“Find a tool that you know or you feel you might not be getting the most out of, and then reach out to your colleagues, your peers, and people outside of your organization to leverage that tool to find out how they use it to be successful.” – Jack Wilson in today’s Tip 1196
How you can leverage your tools to achieve greater in your role?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Jack Wilson is back, so it must be Friday. Here he is:
Jack Wilson: What’s going on Daily Sales Tips Community. Jack Wilson back with another tip. Today, I want to share with you that I can say with a high degree of certainty that you are most likely underutilizing one or several tools in your tech stack. Now, I can say this confidently because as someone who sells sales, MarTech into B2B, I know that a majority of tools that our buyers talked about, they complain about having them being underutilized or having low adoption.
Now, what do you care as a seller about the adoption of a tool? I’ll tell you why you care because these tools were designed to help you. Yeah, sure. Part of it was designed to help your sales manager and leadership get insights into the business. But at the core of it is the function that it helps you as an individual contributor carry out. So I want you to think about it in this vein. Does it feel like a chore or does it feel like a tool?
Focus on the different tools in your tech stack that feel like a chore today. Likely you’re just checking a box or recording an activity. But how can you look at that specific tool from a different perspective to get insights into how you’re selling? For example, where I sell, we have a BI tool that can actually tell deal risk based on low engagement. Now, as much as I look at that data and I think, “Nah that data is not right,” the more you take a real hard look at it, the data is never wrong. If the data is wrong, it’s usually because the classic garbage in, garbage out, which means you’re not using the tool the way it’s intended to be.
So my challenge for you this week is to identify the different tools in your stack and figure out how you can use them better or how you can leverage them more in order to achieve greater in your role. So whether that’s your conversational intelligence tool using some advanced reporting and analytics, whether it’s getting into your CRM system or even your sales engagement tool, like an Outreach. Find a tool that you know or you feel you might not be getting the most out of, and then reach out to your colleagues, your peers, and people outside of your organization to leverage that tool to find out how they use it to be successful.
Scott Ingram: For those of you playing the $SALES Coin game, you’ll want to click over to SalesCoin.co/jwtool to claim your coins. Not sure what I’m talking about? We’ll have a couple of explainer links for you and of course a link to connect with Jack at DailySales.Tips/1196. Once you’ve clicked over there, be sure to come right back here, for another great sales tip. Thanks for listening!