A Bit About Accelerate!
It’s time to Accelerate! Hi, I’m your host, Andy Paul. Join me as I host conversations with the leading experts in sales, marketing, sales automation, sales process, leadership, management, training, coaching, any resource that I believe to help you accelerate the growth of your sales, your business, and most importantly, you.
Let Us Introduce You to Our Guest… Nancy Nardin!
Hello and welcome to the show. Today, our guest is Nancy Nardin, with the leading experts on sales tools that can help you grow your sales. Nancy, how are you today?
I’m doing terrific. Thanks, Andy.
So rather than having just read the standard biographical information about you. Why don’t you take a minute and introduce yourself to the audience. Tell us what you do and who you do it for.
Sure. Well, I started Smart Selling Tools about seven years ago. And the main purpose is to offer resources for sales and marketing practitioners to learn about tools. And I was maybe a little bit ahead of my time, but certainly I’m not. Because there are so many tools out there, over a thousand marketing tools and probably even just as many sales tools.
So if I was still a sales practitioner, I don’t know how I’d figure it all out. So that’s what our purposes at Smart Selling Tools, to offer great information. We don’t charge for that. We don’t sell software. We just make it available for people to help them figure out how to grow the revenue with the right tools.
So let’s go back a little bit to the beginning. How do you get your start in sales?
How Nancy Nardin Got Into Sales?
How did I get my start in sales? I got my start in sales in Sacramento, which is where I’m at now, kind of came full circle. I got a sales job as a rep in RadioShack, a very first computer center. And so, I was thrown into the tech world from that perspective. Although, I don’t know how techie it is. Oh, the TRS-80?
Right. Exactly. The TRS-80.
Or the trash 80 has people finally called it.
Yes. Up those with for windows was the default operating system. CPM. Yes. And I was the one who predicted CPM would win out.
So maybe I should have said that. Everybody, we’re going to read your newsletter.
Exactly, right? But with that, let’s just say that’s what experience will help you with. Because that was a long time ago. And so, that’s how I got my start.
And then I quickly realized retail is not the place for me. But it did give me a lot of great experience selling to the government. I mean, I was here in Sacramento, so we were able to sell our TRS-80 to the state government and gave me some good experience and got me into sales.
So I think that’s maybe one thing is you find something that can get you in to sales, so that you can use it as a stepping stone.
Where do you go from there?
Well, from there, I didn’t know what the heck I was going to do. I had no idea. So I flew home to Iowa to just think about it. And I was on an airplane. The plane was full except for one seat next to me. And of course, somebody comes on at the last second. And I immediately, pass judgment on the guy. This is terrible to admit, but I’m like, oh my God, I can’t believe I’m going to be sitting next to this guy the whole time. And it turns out he was in sales and I was in sales.
So we started talking sales philosophy and one thing led to another. Next thing I knew, he was offering me a job at a company called Grid Systems in San Francisco. Actually, at the time it was in Mountain View. Oh, yes. And the buildings that Google now lives in. And it was across from another startup at the time called Sun Micro.
Yes. And so, that, I mean talk about serendipity. Right. How do those kinds of things happen? I guess you just have to be open to them.
And you probably asked the question, I imagine, or he asked you a question.
Right. Right. Yes. I mean, we just started a conversation. What do you do? What do you do? And then we start talking about sales. And I started sharing my philosophy about sales because I’ve always been a student of sales. And I always wanted to learn as much as possible and not just rely on like activity levels or the numbers game, right? Right.
So we start talking about sales philosophy. And, that impressed him that at a young age I was thinking about all of that and he really pursued me for the position. I wasn’t really sure I wanted to. I didn’t know enough to know what to ask or think about. And I did it anyway. I finally just agreed to it. And so I moved down to Silicon Valley. And here’s the thing and here’s what got this.
This really got me on the trajectory, although I didn’t know at the time of where I am now. And that is that Grid was the very first laptop computer. In fact, they own the patent or did, I don’t know if they still do, for the clamshell design where display comes down over the keyboard. And so nobody knew about laptops at the time. Why my sales pitch was helping them understand and educate them as to why they might want to take a computer with them. If you can believe that.
Well, yes, the alternative at that time are those logables. The Compaq was making that were the size of a small roller board suitcase.
Absolutely. Yes. So that was like, I log it every once in a while. But why would you need true portability? There weren’t any apps out like PowerPoint. There was no PowerPoint. We came up with our own slide program or application. And so, that got people thinking, wow, we could really differentiate ourselves if we could bring our computers with us and show a slideshow on the computer.
And then pretty soon, we’ve got our field sales teams using it and our field engineer teams using it. We we need some apps. What are the apps that we can use? And that’s really what I think gave birth to the CRM and SFA, software industry. Because there was no CRM at that point.
Right. And SFA, Sales Force Automation.
Yes, it is. Yes, Sales Force Automation. And that’s really what started. And then it kind of morphed into CRM or Customer Relationship Management. So I think I was around at the very beginning. I think the laptop may have been really the first sales tool and then we needed software for it.
And then I was in sales for 20, 25 years before us started thinking, I really I’ve always been entrepreneurial. I want to do something on my own. So what do I do? How do I create a business? But what can I offer that will be a value? And how would I monetize it?
And I just took my experience at analyst firms like Gartner and Data Quest and my experience in sales and sales tools and came up with this Smart Selling Tools idea.
The Impact of Technology to Salespeople
What impact do you see that technology and tools are having on sales and salespeople today? I mean, you’ve talked about this incredible growth. And I’ve read the same statistics. I think we’ve gone from a couple of hundred sales marketing automation tools to couple thousand to 3000.
So this exploding universe and certainly the pace isn’t stopping. What are these people seeing out there in terms of what the demand is in the marketplace that how they can help sales productivity?
Well, right now, it’s a real crowded space. And so there’s a lot of noise. And I think the industry as a whole where it’s still very immature as a marketplace and that means that there’s confusion out there, that there’s a lot of competition for attention among sales managers and marketers.
Marketers are a lot further ahead than sellers are when it comes to technology. First of all, I think, their budget. And part of their responsibility is to get tools that will help them with marketing. That hasn’t really been the case on the sales side.
Why do you think that is?
I think it’s because that’s just traditionally not where it came from. The only numbers really that mattered were what revenue came in. And then, we start drilling it down to activity level. Of course, that matters.
But marketers have always been expected to to measure everything. Right. And they’ve also always been given budget to get the tools to measure everything. Not so in sales. Sales, as long as you make your number. Nobody really cares how you got it done. They just expect you to make your number.
Yes, I’ve always had this perspective that management, especially when it looks at sales or service. The only salestool I need is the salesperson, right? That’s what I’m investing in. Right. If somehow I have to invest in this technology to support them, then somehow maybe I don’t have the right salespeople.
True. I think that is a lot of it.
And I draw an analogy to, just start with my dad, when I was a kid. We grew up in Wisconsin and he’d wake me up at 5:00 in the morning on a winter day to go out and shovel the driveway, so he could get back out of a car and go to work. And I’d say, well, why don’t we ever gonna get a snow thrower to make this easier? So not spending two hours in the morning doing this, I said. Hey, I’ve got one.
I see the same thing with CEOs and managers and so on. You have got all the sales tools I need to invest in these salespeople.
Correct. Yes. And sales managers did it themselves. Right. That typically come up through the ranks. They did it without any tools. They did it with pure gumption and skill set and determination and persistence.
And I think there’s still a lot of belief that’s what my sales people should be doing. I see everyone is different. Because you need a way to keep track of what you’re doing. But primarily the reason I think, CRM is so prevalent is that managers feel like they get what they need. Yes, it’s still what’s in it for me. And managers are not very good yet, at thinking about what’s in it for the sales person, and therefore I think we still have a long way to go before sales tools are going to be considered a critical element for a team.
I have a hard time even getting a lot of sales managers to think about why productivity itself is so important and the notion of sales capacity.
And we need to use our sales capacity very wisely and optimize it. Sales manager don’t typically think about that. And part of it is because the time pressure. There’s not a lot of time to think about these things for them. They’re busy coaching, pushing, having one on one’s going on sales calls.
So this gets back again to has anybody we’ve been given the responsibility and the budget to say, hey, you are going to look at this as a critical initiative as part of your job, and you will be held responsible for figuring out how do we optimize the use of our sales capacity and what technology is needed to do that?
Yes, I think that this word capacity is really a critical word for. Even if you’re listening. Whether you’re an individual salesperson or you’re manager is there’s a finite capacity of finance really measured by time, right?
How much time does a salesperson have in order to sell something? And as my point of view from a manager’s perspective, you really need to be thinking about just how much revenue my generating per unit of time that they have available. That’s it. And if you’re not thinking about it in that perspective, how do I optimize the number of dollars of… the quantity of dollars of revenue I can generate per hour, salesperson sales time? And if you miss, you’re missing the boat. Right.
It’s like revenue per square foot in retail. Exactly. So the kinds of metrics that have not been put into place yet, but we’re getting there and and the software solution vendors are helping to educate the market about that. But there’s a lot of sales software tools that are still way ahead of the market because we think that the market should be there.
But it just it just isn’t. A lot of times I’ll ask people what their budget for sales tools is and they still just give me their CRM budget. Yes. So we have a fundamental disconnect still in terms of where we are versus where we need to get to.
Got it. Got it. I want to talk after the break. I want to talk more about the specific tools that you recommend that made the categories and for some specific examples of tools that companies are using that they’re earning an ROI, that would be useful for people to be put to use in their business. Sure. So before I go, though. I want to give you a hypothetical situation to think about, and we’ll talk about this as soon as I come back from the break.
Here’s the situation. You’re a new manager being hired into an existing company where sales have sort of stagnated and you’re under pressure to make things happen quickly. So what would be the two things you would do in the first week that would have the biggest impact for setting a new direction?
So think about that. Yes. And we’ll be back right after the break. Stay with us. Again, Nancy Nardin, one of the leading experts on sales tools. And she’ll share her insights on some specific tools that help you amp up your sales. We’ll be right back.
Welcome back. My guest today is Nancy Nardin. You can catch Nancy online at Smartsellingtools.com. And make sure you subscribe to her newsletter weekly. Newsletter full of great information about sales tools, marketing tools that can help you drive increase sales.
So, Nancy, before jumping to talking more specifically about sales tools. Let’s get your answer on the hypothetical situation I posed before the break. You’re manager, new manager at a company. Sales have stagnated. They want you to come in and make a huge impact. Quickly, what can you do in the first week or that would be the first two things you do in the first week that could have the biggest impact?
I have in my mind. That’s an easy thing to think about, because there’s two things in my mind that are most critical, and it has to do with the same thing. What’s going on? How? Why? Why don’t we have the sales traction? And the two audiences that have the answer to that are the sales numbers themselves and the customers. So I would set up some interviews with customers and prospects that didn’t buy. Right.
So, you had a need. And you were presumably interested. Why weren’t we able to make a connection? What caused you to not go forward? I would want to know that. And I would want to know what did cause people to go forward with our solution and what they like best about it. So that we could start to focus on what’s working, as well as what’s not working.
And then I would interview the sales members. I think that a lot of managers don’t give salespeople the respect that they deserve in terms of the knowledge that they’ve gained. Because we do have a tendency, and I do as well, to just say, well, that’s just an excuse. We’re making excuses here.
But there probably are some things, some elements of truth that we need to be open to hearing about what’s going on. And salespeople are the ones that have that.
Yes, and they’re the ones that are closest to the action. Okay. Good answer. I like that. And it’s a good mix of inside and outside. And as I said, the solution primarily come from the customers. So let’s talk about sales tools.
Let’s start with the categories of tools which I think serve as the most important for companies to consider investing in today. Based on the available products are good products or maybe even the why that the that demonstrate that the companies can get from them. So which category is most important? Let’s set aside CRM because CRM everybody knows about that.
Yes. And it’s interesting too, because I do set aside CRM quite a bit. In fact, I don’t even have CRM tools on my site and and that’s because there’s already so much focus on CRM and I don’t view CRM as a sales productivity tool.
Now it’s a necessary tool. It is a system of record. But I don’t think that salespeople should necessarily be using it as their main interface. I think we’ve gone beyond that. Look, CRM has been around for 35 years and we’re still using this sort of database record concept for a salesperson to use to log their everyday activities. And that’s not how a human being works.
And maybe at one point we didn’t have the technology to do it any other way. But we do now. So, for instance, why can’t we by a virtue of dialing and using a phone? Why can’t that be logging in the phone call that was made automatically. And then, perhaps calling up a screen called disposition screen, when it notes that the call is over, it allows the salesperson to just check off a couple boxes.
This is what happened. This would happen. The next step. This is the competitors we talked about, whatever. That’s the kind of automation that I think is needed. And so anyway, that’s got up on a tangent. But that’s why I don’t talk about CRM so much.
So getting back to the categories and we actually just did a survey on sales tools, a consideration acquisition and performance. And we asked about 13 different types of sales tools categories. So I won’t go over all of them.
But for an example, E-Signing is one, Sales Contract Management is one. Quoting, Pricing, and Configuration is one, iPad or tablet tools like mobile catalog and visit reporting and those type things is one, Sales Intelligence. So just having prospect lists and being able to look up and filter based on size the company in those types of things.
Those are some of the tools that we asked about whether they were in use, whether they were being implemented, whether they had evaluated them and declined. Basically all the different options of where a sales tool could be in terms of usage within a company. Right.
And so, what were the most popular with those, the ones you named?
So the ones that we rated the most popular in terms of usage were three of them. One was prospect communication and engagement. And the way we defined that was, anything that would augment email as a delivery tool of follow up information. And so that might be something like a Yesware, or a LiveHive or a ClearSlide.
Okay. So, maybe just for people who aren’t familiar with those explain functionality. Basically, they give you the ability to track whether emails have been opened or whether the content you’ve attached to an email has been opened, or if you have a PowerPoint presentation attached to an email and you can tell where that’s when clicked on. In some cases, like with ClearSlide, you can tell which slides I’ve looked at, right?
Exactly. Yes. Yes. And this is a very important insight for a salesperson. I’ll just give you an example. So, let’s say that you send an email out. Most of the time. We have no idea what happens after that. We have to spend time, mental time, and we have to spend energy just thinking about what’s the right time to call back.
Did they even kept the email? Should I send a follow up in two days to say, hey, did you get it? What did you think? So,that’s a lot of time and energy and resources if you think back to capacity that we were just talking about. That’s not a good use of sales capacity. So if instead you send an email and it’s got some sort of tracking code in it that can tell you, guess what, this customer just opened your email.
Well, that would be a great time to pick up the phone and give him a call because you know that they are actively engaged and thinking about your solution or that they are reading your proposal.
Or they’ve come back three times to look at your proposal. I think.
Right. That indicates a level of interest.
Exactly. I think that for now, I’ll just make the blanket statement that if you’re a sales manager or business owner, you make a fundamental mistake today if you’re not investing in these tools.
And these tools are, for the most part, are very inexpensive. I know some can be more expensive, but something like, Yesware. I think is on the lower end, in terms of price, is certainly high functionality. But you know, if you spend 10 bucks a month or whatever it is 20 bucks a month, it’s nothing. And you give your salespeople so much great intelligence that they can use.
And example, you gave us a perfect one. I use it that way. Yes, I’m sending him hell out to a prospect and they open the email for me the first time. Maybe I won’t call them if they open again a second time soon thereafter. I pick up a phone call.
Yes. And I absolutely agree with you. There’s no excuse. This is a fundamental tool that everyone needs in their tool box. There’s no reason why you shouldn’t have it. And just one other quick example. This has happened to me. I’ve talked to a client that said or a prospect that said, we’re probably not going to be ready to do anything for a couple of months. And 30 days later, I start seeing these emails being opened by this person.
Well, I could have been sitting here waiting for an extra 30 days because they had told me originally two months. Now I know that’s something is going on. That has stirred their interest. And I better pick up the phone and reach out to them.
Yes. I know some people on the surface. I’ve talked to some management types, saying, it was a little creepy, you know? It’s not creepy. It’s the way the technology works. It gives you some insights. And that’s really what you want. You want insights that you can take action on. And yes, this is just to me an essential tool that every sales organization should have.
Absolutely. And creepy could come into it if you just have to do it right. As soon as you see they opened it, you don’t want to call and go, oh, I can see that you’re reading my email. Exactly. Right. That’s up to know how to do it the right way. I kind of equate it to those focus groups? Right. When people get into a room and there’s a big mirror and you know, there’s someone on the other side watching you. Right.
But that’s okay. As long as you can pretend you don’t know. But for instance, if someone turned the light on and now you could see people and they were watching you, you’d act a whole lot different now. Nothing changed.
When I get email from people that I assume that they’re tracking. Yes. I can’t tell people I didn’t get that email if I opened it because there’s a good chance they know that I did.
Yes, that’s true. So the second one, about the people that responded. Fifty seven percent were using a tool like we’ve just talked about. Okay. And then, the second and third place tie for 55% of people using it. And the next two were pipeline management in deal flow. Now this is different from CRM, the way we defined this.
What was tools that help you map out and understand the buyer journey? So these might be tools like a Membrain or a Revegy. And these things, for instance, that will help you map out the decision makers, like do an org chart.
So spell the second one It was Membrane and?
Okay. And I’m not sure that seems a little high for these tools. I think maybe some people did interpret this as a CRM, but that would be my take on it, although we did define it in. And that was not how it is defined. But anyway, that’s what that category of tools does.
And part of this is salespeople. If you’re working a lot of accounts and or even just one, a couple like big accounts that have a lot of players in it, you need a way to help you prioritize your follow up. You need a way to help you figure out who’s who, who you haven’t contacted yet, who you haven’t persuaded. That needs to be persuaded. What the buying process looks like and that’s what those tools help with.
And then the third one was inside sales tools. So these would they be things like dialers. It would be things like lead routing that, when a when a call comes in, you route it to the right person.
It could be an inside sales software, CRM like software, where it calls up the record of that person because it recognizes it by the phone number. Inside sales is growing tremendously because we know that people are busier. You don’t really want to meet in person.
And we were finding that it’s not necessary anymore in today’s world. In a lot of cases. So inside sales and SDRs or Sales Development Reps. Someone who’s kind of in-between inside sales and account rep. That practice area is really growing. So it’s not surprising that, that’s a tool that’s in high usage.
Yes, well, I sort of find interesting is that I’ve always thought that sales was predominantly an inside sales profession anyway. Right. I mean you look at the bulk of time and you take, door to door salesman of the equation and there aren’t that many of those left anymore.
But you know, through the arc of my career is with the products I sold, I probably had five to one, six to one inside contacts versus sale face to face contacts with customers. So you don’t need a call center to be considered inside sales. But my point is, if you got even the normal sales environment, what they call a hybrid, where, the bulk works we’ve done in the office or on the phone, investigate some of these tools.
Right. But that’s really not what we’re talking about for inside sales. I understand. Yes, okay. But to your point. You’re absolutely right. I mean, when I was carrying a bag and I was always at the top. And I remember someone coming into my office and go ahead. How we see you on your computer? What are you doing? And that just goes to your point. A lot of it is inside sales. I mean, inside work, if you will. And what I was doing is I was researching.
I was thinking of things that would be of interest to the prospect that I could send to them without it being a strict push for to get the deal. I was nurturing. That’s what I was doing. Right. And yes, a lot of inside work is nurturing and figuring out strategy.
My point was that even if you’re not a strictly serve more call center oriented, SDR oriented inside sales environment, sort of high volume, outbound, proactive business development, but you still have, practice business development requirements. You got to go and prospect. And some of these tools you talked about, even in lower volumes, a dialer, some of the access to the databases, like others you’d mentioned. They’re critical to investigate and have as part of your toolkit. Yes. So last question and then we’ll hop onto last segment.
Buy Your Own Sales Tools
Should salespeople invest their own money in some of these tools if their companies won’t?
I think so. Absolutely. Yes, absolutely. And they are starting to because they’re used to that idea. We have these app stores and we’ve got followings that we look for apps for. So if you’re in sales and you’re not thinking about going out, just getting your own tools, that I think you’re a little crazy because or and you are lazy, I mean, to say it. But come on, this is a new world.
If you want to be that top at the top of the heap, you got to find ways to put yourself there. And it may just be a combination of sales skills, but also tools to you. And at the prices we’re talking about some of these tools that don’t require any kind of back end integration, like a Yesware or LiveHive or even a ClearSlide, there’s no reason why you shouldn’t just sign up for those on your own.
Yes. When you think about that’s a fraction of a percentage of your income or your potential income. So yes. Do it to optimize your performance and investigate and purchase some of these tools even if you have to do it on your own. It’s like investing in your own training, right? If you’re a salesperson, you can’t wait for your company to train you after reading about sales, reading sales books, attending webinars, online training. So on on your own if need be to to boost your productivity.
So. Well, great. Good suggestions. Let’s move into the last segment, the show called Sales Corner and give you some rapid-fire questions. You can give a one word answers or you can elaborate if you wish.
What’s the most powerful tool in your sales arsenal?
- I would say if I think about the tool that I use every day, all day, just because of the work that I do. It would be I would have to go back to the LiveHive or Yesware because really you can’t do without that. But I was going to say and you can decide what you want to do with this. But I was going to say is Snagit. Which is a tool that allows you to grab images.
Screen capture. Yes, exactly. Now, that’s you wouldn’t think of as a sales tool. But if you’re in sales and you’re going to be calling on a client or prospect, maybe you want to grab their logo right off the Web, maybe you want to grab some things out of a presentation. You saw a couple of tweets that prove that something is of interest to them or that shows you’ve done your research. You could definitely be helpful from those for sales activities as well.
Okay. That works.
So what’s the one book every salesperson should read?
- I’m going to say that it is not that what you would think of as a sales book? I would say pick up the books by Dan Heath and Chip Heath. They’re brothers, right? And they’re also professors, at least one of them. I think they both are. And they write books about the decision making process. One is called Made To Stick. One is called Switch: How Do You Get People To Move and Change. Which is really what sales is all about. One is called
Yes. I don’t know that one but I know the first two.
I think it’s called decisive. It’s something like that. And it’s about how people make decisions. And I read these books and I think about it in terms of sales. How can we apply this? One of the concepts I really like is this concept of ooching.
And so often we want to get the prospect from where they are now to signing a contract. Well, you know, that’s not how people work. That’s a big process. Not sure I’m comfortable with it yet. You’re asking me to marry you when we really just met. So this concept of ooching in this is not how they really applied it, but it does apply this way, which is to say, let’s help the person test their hypotheses.
So if your prospect, obviously they’re thinking that this could be something that would be useful. So instead of pushing for a sale, how can we help them test that hypothesis? How can we say, you know what? Let’s just put the decision aside for the moment and let’s just test the hypothesis that, your sales rep will be able to make a lot more calls.
And because if that’s not true, then we don’t even really need to go further in our thinking. And that takes the pressure off. It shows that you have their interests in mind. It shows you want to work with them. And guess what? You’re going to probably get them from A to Z a lot faster. But it’s because you’re not focused on Z you’re focused on B. Let’s go for me to be run from B to C. So that’s why I like those books.
Okay. I love it. So, books by the Heath Brothers.
What’s your favorite music to listen to? To psych yourself up for an important sales call
- Well, my favorite song that psychs me up every time is “I’m walking on Sunshine.”
I don’t know. That’s just that probably dates me too much like that. But I like that song. I don’t know, I think you made that TRS-80 did. Why am I worried about it now?
Let’s say Pink. I love anything by Pink. Okay. Fired up as well. There. That’s a little more contemporary here.
What’s the first sales activity you do every day?
Every day I think about what are the things that I have to get done that day. What are my top priorities? And that’s because I know I need to focus. There’s so many things that could distract the salesperson or me. And so that’s what I did. I figure out these are things I’ve got to get done. And oftentimes, the things that I don’t want to do, I least want to do that seem the most difficult. Those are the ones I try to do first, because those are typically the ones that are the most important.
Okay. And last question from this group is…
What’s the one question you get asked most frequently by salespeople?
- How do I get a prospect and engage with me?
They don’t put it that way. Right. But they’ll say how can I get an at bat? That’s the most difficult thing in today’s world, I believe is everyone’s busy. Technology has not helped us in that regard. It’s just like when I was at RadioShack, the most amount of RAM you could get was 24 megabytes.
And we just thought, well, what do you really need that much more ram? But now, the more RAM you have, the more memory needs you have. And the same goes for our own activity levels and our own resources. The more technology we have to help us with things, the more things we end up needing to do.
So it’s that’s what your buyers live in. That’s what buyers live in. So if you’re in sales, how can you get their attention? You have to differentiate yourself. You have to be authentic.
You have to find interesting tools that can set you apart. For instance, a ClearSlide that when you have them on the phone, boom, you just switch and write immediately over to the hey, if you’re on the web right now, I can quickly show you X, Y and Z. So that allows you to take advantage of the moment you have that person’s attention. Right. Wait for a meeting. You’ve got your app out right there.
Wrapping Up The Episode
Okay. Love it. Great. Great answer. Well, it’s great. I appreciate you spending time with us today. I thank today’s guest, Nancy Nardin. Nancy, thanks for sharing your wisdom about sales tools with us today. How can people learn more about you?
Well, they can go to our site, Smartsellingtools.com. I would encourage everyone to subscribe to our blog, as well as our weekly newsletter. And one other thing, and that is that every Thursday at 11 o’clock, we have a different featured vendor give a demo. So in 30 minutes, once a week, you can learn about tools without having to figure out who do I talk to?
Getting involved with a salesperson. Just show up for the webinar for 30 minutes and in no time you’ll know about a whole bunch of tools and you can decide which ones are good for you.
I like it. All right. Make sure you check into Nancy’s site. That’s Smartsellingtools.com. Subscribe to her newsletter. I do. It’s a great way to keep abreast of what’s happening in the business.
And remember, if you’re an entrepreneur, you’re in sales and if you’re in sales, you’re an entrepreneur.
So make sure you make it a part of your day everyday to learn something new to help you amp up your business. So until next time, this is Andy Paul. Good selling, everyone.
Thanks for listening to the show. If you like what you heard and want to make sure you don’t miss any upcoming episodes, please subscribe to this podcast on iTunes or Stitcher dot com. For more information about today’s guests, visit my website at Andypaul.com.
Some of Nancy Nardin’s Interviews: