Mediafly is one of the first solutions truly designed with the salesperson in mind. While CRM and other data repository applications serve the needs of the sales manager, Mediafly focuses on making sales people more effective by providing them with the most current sales-ready content in an elegant application. That application allows sales professionals to organize, present, and share that content, and provide a more engaging experience with their customers.

These days, Nardin’s love for salespeople translates to helping their organizations identify and implement the right sales technologies to support their work. She is well known in many sales circles for her role in developing a popular “sales tech landscape” graphic that organizes many of the current sales technologies graphically into categories based on their position in the sales process.

This week I interview Dave Sill, Head of Sales Enablement for DiscoverOrg.

Dave: DiscoverOrg is for growthbound organizations. Unlike other data providers, we offer a foundation of deep, accurate and constantly-verified prospecting data, so marketing and sales teams can take the quickest route to hit their next growth goal.

game chang·ing
adjective
having a big effect on the conditions in an area such as business:
“New technology can create a game-changing shift in a market.”
There are more than 500 solutions on our current SalesTech landscape. Which technologies have the potential to be game-changing? Nearly every week, we interview a different SalesTech company to learn why their solution should be considered to be a SalesTech Game-Changer.

To qualify, they should help companies sell more, in less time, at the right price, while lowering costs – what we call the 4 Golden Goals.

In each interview, we ask several questions about how their solution can change a sales organization in a significant way. Once a quarter, we summarize their answers in this easy to read magazine.

This week I interview Darryl Praill, CMO for VanillaSoft.

Nancy: What are the top 3 ways your solution changes the game for a sales organization?

Darryl: VanillaSoft provides a sales engagement platform that enables sales development teams to respond to new leads faster, interact with leads more consistently, across more channels, and generate more qualified sales opportunities.

Many people would suggest this is the role of the CRM system, however studies have shown that CRM is ineffective when it comes to qualifying sales leads. For example, when using CRM, sales leads are engaged less than two times on average, with 48% of new leads never being contacted, and the average time to contact a new lead taking in excess of 35 hours. Those results do not result in new pipeline. That’s why sales engagement platforms, like VanillaSoft, change the game for sales organizations.

We tend to think of onboarding as a one-time event as new sales reps are hired. Laptop? Check. Employee handbook? Check. Meetings and assignments? Check. eLearning modules? Check. Product training? Check. And then it’s over, the new rep has been officially onboarded and is now ready to be a productive member of the team, right?

But we all know the reality – even with the most organized onboarding program, it’s going to take weeks of reinforcement, training, and coaching, and months before it can be determined whether a new sales rep is successful. Moreover, recent research “Salesperson Onboarding” by the Sales Management Association found that new hire success rate for sales reps is just 55%. Almost half of new sales rep hires aren’t going to succeed regardless of investments in onboarding and training.

This week I interview Orrin Broberg, President & CEO of Modus Engagement.

Nancy: What are the top 3 ways your solution changes the game for a sales organization?

Orrin: The Modus sales enablement solution saves sales reps time and helps them make better presentations.

1. Custom-branded professional sales presentations look terrific!
2. AI-enabled virtual assistant combines customer information and recommended media.
3. Customer engagement analytics tells the sales rep who’s interested and who’s not.

Nancy: What are the top 5 things your solution allows salespeople to do better, or faster than they can today?

Orrin: The Modus sales enablement solution saves sales reps time and helps them make better presentations.

Sales reps love their CRM. They love spending hours entering information about the email activity they’ve had with customers, meetings held, proposals delivered, and especially updating their forecast. In fact, who doesn’t love a good forecast session with their sales manager? Not only that, sales reps see tremendous value in the information reported back to them from the CRM. You know, all the information they entered.

You might be wondering what world I’m coming from right now. In fact, you’d be right to since this couldn’t be further from the truth. Sales reps do not love their CRM and see little value in it. It is often a point of contention between sales managers and reps to update their activity and forecast. Which makes you wonder, what is the point of it all?

At the 2018 Nathan’s Famous Hot Dog Eating Contest, competitive eater Joey Chestnut set a new world record by downing 74 hot dogs in just 10 minutes.

“Okay,” you say. “But what does Joey Chestnut have to do with sales learning?”

Simple.  If your sales training and enablement strategy centers on sales kickoff meetings, boot camps or classroom sessions, you’re running the pedagogical equivalent of a hot dog eating contest.  At their core, competitive eating and conventional learning are premised on “unnatural acts.”

Bite-Sized Learning Beats Cramming
Without going into too much detail, it’s safe to say that most of those 74 hot dogs Joey Chestnut ate were never digested.

The traditional approach to sales learning produces the same results.

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