep to succeed in the middle of the funnel? Nancy suggests the need for a framework. News of the week: Why did McDonalds buy Dynamic Yield? McDonalds’ biggest acquisition in 20 years: Buys personalization and decision logic technology company Dynamic Yield.

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space, and we’re here to help professionals stay up to date on the latest trends and best practices, so they can be more effective in their jobs. Joining us today is Christopher Kingman, the director of international sales enablement for TransUnion. Chris has extensive sales enablement experience in training and mentoring, and increasing seller efficiency and effectiveness, as well as problem-solving to increase sales productivity. I would like to better understand what have been your most impactful sales enablement initiatives to date and why? Christopher Kingman: When I was in the U.S. part of TransUnion, I created a program to address a very common sales problem. Most sales organizations, as they grow, take their best seller and they promote them to sales leader. But as we learn, and as a lot of people know, those jobs are very different. The skills that make you great at sales aren’t necessarily skills that make you a great leader, and just because you’re great at selling doesn’t mean you’ll be a great leader and vice versa. I absolutely bombed in sales but I tend to think that I’m an okay sales leader because the jobs are different, the elements are different, the skill sets are different. So, I designed this program, a 16-week program. It really went from these fundamental concepts, like right out of the MBA program business book down to the very tactical, like “this is the report that you receive on Tuesday, here’s how to interpret it, here’s how to use it” and everything in between. It focused a lot on coaching, developing, and understanding your teams and your people, which I think is one of the most common things that’s overlooked about being a sales leader. Your job is to ensure that your people are successful, that’s it. You’re not selling, you’re not closing, you need to know how to get the best out of your people, and I really focused this program on that. I took them through coaching and made them coach, shadow, lead meetings and talk about presentation skills, negotiation skills, pricing, contracting, all of these things. The feedback was excellent. All these guys were great but seven of the nine that went through it got promoted before I left that program, and that was huge for me. I was just really proud of that because I think it really made an impact on a lot of these guys. I had one seller who was all about “I don’t understand why my people can’t do this, they need to listen to me, I’m their boss” and went to “I totally get it now, they’re my boss, I work for them” and it was a really great feeling. Personally, I felt like it was a really great achievement for me to just have that impact on people because I like developing leaders. I think if that was the one enablement piece that I could focus on and do, that’s what I would do. I would create a sales enablement leader factory somewhere and just churn out leaders. That’s the thing, when you go through all of the discipline and stuff, it’s kind of built of all these little things that I built, that was the one thing that I really loved doing and so it was just really rewarding for me. The second thing I did was: we’ve got Salesforce, every little business unit within TU has their own little instance. When I came to head the CRM, it was a proprietary intermediate platform that talked back and forth. I was able to make a lot of improvements from what the Salesforce that we had was, to when I left, chipping away at the field, taking away functionality. In that was an international piece as well, just because it was like, “here’s the U.S. instance translated into Spanish Salesforce, good luck”. I’ve been able to really impact the usage, adoption, and the data hygiene which was an absolute mess, and get people to understand that this tool is not just for your boss to see, this tool is for you. This is a success tool for you, here’s how to prioritize your day, here’s how to figure out who to call first, here’s how to keep track of your opportunities, here’s how to figure out how much money you want to make, here’s how to figure out how to do that by a win rate, in a close race, all these different things. I laid out a strategic plan. It says, “here’s how we’re going to consolidate six international regions down to one, here’s how we’re going to migrate the UK over to Dynamics and Salesforce, and then here’s how we’re going to migrate everybody over to Lightning”. It just laid out the strategic path because, as involved as I am with technology – and I write about technology, I actually write for Nancy Nardin as well on tech – I really hate clunky technology. It drives me insane. I’m motivated by, “I would never want to use this, so I’ve got to make it better for somebody else”. I would never want to be a seller whose CRM is so out-of-date and clunky that it just eats another job, so I was proud of what I’ve been able to do outside of my own. I’m not an admin, I can’t do that, but what I’ve been able to do with teams, with regions, etc. SS: That’s awesome. In some organizations, Salesforce can be extremely clunky, so that is impressive. So, what are some of the fun initiatives that you have coming up for the coming year? CK: Like I mentioned, I just inherited the UK team. They weren’t really aligned to any sort of mission statement or charter. Not one person had any real clear idea of what they did, I mean, somebody had this one piece and then everybody was just kind of reacting to what I called “responsibility roulette”, where they spun a wheel and said, “oh, we need a rules program, well I guess it’s your turn”. So, I sat them all down and had a nice list of everything that they did and I’d say, “what do you want to do? What about your job do you like? What sucks? Where do you want your career to go? I want to align what you’re doing and what we’re going to invest in you to get you into the direction you’re going.” So, that’s been my immediate focus, is just getting this team standing up. It’s a great proof of concept because internationally, I don’t have a lot of enablement resources. I have sales ops resources that are really focused on recording outputs and stuff like that, but training and development-wise I have nothing, sales tech-wise I have nothing, QA doesn’t exist. So this is a good proof of concept to say, “listen, if we invest in this or if we invest in this, this is what you’d probably be able to get out of it”. So pouring my time into that is good. The other thing is finalizing this inside sales instance here. So, straightened out, they’ve got two different sales roles, they have a point-and-set role and then they have your typical account executive, a hybrid of a sales support role, and a customer service or account manager role. I developed a three-year plan of how to grow the team to about sixty people by the end of 2021, how to bifurcate the hybrid account manager and sales support role with a 16-week development program around role clarity for the account managers. So, they can decide if they want to be support or if they want to be an account manager which I think is something I’ve never seen before—teaching people how to sell before asking if they want to sell. Most people just kind of fall into it and they’re like, “oh, it’s sales, I could do this” and then they get steamrolled. That’s certainly what happened to me. I thought I could do sales and I failed miserably at it. Then, doing role clarity around account executives and a very aggressive sales skills training roadmap because I think a lot of organizations just assume you can sell. This is interesting because nowhere else do you just show up and not continually develop your skills. Football players don’t just go to the Super Bowl, they actually have to play games and practice, so why do we assume salespeople don’t need practice or rehashing of their skills? And then, as I said, this international redesign of Salesforce I think is key just because I want to consolidate reporting. I want clean reporting, I don’t want to have seven teams of business analysts across the globe try to come up with numbers and all that stuff. Those are all the things that I’m focusing on, at least here. Then outside of TU, working with vendor neutral. I go straight to vendor-neutral about sales tech, buying sales tech, since I sort of have an interesting skill set. I’ve gone through the entire buying process multiple times and then now with Nancy Nardin doing write-ups on sales technologies and benefits of that, as well. SS: Very cool. On that note, the closing question is just really what resources would you recommend for other sales enablement practitioners where they can learn, or maybe a particular resource that you’ve found helpful along your journey? CK: There are some pretty good books. Corey Bray and there’s another author, I can never remember his name, and they wrote “The Sales Enablement Playbook”. It’s very introductory but it’s great because it gives you the foundational stuff. There’s no Series 7 for sales enablement people, there’s no universal sales enablement code like there are accounting codes, it’s kind of that you just come to do what your business needs and align to the things. His book is great and it’s written for people that are just getting their feet wet. The book by Tamara Schenk and Byron, that ones good too. That one is a little bit more advanced and I would say probably has a little bit more applicability to larger organizations than the solo act or the person who is sales enablement who probably does ten other things. That stuff’s great. Joining a sales enablement society would also be beneficial, attending some of the seminars are good. The Sales Enablement Soiree I would say is something that people should attend, especially since Dreamforce itself is having more and more enablement content and breakouts, it’s a no-brainer if you’re in that area. It’s very rare to get immersed with so many like-minded people and people who thought they were the only one who had to put up with all this crap because that was definitely my reaction to the first several conferences I went to. Then, reading the white papers. Mary Shay obviously loves writing about this stuff. Or, getting on LinkedIn and searching – it’s hit or miss with the content but it’s good enough. I think Highspot put out a couple of those little introduction to sales enablement/sales readiness guides, which are good. I mean, I brought them over here and left them on somebody’s desk and told them to read it before I got back, so stuff like that. We all laugh and it’s like, “oh, that’s whatever”, but to some people, that’s like a blueprint. Stuff like that goes a long way and I really wish I had that when I was trying to figure this out or figuring out what I could go do because my default is to go find a problem and fix it. Fix a problem, spin it off, have somebody go demonstrate why fixing this problem matters, have somebody go run it for you, and then build that function out to where we know it’s making an impact. Then go fix another problem. So, anything like that would help people really figure out what’s wrong with their organization or, not even what’s wrong, but here’s how I can go make it better. SS: Thanks for listening. For more insights, tips and expertise from sales enablement leaders, visit salesenablement.pro. If there’s something you’d like to share or a topic you want to know more about, let us know. We’d love to hear from you.

Episode Overview For this episode, I'm speaking with Andy Paul. We had the opportunity to meet in person at the sales enablement conference in Denver, thanks to Nancy Nardin, Founder of Smart Selling Tools, who made the introduction.  Andy has several books out and has launched a new learning community for sellers and leaders called The Sales House. In this episode, Andy breaks down some essential learnings around his BALD framework.   Humans are Underrated We are in the era of AI, ML, and DL – and we are going to see a lot more automation in the economy. The people who can build relationships with other people and who can truly connect and collaborate with others - their value is going to increase. If you are not curious about what's going on, if you make yourself uninteresting, because you're not interested in other people and what's going on then, yeah, you're gonna be at a disadvantage. Those people who are learners and who want to stay on top of things and who are fascinated by automation – they are going to use it. It's not going to supplant us, and we are going to use it to be better humans! So, you just have to be curious about the other person. And that's going to lead you down a path. And if you need an app that says, hey, when you start this conversation, ask a question about them. That's fine. Use it if that's needed.   What is B.A.L.D.? The “B” stands for “be human.” The “A” stands for “ask great questions.” The “L” stands for “listen slowly.” And the “D” stands for “deliver value.” This model applies to any relationship in your life. I call it a “relationship operating system.” It doesn't matter whether it's in business or life.   Be Human If you want to connect with someone else, this is what you do. Be human. Don't just be present - be focused. Put your phone away; look somebody in the eye. Make sure they understand that you're there. You're in the moment.   Ask Questions Be curious. Ask great questions. By being interested in someone else's situation, you're making yourself interesting. And that's how the connection is formed. The science on this is pretty settled at this point. You do make people open up as people love to talk about what's important to them what they're passionate about. This includes small talk. Some might say busy executives don't have time for small talk. The science is incontrovertibly clear - small talk is key to making a connection with another person. “Where are you from?” is a great question. Just don't be scripted. Be authentic. You show up with scripted questions – you are likely to get scripted answers!   Listen Slowly Before you respond to questions. You have to listen as you think the person is - hear the words the person is really saying. This is where empathy starts coming in. This is where you've got to be in the moment. You need to slow yourself down. Just pause for a second. Listen, slowly pause and draw them out. Listen without judgment. One study highlights you have roughly 24 biases you have to filter out to accurately hear what the person is saying. These cognitive biases exist and impact how we hear people. There's a great book people can read called “Blindspot” (book link in show notes). The purpose of the book is to help us be conscious of these filters that we see and listen through impacting the way we receive people and project information.   Deliver Value Time is a limited and precious resource for people. They expect to receive a return on their investment of time. We all do. So, if a buyer gives us some of their time, and we give them nothing of value in return - we don't get more time. It's that simple. So, delivering value requires some forethought and some planning. This is the part about sales is hard for people to grasp. Selling is not purely instinctual. It's a deliberate act at every step of the way. We have to plan. In-person meetings, phone calls, emails, whatever - you have to deliver something of value in these interactions. You have to be aware before having  the interaction - what that value is that you're going to be delivering, and what they're going to do as a result of having received it. Value is a deliberate act. Instead of doing a “check-in call” for example, maybe send an email stating “Mr. prospect, I was thinking about you this morning, as I read this article about your business and how companies like yours are using technology similar to what we have been talking about. There are two key points in here I really think we should discuss. Are you available on Tuesday at 9am?”   Resources and Links for this Episode Connect Andy Paul on LinkedIn Visit Andy's new learning community, The Sales House Book Andy mentions, “Blindspot: Hidden Biases of Good People”   For More Great Content I would appreciate it if you would subscribe, rate, and review this show at Apple Podcasts. Here's a cool very short video that shows you how to do this. Your feedback is greatly appreciated and will help me promote the show to others who will benefit.   Credits Sound editing and show notes produced by – ChirpSound

This episode I speak with Nancy Nardin - Founder of Smart Selling Tools and Co-Founder of Vendor Neutral - a company that helps enterprises identify technology requirements and discover practical industry solutions personalized for where they are in their technology journey. She is an expert in Sales Technology and Sales Transformation backed by 25+ years of experience as a sales executive in information technology and services. Her customer list includes Fortune 100 companies such as Microsoft, Intel, and Hewlett Packard as well as many of Silicon Valley's hottest start-ups. What you'll learn from our conversation: > It's no longer about MarTech or SalesTech, it's about building an effective Revenue Tech Stack > The basic Revenue Tech you need to empower your team to close more deals > How AI is helping us sell smarter or more efficiently > Why leadership needs to invest more budget in SalesTech immediately Music/Production: Chris "KID" Robinson, Hitmakuzz Productions Visit jeffdavis2.com for more information about working together on speaking, coaching, or consulting engagements.

  We’re in the middle of a massive hype cycle when it comes to enablement technology. How can sales leaders make sense of today’s technology landscape? How can teams get focused on driving lasting sales productivity with the help of technology Brevet partner Brian Williams explores the issues and more with sales technology analyst Nancy Nardin. Nancy Nardin is a nationally recognized thought leader on sales and marketing productivity tools. Her firm, Smart Selling Tools – of which she is the founder and President – is dedicated to helping marketers and sellers apply process and technology to drive revenue. With nearly 30 years of sales and marketing expertise, Nancy is a frequent speaker and writer on using technology to drive revenue. Before launching Smart Selling Tools in 2006, Nancy was a analyst as Gartner Group and IDC, working closely with many of Silicon Valley’s leading venture capital firms and the portfolio companies. About Sales Enablement Radio On Sales Enablement Radio we talk with CEOs and authors, Chief Sales Officers, Chief Marketing Officers, Vice Presidents of Sales Enablement and Sales Operations, as well as salespeople about sales enablement. We started Sales Enablement Radio because sales enablement is a contested, hot topic for companies struggling with the new reality of selling in the B2B space. Marketing and sales departments are confronted with pressure to work as a team, while using new software guided by artificial intelligence, while contending with prospects that demand more information with less personal contact before making a purchase. This program will bring clarity to a topic that seems to mean different things to marketing, sales, and C level managers. Podcast Replays are also available on Apple Podcasts

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts For the first time EVER on #SellingWithSocial, I have two guests on the same episode, both co-founders of Vendor Neutral and experts in sales tech stack tools. Dan Cilley and Nancy Nardin know how difficult the sales environment can be, especially when searching for the right sales tools and technology for your company. On this episode they explain why financial investment is required in order to build the right kind of sales tech stack and how you can build yours on only 4 pillars. They also walk you through the process of identifying which tools you should invest in and how to get measurable ROIs on the technology your salespeople are already using. It’s an episode you can’t afford to miss, so be sure to listen. Why There Is No Such Thing As A Budget-Conscious Tech Stack In the modern selling environment digital tools are essential for business growth and workplace efficiency… and they don’t come at a low cost. Dan and Nancy’s team recently conducted a survey n the sales environment because they wanted to know how much an average salesperson’s tools costs per month. They found that the average amount spent on sales tech per user is $129 per month. To get the results needed, Nancy encourages sales leaders to plan on budgeting EVEN MORE money per user, especially in larger companies. Why? Because at the end of the day, sales tech is all about helping a salesperson understand their buyers better, which translates into more sales. That means that though their understanding comes at a price, the investment will pay off. An Effective And Utilized Sales Tech Stack is Built on These 4 Pillars Once you consider how much money you can budget for technology, you’ve got to take the next step: determine which tools need to be part of your sales tech stack. In making that decision , it’s easy for sales leaders to get distracted by the “next best thing.” You need to avoid that by sticking with the basics first by establishing your sales tech stack along 4 basic areas of need - and when you do, your ability to track, manage, and generate leads will grow exponentially. Here are the 4 pillars of a good sales stack: CRM Online meetings E-signatures Lead database How Should Sales Leaders Decide on Which Sales Tech Stack Tools to Use? There are currently 500 to 700 sales tools that fall into these 4 pillars of technology plus dozens of other subcategories. How do you know which ones to use? It should not be a process where you make assumptions about what your priorities should be - it should be more of a strategic process. You’ve got to focus on your “capability gaps,” then prioritize those gaps in order of importance. Then you can match those determinations to the different technology types available. To help you make the right decisions along those lines, Nancy’s team at Smart Selling Tools developed an infographic that categorizes each type of tool. Check out their list and evaluate them in light of your prioritization. You want to find tools that directly and simply address those issues so that you’re not wasting money on bells and whistles that you won’t use or won’t move you forward. In other words, you want to determine which vendors map their capabilities to your capability gaps, specifically. Does YOUR Sales Tech Stack Provide Measurable ROIs? Here’s How To Know Purchasing new tools and training your salespeople is only worthwhile if you are able to measure the ROI on the investment. Dan explains that if you work to align company sales goals with employee behavior, letting team members know what your goals are and why they exist, they will better understand why they need the particular tools you’ve selected for your sales tech stack. Here’s a simple but powerful tip that has worked for me when determining the ROI on any tech tool. It’s based on the need to track what tools in the stack are actually being used - which tools the sales reps believe are of value. The way we did that was to include required fields in our tracking software that required sales reps to disclose which tools they used to open the opportunity and which tools they used to close deals. Simultaneously, we informed the sales team why we were requiring the field - showing them that once we are able to assess the effectiveness and value of each of the tools, we’ll remove the ones they don’t use or need and invest more in the ones they do use. Within six months we discovered that a tool that cost over 6 figures annually was only bringing in $1100 into the pipeline! And we didn’t get even one complaint about the removal of that tool from our sales tech stack. For more actionable advice on sales tech stack tools, be sure to give this podcast episode your full attention. Outline of This Episode [1:04] Why Dan and Nancy are on the show - together! [4:05] The new A.I. Bot Vengreso has created [10:37] The 4 pillars of a great sales stack [15:50] Interesting data about how sales reps feel about their tech stack [21:17] What is the process to properly evaluate a sales tech stack buying decision? [24:02] Suggestions on determining ROI for sales tech [34:06] How do you get groups to align over goals and tools? [38:00] What tools should individual sales reps consider getting on their own? Resources Mentioned Connect with Nancy on LinkedIn Connect with Dan on LinkedIn Follow Vendor Neutral on LinkedIn Follow Nancy & Smart Selling Tools on Twitter: @sellingtools Follow Vendor Neutral on Twitter: @Vendor_Neutral Vendor Neutral website Smart Selling Tools website 2018 SalesTech Landscape infographic TOOL: Conversica TOOL: SmartCloud Connect TOOL: Cirrus Insight TOOL: Seamless.ai TOOL: DiscoverOrg TOOL: OneMob TOOL: LinkedIn Sales Navigator TOOL: Narrow TOOL: Grammarly TOOL: Smart Cloud Connect TOOL: eSignatures Dan’s all-time favorite movie, Schindler’s List Nancy’s all-time favorite movie, Broadcast News Social Business Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts  

There’s another technology universe just behind the MarTech universe. It’s called SalesTech. The person who knows it best is Nancy Nardin, Founder of Smart Selling Tools.  Nancy covers the SalesTech space and advises sales tool developers on their go-to-market strategy and even categorizes these tools on her website (www.smartsellingtools.com).   As I’ve gotten to know Nancy, I couldn’t help but feel that she is like my “sister from another mother” as she shares the same passion for technology that drives revenue and has spent the past several decades in sales, and in marketing. Nancy has been in sales her entire career, starting in the early 80’s in Silicon Valley selling the world’s first laptop, GRiD Systems. She had to figure out how to sell $12,000 laptops that weighed a ton and even had a handle to carry it like luggage. Imagine that. Nancy likes to say that laptops launched the SalesTech space giving rise to CRM and even presentation tools like PowerPoint (a product I helped launch ironically, or not).   Fast-forward to today and there are hundreds of SalesTech tools. Nancy and I share predictions that it won’t be long before these two universes collide and we all start calling this RevTech. 

Join us LIVE 11:30 am PST Thurs. 1/11/18 when Alex Terry, CEO of Conversica joins us to talk about the findings of the highly regarded 4 P's Report.  For the third year in a row, Conversica commissioned an in-depth study tracking lead follow-up efforts of B2B and B2C companies across a number of different industries. In 2017, they found that a staggering 77% of companies under-touched their leads. Check back here for the ON-DEMAND Recording of this broadcast -- no later than 1/16 or on the Heinz Marketing Blog on Mon. 1/22 along with the full transcript. AND--- Join us 1/23/18 11am PST for a free 60-minute, live webinar on this topic as well (on-demand afterward).  Terry will join Nancy Nardin of Smart Selling Tools and I to give our "lively" perspective from the Sales (Nancy) and Marketing (Matt) fronts on lead follow up failure AND share best practices for how to do it right.   ABOUT OUR GUEST:   Terry is an accomplished and award winning Internet business veteran with strong track record of driving results and growth. He founded or co-founded three companies and one division within Fortune 100 corporation. From idea to revenue generation, to profitability to exit... he is able to manage all aspects of consumer or enterprise service or product business. Focus has been on SaaS, operationally complex services which required disruptive new technology development.  He holds multiple patents for Internet services.  Alex received his MBA at Harvard Business School and his BA at Dartmouth College.

Nancy Nardin, Founder of Smart Selling Tools discusses sales enablement technology

In this podcast, Nancy Nardin, Founder of Smart Selling Tools, explains how organizations can use sales technology as a strategic differentiator

Join us as Nancy and I discuss her Hierarchy of Revenue Needs and Sales Stack Maturity Model and how to use these tools to help you build a sales stack that aligns with your requirements.

Asking your reps to play the numbers game is like a teacher asking their students if they can shoot for an F on the test. The reason your reps are having to send out 4, 6, even 8 follow-up attempts is because they are sending cold emails that suck. A 20% response rate should not be classified as success—that’s failing in our book. In this episode Nancy Nardin, Founder of Smart Selling Tools, shares how companies are going about sales in the wrong way, and why it’s tarnishing brands.

***AVAILABLE IN VIDEO ON YOUTUBE TOO: https://youtu.be/yQH4EjJPF8A*** The sales enablement tool space seems to get bigger and more complicated every day. Sales Tools are designed to facilitate your sales process and make your life easier. Is creating your sales stack creating a bigger headache than the tools are meant to solve? Nancy Nardin, The Sales Tool Queen & Founder of Smart Selling Tools, is here to help and cut the BS out of building the right sales stack for you and your sales team. Want more Sales Stack advice from Nancy? www.smartsellingtools.com *********************************************************************** Like what you heard here? We have so much more awesome, FREE content! Website: www.asalesguy.com www.nottaught.com Twitter: @asalesguy @keenan Facebook: https://www.facebook.com/asalesguy/ https://www.facebook.com/heykeenan Instagram: asalesguy

The sales enablement tool space seems to get bigger and more complicated every day. Sales Tools are designed to facilitate your sales process and make your life easier. Is creating your sales stack creating a bigger headache than the tools are meant to solve? Nancy Nardin, The Sales Tool Queen & Founder of Smart Selling Tools, is here to help and cut the BS out of building the right sales stack for you and your sales team.

Is your CRM system not a sales tool for improving performance? Nancy Nardin, Founder of Smart Selling Tools, Inc., explains that a CRM system is not the tool that is going to increase your sales productivity. Instead she shares her outlook on the new generation of sales enablement apps that are purpose built to increase customer engagement, improve conversion rates and win more deals. So, which sales tools should your team be using to amp up its sales productivity? 

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