2012 is a year of new things, and so we are pleased to launch for sellers and sales leaders a weekly audio (and sometimes video) interview with people who have made, or are making an impact in B2B professional selling.
Today I interview Nancy Nardin, CEO of Smart Selling Tools, a company that focuses on buyer resources for discovering and assessing the best marketing and sales software available. In this short interview, Nancy reminds us that there are only about 215 days of selling per year (yikes - this is a LEAP year... does that mean 214?). Nancy also offers this tip to people who are overwhelmed by all the tools and strategies out there to help you grow revenues:
Nancy says to "keep track of what is getting in your way - and simply write that down in a list on your desk or phone or laptop." From there, she says, you can better identify those roadblocks that are slowing you down - then find tools that solve them. The typical way is to hear about a tool and work to apply it. Nancy's idea is much more proactive and keeps you in control rather than thinking that every new tool needs to be tried out.
Nancy also suggests that we have so many tools for the top of the funnel (or front of the sales pipeline) that we need to be looking at what is in the middle.
Be sure to get on the Smart Selling Tools weekly marketing and sales tools digest that goes out to more than 30,000. This will keep you up on the latest tools, and Nancy always has interesting things happening. Rumor has it that there will be a great contest coming up!
Lori Richardson is Founder & CEO of Score More Sales, a top B2B sales strategy firm helping mid-sized companies grow revenues by solving key sales issues - like recruiting, retention, building an inclusive sales team, process, pipeline, and leadership. Lori is also the President of Women Sales Pros - a community created to increase the number of women in sales, as well as in AI-powered and sales leadership roles. She speaks to CEOs on topics such as sales growth, the power of mindset, and the importance and value of a strong sales culture. Clients include companies in the technology, telecom, manufacturing, distribution, and professional services industries. Salesforce named Lori a Top Sales Influencer in 2021 - 2025. Lori has been named a top sales influencer over the years by LinkedIn, as well as many other companies and organizations. Her book, She Sells, is on hiring more women for B2B sales roles. Subscribe to the award-winning blog, follow her on Instagram, X, and LinkedIn.
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