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Accelerate! with Andy Paul

“Accelerate Your Sales Power.” Are you completely satisfied with your sales performance? Then Accelerate! your sales skills, leadership traits, and personal development, with sought-after speaker, best-selling author and sales sage, Andy Paul. Six times a week, Andy interviews the world’s foremost sales minds and extraordinarily interesting people like Jeffrey Gitomer, Robert Cialdini, Jill Konrath, Anthony Iannarino and Tim Sanders -- to uncover the strategies and insights you can use to generate massive value for your customers and epic wins for you. Get inspired with proven strategies to bust through limiting mindsets, amplify your value to buyers and outsell the competition. Whether you’re a sales leader, AE, AM, SDR, CEO, or entrepreneur, YOU want to generate better leads, close more sales and grow your accounts, and Accelerate! is the preeminent podcast for fast breakthroughs. Check out our growing catalog of 350+ hard-hitting episodes now.
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Sep 13, 2016

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.   

 

KEY TAKEAWAYS

[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.

 

CONTACT NANCY NARDIN

 

Website: www.smartsellingtools.com

Using the Hierarchy or Revenue Needs™ and the Sales Stack Maturity Model

The Hierarchy of Revenue Needs™

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