Nova Officially Available for Microsoft Outlook

You asked. Nova delivered.

We’re proud to announce that Nova is now officially compatible with Microsoft Outlook. Download our add-on now from the Microsoft Office Store to begin using the world’s leading personalized selling platform across all versions of Outlook, including Outlook 365 hosted mail, on both Mac and PC.

This brand-new compatibility opens up Nova to a huge segment of the market, and we can’t wait to begin helping virtually every sales team out there to sell smarter and close more deals.

Launched in 2016, Nova helps sales and marketing reps better engage with prospects through the use of AI-personalized email, flows, personals, and analytics. Our platform helps maximize the productivity of your teams and empowers them to focus on driving revenue.

Nova thoroughly analyzes your prospect’s digital presence to produce messaging that aligns with their interests. Our platform also provides meaningful analytics that reveal which forms of personalization works best with specific buyer personas, allowing your business to make data-driven decisions to refine messaging over time. From the moment your message is sent, Nova tracks performance engagement. Learn more about how Nova fuels success over in our Solutions Center.

Build rapport, foster trust, close more deals, and save time every step of the way with the brand-new Nova for Outlook.

Not an Outlook user? Don’t worry! Nova is also available for Gmail / Google Apps.

Atlatl Software Case Study: Effectively Scaling Sales with a Personal Touch

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“The biggest value Nova provides Atlatl Software’s growing sales team is the amount of time savings for researching and developing qualified accounts, contacts and leads. The impact of the increased number of quality touches has resulted in higher response rates and enterprise business opportunities.”

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Zac Cooper
Director of Sales, Atlatl Software

 

About Atlatl Software

Atlatl Software provides manufacturing and distribution firms with cloud-based tools to optimize their sales processes. The features of these tools range support sales professionals with everything from simplifying product configuration to generating dynamic pricing for quotes.

In addition to prioritizing best-in-class solutions for its, clients, Atlatl’s dedication to customer success emphasizes a quality client experience starting with implementation of their innovative software and going well beyond.

 

Atlatl’s Challenges

The field of manufacturing and distribution is a massive market that represents a significant opportunity for Atlatl Software’s unique approach. Yet with its lean sales operation and personalized sales process, reaching a larger number of leads — and properly qualifying them — was an ongoing struggle.

An individualized touch is one of the hallmarks of Atlatl, allowing sales professionals to build stronger relationships with clients and offer incredibly customized solutions. The software company needed a way to maintain the quality of its consultative process and lead generation system while reaching out to even more potential customers.

 

Nova’s Solution

We knew that Atatl needed a way to grow their sales outreach program to gain more of the manufacturing and distribution sales market, without sacrificing the personal, consultative sales approach that made them unique. The other aspect of the puzzle for the software organization was building quantity of leads while maintaining a high level of lead qualification that would keep their sale team efficient.

With these goals in mind, we developed a system for Atlatl that harnessed the power of artificial intelligence to automate sales communications that still offer an individualized approach. Nova’s software solution also enabled the company to more efficiently research prospects for a higher level of lead qualification. We were also able to provide them with a native interface within Gmail, ensuring a single, streamlined workflow for prospecting.

 

The Results

nova-logo.png50% Time Savings in Contact Research

Since adopting this new system, Atlatl software has seen significant growth in its prospecting activities. Automated systems have provided a 50% time savings in contact research while enabling consultative outreaches.

 

nova-logo.png25% Increase in Prospect Connects

At the same time, more accurate information and lead qualification has led to a 25% increase in the number of call backs, email responses, and new LinkedIn connections.

 

nova-logo.png10% Increase in New Opportunities

Overall, Atlatl has experienced a 10% increase in new opportunities since adopting Nova. These high growth rates have been achieved by promoting, rather than sacrificing, Atatl’s personalized sales approach.

5 Phrases to Eliminate From Your Emails

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Salespeople aren’t the only ones guilty of overusing words or phrases in emails; the truth is, we all do it. That’s why it’s even more important in your prospecting efforts to use unique, personal, or specific phrases that say what you actually mean, as opposed to what you’ve seen everyone else say.

Below are five overused phrases to cut from your emails, specific to prospectors.

I saw on your LinkedIn…

This phrase seems the most specific, but in reality it has quickly devolved from a useful phrase in prospecting to one of the most cringeworthy things you can write. This phrase signals to your reader that while you made the time to stalk them on LinkedIn, you were too lazy to be creative in how you approach the information you gleaned. Instead, leave out this phrase altogether and get straight to the point.

 

Does this seem like something you’re looking for?

If you have to ask this question, you’re not trying hard enough, and your reader will know it. This phrase signals that you don’t know your product, or you don’t know your prospect, or you don’t fully understand, either. Instead, lead with confidence. “This product could really help you do x.”

 

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Does a fifteen minute call make sense?

One of the most important things a prospector can do is present themselves as an authority – not necessarily on the specific use case of the prospect, which you may not learn until you get a phone call, but on the value that your product can provide. By asking whether or not a quick call makes sense, you’re already losing that all-important air of authority.

Instead of diving right into the request for a meeting, which your prospect is expecting, try to learn more about the prospect’s specific pain points or struggles. A question such as “75% of my clients struggled with y before joining our community – do you have the same issues?” could open the door for this conversation.

 

Are you the right person to speak with about this?

Similar to the second phrase, above, if you’re asking this question of your prospects, you’ve already lost. You should know your market and your product well enough to know that you’re speaking to the right person. It is likely that your product requires multiple buyers. Rather than asking if the prospect is the right person to speak with, focus on what part of the buyers committee this individual represents.

 

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“Just”

This word can and should be eliminated from all emails – not just prospecting emails! (See what we did there?) Similar to words like literally or evenjust is a fluff word that appears unnecessarily in our daily vernacular and should be edited out of any written correspondence when possible, particularly at work. “I just want to reach out.” “I’ll just take up just a few moments of your time.” Words like “only” can convey a similar meaning to “just” without the overuse. Find and replace your “justs” with a more appropriate word and move on!

Mediafly Case Study: Nova Boosts Productivity by 700%

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“Nova is a tool that you can tell was designed by a company who knows how sales reps work on a day to day basis. As a sales manager and the Salesforce admin, Nova provides the perfect balance between making sure what is important gets tracked while reducing the admin time for sales reps. The one tool my sales reps can’t live without is Nova.”

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James Hemberg
Director of Business Development, Mediafly 

 

About Mediafly

Mediafly is a Chicago-based company providing mobile enablement software and sales technology solutions. Founded in 2006, Mediafly has been recognized as one of America’s fastest growing companies for the last four years.

 

The Problem

Mediafly recognized a problem among their sales reps in early 2017. James Hemberg, Director of Business Development, was seeking a tool that fit well with what the reps’ daily routines and allowed his team to track activity for the sake of building out scalable best practices.

Hemberg recognized Mediafly reps were unsatisfied with how much manual logging was involved in their CRM, and most reps preferred to email out of Gmail over emailing out of Salesforce.

“At least 50% of my team’s time was being spent prospecting and writing emails as opposed to being in front of clients and selling,” says Hemberg. “We needed to a find a tool that allowed us to cut that time down to at least in half of it but didn’t sacrifice the quality of the outreach.”

 

The Solution

Mediafly discovered Nova later that year and quickly began enjoying the benefits of the world’s leading AI-powered personalized selling platform. Their team utilized a variety of solutions for marketing and sales based on their unique needs, including:

nova-logo.pngCold Email Outreach Templates

With Nova’s team-wide email template tools, Mediafly sales reps are able to easily identify and understand which templates convert best for a specific prospect based on their title or industry, empowering them to deliver a more high-value experience throughout the buyer’s journey.

 

nova-logo.pngDaily Task Management

Mediafly sales reps rely on Nova to structure their entire day. Individual task lists, consisting of calls and emails, are set up for reps every morning with the understanding all tasks will be completed same-day. Each rep’s workflow is structured around their daily metrics, so in order to hit their target output number, all they need to do is complete their assigned Nova tasks.

 

nova-logo.pngAnalytics & Monitoring

The marketing team at Mediafly closely monitors the analytics Nova’s platform provides and uses that information to get a stronger ROI out of the company’s Marketing Automation Platform.

 

The Results

nova-logo.png700% Increase in Email Output

In the first month of implementation, Mediafly saw its monthly email output jump from 600 emails to upwards of 4,100 emails, effectively boosting each rep’s email output by almost 700 percent.

 

nova-logo.png150% Increase in Dials

By streamlining the day with Nova workflows and task creation, Mediafly saw dials increase for each rep by over 150 percent.

 

nova-logo.png75% Less Time Emailing & Tracking

Nova’s email automation and tracking tools give Mediafly sales reps the power to drastically cut down on the amount of time spent emailing and tracking those emails, decreasing from about 4 hours a day to only 60 minutes.

 

The Sales Coach: Gabrielle Blackwell

Welcome to the sixth installment in our  Sales Coach series. This month we’re featuring Gabrielle Blackwell, a sales leader and problem-solver with an appetite for changing the status quo. Gabrielle is a Business Development Manager at Cloudability, focusing on taking concept to action and idea to market.

Click the video below to hear a bit about what Gabrielle is going to share in today’s interview.


 

Tell me about your journey into sales.

I stumbled into it. I took the job out of desperation. After graduating from the University of Chicago, I thought about going to law school but I was burnt out on learning in an institutional setting.

I went abroad for a couple of years, and when I came back, the companies I wanted to work for told me I was overqualified for the new hire programs, but I didn’t have enough experience to come in as an experienced hire. I had to pivot my entire job search. I applied to my first sales development rep job at Cloudworks on a Wednesday, started on the following Wednesday, and never looked back.

 

Looking at your resume, you seem to have a history of quick promotions, with only a few months in a role before being promoted to a management role. What is the secret to your success?

A basketball coach once told me that in order to get better, you have to play against the best. What has made me successful has been not being the smartest person in the room. I’ve always loved to learn, and I always wanted to be around people that I could learn from.

At Cloudwords, every time a new AE came on board, I’d call them and get to know them. I would shadow their calls. I would pay attention to their words and the things prospects picked up on. I learned to personalize based on the conversation I was having. I’d hear words that were used for specific markets or industries and use those in my calls and emails.

When I got promoted to AE at Act-On, I met with the three best AEs and learned about their process. That desire to learn and improve is so important.

 

What advice do you have for SDRs who are struggling with their next move, or feel like they’ve been stuck in the role? Do you have any quick fixes or suggestions?

I would suggest that anyone in sales align themselves very closely to their leaders. If you don’t have a mentor or an advocate, find one. I truly believe that any manager or director that’s worth their dime will be a mentor. If they can’t, they should help you find someone. We live in a highly connected world. Cold email people and ask them their opinions on approach or process based on their own experience.

I created a career map for myself. It helps me understand what I need to do within each career bucket to get to the next level. If your company doesn’t do it for you, create your own career development plan and let that guide you.

 

Your LinkedIn profile suggests you know your numbers, which is a piece of advice I’ve heard from many sales managers. Walk me through what you were doing during those times when you were crushing your quota on a regular basis?

My style is not going to be the same as anyone else, so above all, I’d repeat advice given to me: know how you learn.

When I first started, I focused on activities. Looking at raw data should work well to start. Then, I took it one level deeper. I started looking at conversion rates. What were my call to connect ratios? At what time of day? For what titles?

Then I’d start to personalize emails based on data available to me. All my emails, follow ups, and customer stories would be relevant to a tech stack, for example. I also developed my own pipeline from LinkedIn and other sources. At any given time, I had 300 names that I’d be able to reach out to. Then I had another 100 names of just follow-ups.

Finally, I’d be persistent in my outreach. I’d have fun and inject my personality, and I’d follow up with people to the 31st day – I had 6 emails and 20 calls in 31 days. I got a lot of people that agreed to a meeting just because I was persistent.

 

What are some of your sales management strategies? What tactics do you use to motivate your reps, keep their jobs fresh, or encourage them during difficult times?

Managers need to get to know their reps. I used to work for a company that offered a day off if we met our goals, but I never wanted that. As a manager, however, I took a poll and a majority of my team wanted a day off when they hit their targets.

Personal development is huge. It can be a repetitive job. One thing I’m working on with my team now is how do they build up their own personal brand. We work together on a personal value proposition, and we provide feedback. I connect with my peers on how to get my team more involved in what they do, and it may be as simple as a lunch where we share battle stories.

If the team is having a bad day, get everyone out of the office immediately. The day’s a wash. You have to know your people.

 

Let’s talk about being a woman in sales and sales management. Do you think women in sales face unique advantages or challenges? If so, what are they?

I don’t think I realized what it meant to be a woman in a professional context until recently. My director said to me at one point that women do better on the phone. People say women talk more, but when you dig into the data, it’s not that women talk just to talk, they’re providing value and making a point.

As a woman in tech sales, I have to talk myself up and repeat some affirmations before walking out the door every day. Affirming myself has helped me a lot because there’s a chance that I’m going to be seen as less than because I don’t fit some norm. It could be a challenge if you don’t have support, or don’t know where to get it. Seek that out if you don’t already have it.

 

Thanks so much for your time, Gabrielle, and for all the great insight! That’s it for this time, folks. Check back next month when we interview yet another sales leader.

In the meantime, make sure to download our free e-book – Good Sales vs. Bad Sales – or click the button below to learn how the world’s leading personalized selling platform can help your business accelerate sales and increase revenue.

How to Define Your Personal Productivity Baseline

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Successful sales reps must be masters of productivity. Regardless of how many articles you read online related to mastering it, however, “hacking” productivity is difficult because it’s so personal.

While every sales rep should be engaging in certain activities, not every sales rep is created equally: tasks that come easily to one rep may be a complete time suck for another.

With this challenge in mind, what are some helpful ways to increase productivity? To start, you must find out where all your time is going before you can know where you can improve. Before making any changes to how you work throughout the week, it’s important to understand your baseline.

Did you know that most lawyers bill their clients in six-minute increments? This means that lawyers must become masters of time tracking. In order to understand your individual time-management baseline, start by tracking your time like a lawyer.

For one week, track your time in six-minute intervals, and do it without changing anything about how you might normally spend your day. A recurring six-minute timer or alarm on your phone should work to remind you to log your time and activities. Every time your alarm goes off, jot down three words (maximum) that describe what you were doing for that six-minute interval.

At the end of one day, your log might look something like this:

9:06 – Power on; logins; open email

9:12 – unread email

9:18 – unread email

9:24 – unread email

9:30 – outbound cold calls

9:36 – outbound cold calls, email reply

9:42 – outbound cold calls, email reply

9:48 – outbound cold calls

9:54 – cold call convo;

10:00 – cold call convo; set meeting

10:06 – social media break

10:12 – social media break

10:18 – coffee, email replies

A word of caution: This exercise will be extremely annoying and may feel time-consuming to start; in addition, this activity requires radical honesty with yourself about how you’re spending your time. Finally, your coworkers will likely notice, particularly during meetings or team activities. Be sure to do your best to keep your phone on vibrate, and don’t let the inconvenience of this activity keep you from your larger goal: self-awareness, self-improvement, and ultimately, higher productivity!

After one week, logging your time in six-minute intervals will become second-nature. One week of data will also allow you to see trends and habits more clearly than if you only logged your time for one day.

Once you’ve compiled your time data, take a hard look at what you see. You’ll start to notice trends about how you like to spend your time, versus how you should be spending your time. Add up your minutes in certain activities, and think of these trends in the context of what helps you get closer to your goals.

Here are some trends you may notice from your tracking, and suggestions to increase your productivity.

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Multi-Tasking

Do you have a hard time focusing on the task at hand? If so, your time tracking will likely reveal that you work on 3 to 5 activities for the majority of your six-minute intervals, or that you skip from activity to activity frequently over the course of multiple intervals.

While there is a time and a place for multi-tasking, it’s not always the most productive way to spend your time. Try chunking your time into longer blocks and focus on one activity for that time – say, 30 minutes of cold pure cold calling or warm calling.

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Time Wasters

By looking at your week, you should be able to quickly identify your time wasters, which will vary from person to person. If you’re spending 48 minutes on research for 15 minutes of calling, your priorities are misaligned.

Similarly, if you spend 12 minutes of follow up for every meeting you book, try to find a way to cut that in half through automation or templates. Finally, if it takes you 48 minutes to update your CRM over the course of the day, try blocking out that time during a time that won’t take away from prime calling hours.

 

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Work With Management

Once you’ve taken a look at your time habits, you should begin to see where you excel and where you get slowed down. Talk to your sales manager to discuss ways that he or she can support you in your efforts to improve and use your time more effectively, whether that be through training, tools, or practice. You’ll be a productivity guru in no time!

 

Ready to stop guessing and start closing? Check out our free guide that walks you through how to sell to anyone and download our free e-book – Good Sales vs. Bad Sales.

Prospecting Tips: How to Reconnect With Prospects

Time to reconnect with your prospects.

It’s all about building trust…

In Unlock the Sales Game, author and sales guru Ari Galper writes, “If there wasn’t trust built prior to the client dropping off, then you can’t just reengage them. You have to start from the beginning.”

In this high-pressure, always connected universe, it’s sometimes easy to forget that the fundamental principle of successful sales negotiations comes down to authenticity. We’re accustomed to delivering sales scripts, creating strategies, and pushing hard-core pitches that we believe will realize our goal – closing a sale.

However, reconnecting with prospects is not about our sales goals, it’s about building trust. Galper also claims sales reps sometimes sabotage themselves by only focusing on the traditional selling model. We bypass the most crucial element of sales, “building a conversation.” To reconnect successfully, we must recalibrate how we think about building trust, particularly at the start of a new year, when goals may shift imperceptibly, but enough to influence outcome significantly.

Here are some ways to begin again.

Know your prospect's goals and align your objectives

Reset Your Objectives

The holidays are often one big sales burnout – we’re exhausted by all the family drama, hyper expectations, and incessant rush. Oh yes, there may be some peace on Earth but it’s a hard- fought battle. It takes monumental effort for people to get back into their routine, and chances are they’ll be on guard for all the usual sales drivel.

To engage prospects post-holiday, you’ll need to shift your mental focus to building that conversation. Before you send an email or pick up a phone, restate your goal in your head. It should be to exchange information that builds trust – and only that.

Listen to your prospect and empathize with them.

Open With a Dialogue

Not a Presentation

The essential first steps of any conversation cannot be about what you have to offer or your perfect sales pitch – you must discover what your prospects’ priorities are. Are you aware of their trade show schedules and marketing events? Have they just unveiled a new feature? Ask them about it – find out what they’re grappling with and note it for the future.

Forego the traditional introduction about you and your company and focus on what your prospect needs. As a matter of fact, think of your prospect as a friend in need.

Put yourself in their shoes. What would make their lives easier? Ask them about areas where you can improve. Find out what you need to do to gain or retain their business for another year. Have that conversation before you focus on selling.

Ask your prospects the right questions.

Don’t Forget to “Ask”

This goes back to finding out what prospects are grappling with. You can’t pitch them until you know what they need and that implies a conversation – probably more than one.

Ask how you can help them. Do you know what their recent pain points are? Are they still a good fit, or should you walk away from the sale? Ask them what their future looks like. Your goal should be to understand your prospect’s strategic initiatives. It will help you to map out new solutions and initiate relevant conversations.

When reengaging with prospects you want to become a forward-thinking ally, and to do this you have to revamp your mind set. Your behavior will never change if your way of thinking remains the same. Shifting your objective to building conversations that allow a level of trust is essential.