Nancy Nardin is joining me for a second time on Accelerate. Nancy is a thought leader on sales and marketing productivity tools and the founder of Smart Selling Tools. Join us now 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, and many more topics.
[0:58] More about Nancy and how she founded Smart Selling Tools.
[2:36] Nancy has created the Hierarchy of Revenue Needs model, based on Maslow’s hierarchy of needs.
[13:15] Nancy discusses the tools that are coming onstream for the customer success side of the revenue process.
[15:51] There is a need for sales tools to help reps to execute in the middle of the sales process.
[21:03] What is the sales stack maturity model and how does it relate to the Hierarchy of Revenue Needs?
[21:56] Find out how the two “rocket boosters” underneath the Hierarchy of Revenue Needs turn the pyramid into a rocket.
[23:17] The sales stack maturity model is 5 levels, mapped into the Jiu Jitsu belt colors―relating to the customer’s maturity level in terms of their use of sales technology.
[28:15] The Hierarchy of Revenue is a great tool to start examining where to start in order to build your sales stack.
[33:28] Check out episode 12 of Accelerate to find out more about Nancy as well as recommendations for sales tools to improve your sales productivity.