The Modern Selling Podcast

With the sales enablement industry exploding, why is it that B2B and B2C companies still struggle to hit quota? The answer isn't at all what we would expect. Because despite all of the sales technologies, improved sales methodologies, advanced sales training – there still seems to be a disconnect between how modern sellers sell and how modern buyers buy. But, how do sales leaders effectively close this gap is quickly becoming a hot button topic in the sales community. And, addressing what this all means, why there is a widening gap, and how to efficiently turn the sales tide are exactly the areas of expertise of this episode's guest, Dr. Howard Dover. Dr. Howard Dover is the Founder and Director of the Center for Professional Sales at the University of Texas at Dallas, renowned speaker, and the Amazon best-selling author of The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance. Over the past decade, he has trained some of the top entry-level sales producers and regularly shares his findings and modern methods via various conferences and publications. Before working in academia, Dr. Dover founded several companies, including a sales contracting company that he operated for a decade. During his start-up years and government work, he developed the ability to harness technology to increase both the efficiency of business processes and the effectiveness of sales efforts. Download this episode of the Modern Selling Podcast to hear Dr. Dover's impactful insights and recommendations to sales leaders to close the gap. What is the sales innovation paradox? I wanted to kick off our discussion with a term that many aren't familiar with. Over the past three years, no one will argue that we have seen a radical shift in how selling is done. With the pandemic, pushing modern sellers to embrace more virtual selling options, the number of tools at sales professional's disposal has dramatically increased. Yet, sales haven't followed the same trend. Which is why I always say, "a fool with a tool is still a fool." I wanted to get Dr. Dover's take and better understand what this sales paradox is, how it started, and the implications it could have on the buying/selling process. His unique perspective is quite telling, "How is it possible that we live in a day where we have technology that was designed to make us better at sales, and yet somehow we find ourselves in a place where we are decidedly worse at selling. That is the Sales Paradox. When we look at the research, buyers overwhelmingly are saying they want a sales rep free experience. But, we keep pushing for more and more sales reps to sell." I've seen the same trend in the industry over the past few years. Like The Sales Paradox asserts, the number of SDRs has increased by 1,300%, but their productivity and success rates are dismal at best. In other words, customers have gotten smarter about buying faster than sellers have gotten smarter at selling. And, this isn't unique for a particular industry. This is a growing trend that is on pace to continue to worsen, if left unaddressed. Listen to the full conversation to hear what sales leaders could be doing to make matters worse and what they should be doing instead to drive more sales conversations. How can sales reps book more sales calls? If there is a sales paradox at play that isn't leading to more sales, then how can sales reps truly book more calls with prospects? Here at Vengreso, we have a very specific method that we follow to personalize all of our outreach messages to increase the chances of building an authentic relationship with potential customers. Many sales reps take the 'spray and pray' approach and bombard prospects with lots of generic messages that don't speak to their direct pain points or needs. I wanted to hear Dr. Dover's insights as they relate to what he believes is the "secret sauce" to move the sales needle. What he shares was very interesting, "We're giving the customer a phenomenal opportunity to go find defensive mechanisms to run and hide because the sales messaging they're receiving is extremely irrelevant to what they need. What sales reps need to be doing is building relevance into their messages. That's why doing your research before you reach out is so key. Then you'll know more about your prospect and can add that into your outreach to increase your chances to get a response back." Relevance, like Dr. Dover mentions, is a key part that seems to be missing from the sales motion. With prospects receiving thousands of sales and marketing messages, mastering how to stand out is science. And, building in relevance and personalization is critical to landing a sales meeting. What is a sales disrupter? When it comes to excelling in sales, it often takes unconventional ways. Dr. Dover coined the term "sales disrupter" and I was curious to know what traits embody that title. "A sales disrupter is somebody that doesn't follow the classic Sales Machine. They're willing to break the mold and try new things to personalize and customize the sales experience for potential customers." This innovative thinking is so important, especially in today's day and age when prospects are leery of getting put into a sales funnel and being aggressively sold to. Dr. Dover finds that sales disrupters do two things extremely well: They look for new ways to authentically connect with and engage prospects and customers to build lasting relationships. They leverage sales technology to enhance their relationships, after they've personally nurtured it. Be sure to download and listen to the full conversation to learn how you can cultivate sales disrupters in your organization to improve sales. This episode of the Modern Selling Podcast is brought to you by Korn Ferry. Korn Ferry transforms sales teams using their world-class Miller Heiman, methodology, employee assessments, benchmarking and talent advisor capabilities to increase win rates and quota attainment. Korn Ferry offers Korn Ferry Sell, a sales effectiveness app available in App Exchange and app source that helps your sales team develop and replicate powerful sales strategies that help sellers win more deals and crush their quotas. Learn more at kornferry.com/saleseffectiveness

The number of buying options for the average consumer has exponentially grown over the past decade. Many of the winning sales "formulas" that worked before the pandemic have now had to evolve to better reach and speak to the savvy modern buyer. But, when there are so many options in the market to choose from – especially in the technology space – how you attract, retain, and expand your customer base has become the topic of much debate within the largest sales training circles. And, that is the exact topic we dive into in this episode of the Modern Selling Podcast. We welcome a leading expert in customer acquisition for technology startups to learn firsthand what works, what doesn't, and the right way to leverage sales data to build a rockstar sales playbook. Shruti Kapoor is the former CEO and Co-Founder at Wingman (now Wingman by Clari) which is an actionable conversation intelligence platform that unlocks insights from every sales interaction. She loves IronMan, and wants every sales team to have their own Jarvis! As the founder of Wingman, Shruti, as Wingman's official first salesperson, single-handedly sold their first million dollars in revenue. With an eclectic background with expertise in a wide range of industries, including life sciences research, investment banking, technology investing, commercialization, product development, fin-tech, and sales – Shruti brings a breadth of knowledge and unique perspectives to how she approaches startup scaling. Download the full episode to her the top sales best practices that Shruti has used to transform a technology startup from just an idea into a reputable and highly profitable enterprise. Top Customer Acquisition Best Practices for B2B Startups Acquiring your first 100 customers is not for the faint of heart. Because once you've already tapped into your immediate network to leverage those friends and/or family that may support you, then your attention has to shift to more sustainable and scalable customer acquisition strategies. No one knows how to do this better than Shruti, so I picked her brain to hear what approach she took to grow her technology startup in the early stages. Shruti shares, "With a startup, the biggest lesson that we learned was that the first thing we had to do was to gain people's trust. And, as your business grows and you hit different stages in your company's lifecycle, you have different levers for building trust. When you're starting out, you may not have testimonials or reviews to lean on, but that's where you start small and build up over time." We did this exact thing in our early days with Vengreso. Even though Vengreso was born from the merger of seven companies, we didn't have any Vengreso-specific customers. But, once we had a few customers, we leveraged their experiences with the company and recorded testimonials that we could use in our sales and marketing efforts to build trust with potential new customers. Listen to the full conversation to hear how Shruti suggests you ask for customer referrals and get an inside scoop into what you can do to quickly acquire new customers with minimal lift. Proven Sales Coaching Best Practices Having a steady stream of prospects is only part of the sales battle. The other component is having a solid sales team that is properly trained. In my 20+ years in sales, I've seen it all when it comes to the do's and don'ts of sales training. And, like I always say, "buyers have gotten smarter at buying faster than reps are at selling." So, without a proven and consistent way to train sales reps, many companies, especially technology startups could be leaving lots of money on the table. I ask Shruti what her view is on sales coaching – how to do it the right way and what to look out for. Her insights are spot on and shed a valuable lesson for B2B and B2C companies to learn from. She explains, "Sales training often doesn't happen because of impatience. Sales managers may train their reps once and never revisit upleveling their skills. Or, they'll try to fit in a large amount of training in a short period of time which doesn't truly get results. The key is to be consistent with your training and to leverage technology when you can to build in the discipline and repetition it requires to truly teach sales reps." I couldn't agree more, which is why, here at Vengreso we follow the OGC approach – on-demand and group coaching. In this model, every sales rep listens to several sales calls each week and provides feedback to one another. In this way, it takes the burden off of the sales manager to be the only one providing coaching or support. Download this episode to learn more about the best way to structure sales training to help boost conversions to hit quota every time. Strategies to Increase Sales Call Conversions With the pandemic and the shift to virtual selling, closing sales has become much more of an art. Finding ways to connect with someone on the other side of a digital screen and move them to buy takes a certain level of skill and craft that many sales professionals have not perfected. Shruti has a wealth of knowledge (and the sales data to back it up) in regards to what truly works to move the sale on an initial sales call. I ask her to share her insights and give us several actionable strategies that we can use to instantly boost sales conversions. She explains, "The most interesting thing the data shows us is that when people set an agenda at the start of the call, the win rate doubles. Yet, despite the data, only 10% of sales reps do this. Setting an agenda gives both parties the opportunity to make sure what they want to be covered is actually discussed." At Vengreso, our sales reps' meeting invites always include three key components that we refer to as PAL – purpose, agenda, and length. In this way, all attendees know upfront the expectations and structure of the meeting. Download the conversation to hear a host of other sales call gems that can improve win rates and streamline the entire sales process. This episode of the Modern Selling Podcast is brought to you by Korn Ferry. Korn Ferry transforms sales teams using their world-class Miller Heiman, methodology, employee assessments, benchmarking and talent advisor capabilities to increase win rates and quota attainment. Korn Ferry offers Korn Ferry Sell, a sales effectiveness app available in App Exchange and app source that helps your sales team develop and replicate powerful sales strategies that help sellers win more deals and crush their quotas. Learn more at kornferry.com/saleseffectiveness.

Sales organizations don't operate in an economic vacuum. Between political uprisings, economic changes, inflation concerns – there are a number of external factors that can influence the buying environment for so many industries. But, how you approach and redefine your selling process when times aren't ideal is what often separates the companies that survive from those who routinely thrive – no matter the market conditions. With a potential recession on the horizon going into 2023 and beyond, mastering the art of selling in a down market will be a clear strategic advantage. In this episode of the Modern Selling Podcast, we dive into the new and very insightful book, Selling Through Tough Times: Grow Your Profits and Mental Resilience Through Any Downturn by Paul Reilly. Paul Reilly is a speaker, sales trainer, co-author of the sales book, Value-Added Selling, and the host of The Q and A Sales Podcast, where he answers the most pressing questions facing sales professionals. Paul works closely with world-class sales organizations to help them compete more profitably, despite the market conditions. Paul is a regular expert contributor and writer for several business publications. Prior to starting his own company, Tom Reilly Training, Paul spent over ten years in professional sales. Join the conversation to hear what sales strategies are truly helping companies weather the storm and still hit quota even in tough economic times. Why are Tough Times Important in Sales? This may seem counterintuitive, but tough times make for better sellers. Not only does the competition dramatically increase during times of "sales famine", but with fewer sales to go after, this forces sales teams to get more creative and personalized in their approach. I wanted to hear Paul's take on this question since this is the core focus of his new book. "One of the things about tough times is that they're always happening. Whether it's the pandemic or inflation or a recession – you can't escape having to sell through these times. Tough times reveal our weak points or those parts of our sales process that need to be improved or changed altogether. And, we create more authentic conversations and relationships with our customers when it becomes critical that we don't lose them because we don't know when our next sale may come." I've seen in my own experience, here at Vengreso, the level of innovation that can be created when you have to operate in a space of scarcity. If there are fewer sales to go after, then you have to get really crafty in your sales process, in your marketing messaging, and even in how you position the value you offer. Listen into the full episode to hear exactly why and how the best sales companies in history often emerged out of the hardest economic times. How does the sales conversation need to shift? There are some timeless sales strategies and approaches that are always important to implement in your sales process. However, when times are good, we often start to cut corners and get disconnected from the real mission of selling: to help our customers. In tough economic conditions, sales teams must take the time necessary to build authentic and meaningful conversations with prospects. I was curious to hear Paul's perspective on what key shifts sales teams have to make to close more sales during hard times. What he shares is spot on, "During tough times, we have to remember that customers are the ones who define the value for what we're selling. And it's their definition of value that truly matters. We have to be better at conveying what problem(s) we solve and how we can help customers reach their goals." Many times in financial straits, companies' goals shift and as a result the sales conversation has to match. For example, if our target audience is looking to cut costs, then it is our job, as sales professionals, to show them how our product can help them reach that end goal. What I've found is that many sales companies never refine their messaging to meet the new goals of their potential customers and as a result their sales conversations feel "tone deaf" in the midst of what's going on in the market. What sales habits are important to have during tough times? If you've been in sales for as long as I have then you know that selling is a largely mental process. You can follow the sales playbooks or methodologies to a "t", but you have to build a strong sense of mental resilience to be able to do this line of work and show up powerfully (and positively) every day. Paul knows this all too well and dedicated several chapters in his book on how to create the mental resilience or toughness you need to be a highly successful seller even during tough times. In his framework, there are what he calls, "Daily Mental Flexs", which are a collection of six exercises that are key to add into your everyday life to build mental resilience. Three of the six are: Gratitude – this is such an important component in sales because we often fixate on what's going wrong, as opposed to taking time to practice gratitude and acknowledge the things we are appreciative of. Pro Tip: Studies have shown that when you thank donors for donating, they tend to donate more the next time. Applying this same logic to sales means that sales leaders could leverage a simple "thank you" to their reps to get them motivated to do more. Self Discipline – we all have what Paul refers to as "Not To Do" lists of things that we tend to avoid because we don't want to do them. Getting in a habit of doing them anyway is a critical part of building self discipline which will help you thrive in tough times. Positive Reframing – is the glass half empty or half full? With positive reframing, it's all about retraining your brain to find the positive outcomes from a negative situation. Download and listen to the full episode to get the other three Daily Mental Flex activities and hear the seven characteristics sales leaders need to cultivate to thrive in rough economic environments.

In a B2B sales environment that is oversaturated with sales tools and technology, how sales organizations create and leverage an integrated sales approach is key. What worked pre-pandemic to attract the modern buyer isn't always working now to turn prospects into buyers. Add to that how sales professionals are trained, there's no wonder that many B2B and B2C sales organizations are struggling to meet their monthly and quarterly sales goals. That's why the question that must be answered is: What's the best approach to not only get sales reps the resources they need to know how to sell, but how can organizations achieve an integrated solution that also provides important sales data? This is the topic up for discussion in this eye-opening episode of the Modern Selling Podcast. Our guest leads one of the most iconic sales training organizations in the world, so you know his insights will be both actionable and proven. Christoffer Ellehuus is the President of Korn Ferry Digital. He has a proven track record as a CEO/business leader of tech-enabled service and subscription-based businesses. He has extensive experience leading large established businesses, scaling new business launches, and turnaround situations. With a core speciality in packaging and scaling tech-enabled service and IP businesses into fast-growing subscription platforms – Christoffer is known for turning a multi-year double digit revenue decline into impressive, growing revenues in key markets within 24 months. As part of Korn Ferry Digital, he is leading a digital transformation of the traditional advisory business into a more packaged and technology-enabled global service business. Download the full episode to learn what new sales data is saying is the best way to book more sales calls and increase win rates. What's the biggest challenge with sales training? If you've been listening to the Modern Selling Podcast for awhile, then you know that Vengreso had an amazing partnership for years with the Miller Heiman group (who was acquired by Korn Ferry). In fact, Vengreso was the first outside sales training company in its 40 year history that Miller Heiman ever hired. But, with the pandemic and a rapid shift to online sales, how sales professionals are trained has had to evolve with the times. So, I was curious to her Christoffer's take on how sales training is changing and what he sees is the greatest obstacle sales leaders are facing. His insights were very insightful, "The biggest challenge in sales across all industries is that training isn't being done in a way that will get measurable results. Often sales reps are put in a room and given a bunch of strategies and methodologies to use. But the truth is, we know that 87% of people will forget what they were taught, in that type of one-off format." That's why integrated technology like Korn Ferry Sell is so important. Now, sales leaders and teams don't have to manually track sales touch points – across multiple sales technologies. Instead, the data is tracked, in one place, enabling sales professionals to take a more tactical and strategic approach to sales that will result in higher win rates and an overall more efficient sales process. Listen in to the full conversation to hear what Christoffer believes is another key sales obstacle that B2B companies must overcome to truly increase their sales conversions. Why has sales engagement become less effective today? The sales data doesn't lie! And, at Korn Ferry, Christoffer has millions of sales data points he can use to draw some powerful sales conclusions from. I wanted to pick his brain and understand, from the data, what could be the reason that sales conversations aren't as effective as they once were in moving a buyer to a sale. What he shares truly puts a new perspective on how sales conversations should be structured. He identifies three core reasons why buyers aren't buying. Sellers don't understand the buyer's objective. Getting clear on the buyer's pain point or goals and why they should act now are critical elements that sales professionals are missing. Sellers struggle to manage stakeholders. In the past, about six buyer profiles would influence the sale. Now, that number is up to 10. Sales professionals have to become masters at studying a prospect's buying process and knowing who to speak to and when to drive the sale forward. Sellers don't communicate value. The sales conversation has to be tailored to the buyer and speak to them. But, when sellers aren't clear on what a buyer does or how their business works, showcasing your product's immediate value or creating a sense of urgency to buy that moves the prospect becomes almost impossible. Download the full episode to hear what specific strategies Christoffer recommends that sales reps take to meet their buyers where they are and speak the right language to lead to a sale. How can sales organizations increase win rates? Korn Ferry has such a unique methodology that addresses this very question that I had to make sure it was discussed in this episode. Christoffer breaks down the two most important components all sales organizations should be implementing to powerfully move the sales needle to get immediate and lasting results. The two parts are: Alignment – this is centered around who is on your sales teams. From the skills, personalities, and team dynamics – all of these pieces have to be carefully considered to ensure that who you hire is in alignment with your organizational culture and goals. Execution – implementing sales playbooks, strategies, and methodologies all comes down to execution. Are processes being followed? Is sales technology being leveraged the right way? Are the right questions being asked during sales conversations? These are all important things to consider to make sure sales teams are going through the most proven motions that will lead to consistent sales. Download the episode and listen in to hear how Christoffer suggests sales teams can revamp their approach to win customers faster – with less effort. This episode of the Modern Selling Podcast is brought to you by Korn Ferry. Korn Ferry transforms sales teams using their world-class Miller Heiman, methodology, employee assessments, benchmarking and talent advisor capabilities to increase win rates and quota attainment. Korn Ferry offers Korn Ferry Sell, a sales effectiveness app available in App Exchange and app source that helps your sales team develop and replicate powerful sales strategies that help sellers win more deals and crush their quotas. Learn more at kornferry.com/saleseffectiveness.

From Loom, to Dropbox, to Grammarly, and even Calendly – there are hundreds, if not thousands, of productivity management software tools on the market to choose from. Although these tools often draw millions of free users every year – the question often becomes how do product led growth companies truly scale and become profitable sales engines? That's the topic of discussion in this episode of the Modern Selling Podcast. With our expert guest, we dive deep into the sales side of product led growth, what it means, what metrics sales leaders should be tracking, and the proven strategies to use to not just scale – but to grow efficiently and profitably as an organization. In this episode we welcome Kate Ahlering, the Chief Revenue Officer at Calendly – the modern scheduling platform for high-performing teams and individuals. Kate currently leads sales, partnerships, and revenue operations for one of the fastest growing product led growth companies in the world. Prior to joining Calendly, Kate was the Chief Sales Officer for Glassdoor, one of the world's largest jobs and recruiting sites. She led a team of 600+ globally across new business acquisition, account management, customer success & support, channel sales, and revenue operations. Reporting directly to the CEO, she was responsible for Glassdoor's go-to-market vision, strategy, and execution. Download the episode to hear the proven sales strategies Calendly and other large product led growth companies are using to drive sales. What are the challenges that sales teams are facing? With such a digital world, sales teams have had to transition rapidly to meet the modern buyer on a host of online platforms. I wanted to get Kate's perspective on what sales teams are facing right now in the post-pandemic space. Kate shares, "Now, more than 80% of transactions of the B2B buying process have some sort of digital component or online touchpoint. This has made the sales experience and expectations far more complex. I think the challenges that a lot of sales teams face are around how to interact with prospects and customers. How do you engage with your audience and bring value to them as often as you can? That's a constant question sales teams are trying to answer every day." I've seen this too, with Vengreso, over the past two years. Instead of relying on face to face communication, our sales teams now have to figure out what is the best route to reach out to and engage with prospects. Is it by phone? Video chat? Email? Text message? Social media? These are all avenues now that we have to explore when we reach out to modern buyers. Join in the conversation with Kate to hear what other challenges she sees sales teams facing and how she recommends sales leaders help them move beyond the obstacles. How does Product Led Growth differ from Sales Led Growth? We often throw out these "buzzwords" without truly defining them. So, I wanted to spend time with Kate getting clear on the difference between product led growth (PLG) and sales led growth (SLG). Product led growth is all about getting more users into your product to rapidly grow your user base. The focus here is on building value to get people into your product. Whereas sales led growth is just that – focused on monetizing your products or services to grow revenue. Once you've grown your product to a critical mass of users, now the conversation has to shift to getting these users to pay. At Vengreso, we experienced this transition ourselves when we made the major decision to move away from being a video sales training company to becoming a SaaS company, with the rollout of FlyMSG.io – our innovative, text expander tool for knowledge workers. It's in this transitional period that we had to focus on how to bring value to our FlyMSG users to both grow our audience base AND to convince them to upgrade to a paid subscription, to ultimately drive sales. I know Kate has had a similar experience with Calendly, so we spent some time diving into the details of how to make this transition from PLG to SLG and what that means exactly. Her insights are spot on, "With PLG, the salesperson's job has to evolve from solely focusing on outbound, prospecting strategies to instead focusing on looking at the user data for actionable trends. For example, if we see that an organization has 100 free users, then it's the salesperson's responsibility to find the key decision maker at that organization, reach out to them, and clearly convey the value in an Enterprise account." Listen into the full conversation to hear what specific user data points Kate highly recommends that every salesperson tracks to know when and how to drive sales. What are the steps to transition from PLG to SLG? This transition often takes time and a strategic approach. For example, even though Calendly has been around for a decade, their monetization model is still in its infancy. In fact, when Kate joined Calendly, they had not yet monetized their product. I was curious to know what steps she took to help Calendly make the transition to sales led growth to get a large portion of their free users to upgrade. According to Kate, there are three key steps to take: Optimize inbound leads. With a robust user base, the key is to enhance their experience. Getting free users to absolutely love your product and see the immediate value in it makes it a lot easier to pitch paid upgrades. Drive value for large target accounts. To accelerate growth, it's critical to look at the data for user trends and identify those large target accounts that could convert to Enterprise sales. However, to do this well, you have to get clear on the value your product brings to not just the individual users, but to the organization as a whole. Establish a sales structure. When you focus on product growth, other key sales systems may not be in place. That's why it's important to get sales methodologies and playbooks established so you can standardize the sales process to easily track sales and success. Want to know more about making this transition? Tune into this episode to get the sales gems that Kate shares related to how she's scaling sales within Calendly. This episode of the Modern Selling Podcast is brought to you by Korn Ferry. Korn Ferry transforms sales teams using their world-class Miller Heiman, methodology, employee assessments, benchmarking and talent advisor capabilities to increase win rates and quota attainment. Korn Ferry offers Korn Ferry Sell, a sales effectiveness app available in App Exchange and app source that helps your sales team develop and replicate powerful sales strategies that help sellers win more deals and crush their quotas. Learn more at kornferry.com/saleseffectiveness.

How do you 10x your company's growth in under a year? That's a hot topic for debate, especially among software and technology companies. But, you won't have to look far to find the answer. Because whether you explore the business model of leading productivity tool companies such as Slack, Grammarly, Loom, or Calendly – one thing becomes abundantly clear. Product Led Growth is THE way to rapidly scale your company to not only attract users by the hundred thousands but to position your business to secure funding and next-level sales. But, the larger question becomes, what's the best strategy to implement a product lead growth strategy that truly enables a company to scale and enhances the user experience to create consistent sales. That's the focus of this episode of the Modern Selling Podcast, with a CEO guest who is one of the leading experts in the industry. Jennifer Smith is the cofounder and CEO of Scribe, a modern software solution that helps to capture, document, and streamline processes in minutes. With a background in sales and marketing, having worked with McKinsey, she has helped the largest companies redefine information sharing. With a passion and gift for efficiency and productivity, Jennifer searched for a solution that would make it easier for people to share multi-step processes within teams and organizations. How do you define product led growth? Even though product led growth has been a buzzphrase for over a decade, how it often is defined may change depending on who you ask. I was curious to hear Jennifer's take on what product lead growth is and why it's such a powerful strategy to scale. She shares, "With product led growth, you're focused on the end user, which is oftentimes not the buyer. It's not the person who holds the budget, instead it's the person using the product on a continuous basis who can share it with others which helps to spread the individual user base even faster." This is such an important distinction that has even powered the rapid growth of our productivity tool, FlyMSG.io. We've gone from a few beta users to over 5,000 active users in a little over a year with no marketing. That's the power that a compelling product can have in driving adoption and quickly positioning a tool as a must-use across a host of different industries. If you have a product and you're not at least tripling the size of your user base every three to six months, then you'll want to download this episode and listen carefully to the growth strategies Jennifer outlines. How does product led growth really drive sales? It's clear that product led growth does just that… leverage your product to grow your user base. However, unless a monetization strategy is used, having a large user base won't translate into overall sales growth for the organization. With FlyMSG.io, our text expander and personal writing assistant, we've been able to offer upgrades for paid users as well as enterprise contracts to generate consistent (and sizable) revenue from those who use our tool. But, I wanted to hear the strategies that Jennifer uses to convert Scribe users into long-term and loyal customers. She shares, "It's one thing to see your user base grow exponentially, but then the challenge is, you have to shift your focus from user growth to sales growth. In other words, how do you turn an individual user into a bigger contract or get free users to want to swipe their credit card. For us, we looked at our user data. What companies were users coming from? Where were our Scribes being shared? How could we find large groups of individual users that made it worth us reaching out to their companies to pitch an enterprise solution?" This is a brilliant strategy and one we've used at Vengreso with great success as well. In fact, in one day alone we saw over 20 free users from a single online pharmacy sign up for FlyMSG.io. That told us immediately that there was a potential sales opportunity there to create a corporate account. Listen into the conversation to see what other "signs" you should be looking out for when trying to monetize a product led growth strategy. What specific strategies turn users into buyers? It's one thing to build a product, but it's another to create a product that users want to use and will pay for. Jennifer is the expert in this field and was clear on how she was able to position Scribe to quickly scale users and sales. She outlines three specific strategies: Build a magical product – your product should be magnetic and have instant value to your users. The faster you can get them using your product, the easier it will be to convert them into a paying customer. Create viral sharing loops – the key in product lead growth is to generate immediate sharing of the tool. For Scribe, a user creates a Scribe that is then easily shared with others via a link or through integration. The more sharing that takes place, the more eyes are placed on the tool and its usefulness – compounding the user growth over time. Give value away as often as possible – a product led growth strategy only works if people see value in what you're offering and want to use it. The best way to do that is to get people into the tool as quickly as possible, with a low barrier to entry, and no user friction. Want more product led growth strategies and how you can use them to drive sales? Tune into the full conversation with Jennifer and get ready to take notes! And, if you want to try Scribe out for free, head over to: https://scribehow.com/home and use promo code: ModernSelling to experience this robust tool. And, while you're at it, make sure to download FlyMSG.io so you can type less and do more! This episode of the Modern Selling Podcast is brought to you by Korn Ferry. Korn Ferry transforms sales teams using their world-class Miller Heiman, methodology, employee assessments, benchmarking and talent advisor capabilities to increase win rates and quota attainment. Korn Ferry offers Korn Ferry Sell, a sales effectiveness app available in App Exchange and app source that helps your sales team develop and replicate powerful sales strategies that help sellers win more deals and crush their quotas. Learn more at kornferry.com/saleseffectiveness.

Navigating churn has become the topic of discussion for many B2B sales organizations. So, what is a sales leader to do when new sales reps are coming and going faster than ever before? Knowing the best practices to attract top talent, to train them to be successful and to advance within your organization, and to engage them to continually improve are all discussed in this episode of the Modern Selling Podcast. Our guest, Tim Strickland, brings with him a wealth of knowledge and strategies that will help all sales leaders – from the CRO to the sales enablement manager – more effectively motivate, communicate, and train their sales teams. Tim Strickland is the Chief Revenue Officer for ZoomInfo – a suite of modern go-to-market software, data, and market intelligence used by thousands of sales and marketing teams worldwide to uncover new opportunities and accomplish their goals by leveraging prospect and customer engagement insights and drivers. In his role at ZoomInfo, Tim leads their new business sales, new customer sales, emerging product sales, sales development, partnerships and alliances, and sales enablement. Through his stellar 15+ year career, Tim has perfected the formula to help sales reps and sales teams alike to skyrocket their productivity, success, and careers to the next level. Download the full episode to hear the most proven strategies that are working right now to help sales reps – of all experience levels – increase their effectiveness and close more deals. How Can B2B Sales Organizations Motivate the Modern Seller? In today's post-pandemic business landscape, it's not uncommon for sales reps to "career hop" from organization to organization within a few months. Whether it is chasing a larger base salary or commission, it's become harder for sales leaders to keep their sales teams staffed. I wanted to see Tim's take on this and what he believes sales organizations should be doing to help mitigate this mass exodus that's happening within the sales industry. He proposes four key elements that every sales organization should have in order to attract and retain top talent from the sales rep level all the way to the CRO. Room for Growth. This isn't unique to just the sales industry, but most employees want to work within environments that offer professional development, training, and learning opportunities for them to advance their skills and knowledge sets. Opportunities to be Challenged. It is through embracing and overcoming challenges that sales teams can truly grow and evolve to improve their processes and effectiveness over time. Without these built-in opportunities to try new things and find new ways of solving problems, many sales organizations remain stagnant. Cross-Functional Support. To have a truly effective sales department requires a collaborative approach with and across many departments, including customer service, operations, and marketing. The more cross-functional support sales reps can receive, the higher the likelihood they will feel encouraged to not stay. Career Growth Trajectory. Are there chances for promotion, advancement, or prominent recognition? If there are limited opportunities to advance beyond their current role, then this can be a red flag for many sales professionals and signal that this may be time to "jump ship". Listen into the full conversation to hear what other key elements Tim recommends sales organizations build into their culture to keep sales reps and sales leaders well-positioned to thrive (and stay)! How Do B2B Sales Organizations Create a "Modern Sales Playbook"? Having been in sales for over 20+ years, I understand the power of having a sales plan or strategy for your sales teams to follow. I was curious to get Tim's perspective on what makes a 'good' sales playbook, how sales leaders should be using it, and what other considerations are at play to advance the effectiveness of sales teams. His insights are quite interesting, "I look at a sales playbook as a constantly moving target. It's not something you make and forget. It has to be continuously evolved, added to, refined, etc. What's important is to create a solid sales foundation that is at the core of your strategy and then from there you might emerge hundreds, if not thousands of sales plays." Here at Vengreso, we are always looking for ways to improve our prospecting and sales win rates. And, the best way to do this is through the use of metrics. How many prospects make it to a call? How many prospects are we closing? How long is the sales cycle? How has our win rate changed over the last 90 days? All of these data points help us to hone in on what part of our prospecting and sales process has to be refined so that we're executing the right plays, for the right buyer personas, at the right times. If improving how your sales teams are winning deals is a top priority, then make sure to download this episode to get an inside scoop into what sales plays and strategies you should be running. What Specific Training Strategies Are Working to Increase Sales Productivity? One key thing I've found that separates average sales organizations from those that can consistently outpace their competition is… training! Those sales leaders that focus on training their sales reps and build in continual training opportunities are not only able to improve sales success, but they're also able to retain top talent. Yet, despite this, some 75% sales leaders acknowledge that they're not spending enough time each week providing coaching and training to their sales teams. Here, at Vengreso we use an "OGC" model that revolves around providing on-demand coaching, group feedback, and sales leader coaching. In this way, every sales rep receives advice, ideas, suggestions, and feedback from both their sales leader and their peers. Tim shares a unique framework that he uses at ZoomInfo to keep the feedback loop open with his sales teams to help them increase MQLs, win rates, and land more key decision makers on sales calls. Join the conversation and listen in to hear what's working right now to help sales leaders close the coaching gap and significantly boost their sales team's effectiveness and productivity.

This HUGE Vengreso announcement couldn't come fast enough for the world's one billion knowledge workers. Because with stats from a recent study like 49% of knowledge workers doing repetitive tasks that take them away from strategic work, resulting in over 17.3 hours in lost productivity every week – the days of copying and pasting are finally numbered! Imagine a workplace where messages follow you in the cloud and don't stay stuck in a Google Doc, Word Doc, One Note, Evernote, Notepad, Notebook or a draft email. A "personal writing app" that with a few keystrokes, and in a few seconds, can easily populate a message that would have taken you 3-15 minutes to find and then copy and paste. A productivity workflow that enables you to save not just an hour a day, but empowers you to consistently reclaim your energy to focus on other strategic tasks that actually move the needle in sales, customer engagement, HR, operations, marketing, etc. The great news is… You don't have to imagine anymore because Vengreso is leading the way with a new business productivity tool called FlyMSG. It's instantly saving global knowledge workers significant time and boosting their companies' bottom line. But, how did the world's largest digital sales training company 'stumble' upon what could be the biggest time saver and productivity driver of a generation? Two words: Observation and Luck. What does that mean exactly? The Evolution of Vengreso and Birth of FlyMSG As you know we invested over 10,000 hours in creating best-in-class, digital sales prospecting education to drive more sales calls and help them consistently hit their sales quotas became our core specialty for the past 5 years. We were the first sales training company to launch a virtual sales training and remote selling program for B2B sellers starting in 2018. During this incredible journey in serving the amazing B2B sellers and business owner community, we noticed a common trend in how these sellers were using the sales email templates and messages that were part of our digital sales courses. Whether it was a cold email outreach message to a prospect, a LinkedIn prospecting message, or an email template – sellers were spending countless hours constantly copying and pasting the same messages over and over again. The more we observed how sellers were using our messages, the more it became clear that they needed a highly efficient and automated way to get sales messages out faster and with more consistency. It is through this desire to help B2B sellers become more efficient in their sales prospecting that FlyMSG.io was born! FlyMSG.io is an innovative text expander that stores thousands of message templates (called FlyPlates) that can instantly be retrieved using shortcodes (called FlyCuts) and used anywhere online. From Gmail, Slack, Outlook, LinkedIn, Facebook, HubSpot, or Salesforce – sales reps could pull in their "greatest hits" of messages without ever needing to copy and paste. Well, that's what we thought. Little did we know that FlyMSG wasn't just a "sales productivity" tool. What it would become was much bigger than what we forecasted! Want to see the power of FlyMSG.io in action? Check out the quick demo video below. https://youtu.be/tFpyIWWtoLc?t=101 The Growth of FlyMSG.io – The First Productivity Tool of Its Kind Initially when we released FlyMSG, in December 2020, we set out to increase sales productivity to empower sales teams and leaders to free themselves from the incessant copy and paste time drain. Afterall, our focus for half a decade has entirely been on improving sales prospecting. But, it turns out that we didn't have just a sales productivity tool, we actually created a business productivity tool. Not just any business productivity tool either! While FlyMSG had immediate value for sales teams, sales professionals, what the stats showed us was that nearly any professional in every industry in the world could benefit from it and was in fact using it. From sales enablement, to HR teams, to medical professionals, to marketers, to customer service managers, to teachers, to operations specialists, the list is virtually endless. Which is why FlyMSG, in under 18 months, has been able to powerfully save thousands of professionals valuable time – ultimately increasing productivity, efficiency, and sales within their organizations. Whether it is… An HR Manager sending out a standard onboarding message to a new employee… An online pharmacist sending a fulfillment email to a new customer… A customer service rep answering a frequently asked question through online chat… A marketer sending out a standard creative request to their design team… A realtor sending a follow-up message to a homebuyer to book a consultation… FlyMSG is changing how people are connecting with customers, building engagement, and saving time from having to copy and paste templated messages or snippets of messages. That's why in under two years (with NO marketing at all), FlyMSG has grown from no users to over 3,000 users worldwide. And, as a result, our focus, as a company, has shifted from just enabling sales teams to reclaim their time and teaching how to prospect, to continuing to build out FlyMSG to empower the billions of knowledge workers worldwide. The reality is FlyMSG became a personal writing assistant and auto text expander application to everyone outside of sales. In fact, as of today sales represents only 33% of our total user community! In other words, if there is a repeatable message or snippet being sent anywhere online, FlyMSG is the automated business productivity tool that can help! The Name Vengreso – Past and Future Our company name, Vengreso, comes from the combination of the Spanish words Ventas and Ingreso which translate to Sales and Revenue, respectively. Our focus from the beginning was to help sellers drive more sales and increase revenue for the company – thus the words Ventas and Ingreso. We thought FlyMSG in it's original form would continue to drive the same for sellers. And… It did in fact do that, but it did more as you know. It began saving 1/hour a day or more for the non-sellers. In fact, 67% of our users are non sellers! So does the name still apply today even though we aren't just focused on sellers? Yes! It sure does. Because FlyMSG can help a knowledge worker increase their productivity, this in turn boosts their time savings and efficiency, which improves their job satisfaction, and ultimately helps the company hit their financial goals. And, as our name implies, FlyMSG continues to position Vengreso to empower companies to increase their sales and revenue! The Future of Vengreso & FlyMSG.io After 5 years as a digital sales training company, we've decided to pivot Vengreso into a SaaS-based, productivity management software company with a focus on providing education to every knowledge worker in the world. Because we don't focus on the just sales anymore rather every vertical, this puts us into the PLG category. As a result now of focusing on every knowledge worker, across every vertical we are now considered a PLG or product-led-growth company. Our goal with FlyMSG? To save knowledge workers at least an hour every day. And with FlyMSG, as your personal writing assistant and a productivity tool, it's now part of the rapidly-growing Productivity Management Software space – a space that is expected to grow to $122 billion by 2028. Which puts Vengreso in prime position to capture a significant share of this market. (After all we've reached 3,000 active FlyMSG users without spending anything on advertising) Now, you may be wondering… What does this mean for the 10,000+ hours invested into our award-winning, digital sales training? It won't go anywhere! In fact, we've structured FlyMSG's paid subscription plans to be able to add on for $15.00 extra per month, it can include our entire library of sales prospecting courses. Who would leverage it? If you combine business owners, entreprenuers, with sellers, it represents about 50% of our total user population! So there is plenty of people that still need to know how to prospect. So, whether you want to learn how to master LinkedIn for prospecting or leverage video to get more sales calls booked – FlyMSG users will also have full access to our proven content. Not only does this major pivot give knowledge workers a leg up to save time, but it also opens up an incredible and truly unique opportunity for investors. A Rare Opportunity for The Right Investor Currently the Productivity Management Software space is sitting at $42 billion dollars. But, this market is expected to balloon to over $122 million by 2028. So, with the right financial backing and technology build out of new features and tools for knowledge workers – FlyMSG could be a $65M+ company in just 5 years! To achieve this level of growth, we're actively seeking investors who are willing to fund the vision we have for FlyMSG. That brings me to the MOST exciting part of this article. We've officially opened up a crowdfunding round to any investor who is looking to be a part of FlyMSG.io history. Whether you want to invest $100, $1,000, $10,000 or more – this is just the beginning of what we'll achieve with FlyMSG over the coming years. In this Modern Selling Podcast episode, I go into a lot more details about what this transition means for Vengreso's growth trajectory, what we anticipate the return for FlyMSG investors to be (it's significant!), and why we chose now to go full force with this pivot. Want to skip the line and invest in FlyMSG.io now? Visit https://wefunder.com/vengreso to grab your share of this historic technology deal. If you know an angel investor or venture capitalist who invests in early stage technology, feel free to send them my way at mario@vengreso.com. And, if you haven't already, download the free version of FlyMSG to give it a try today. Trust me… you'll be saving at least 5 hours a week! While you're at it, be sure to schedule a free 30-minute onboarding call with one of our Productivity Specialists so you can maximize all the incredible built-in features of FlyMSG!

From missed quotas to high customer churn, to even lower conversion rates – sales teams have their work cut out for them in this hypercompetitive post-pandemic landscape. This is why, now more than ever, the role of the sales leader cannot be ignored. But, the question often becomes, as a sales leader, what should and can they do to not just motivate their sales teams, but actually drive substantial and consistent growth for their organizations. That is the topic of this episode of the Modern Selling Podcast – which is a must-listen for any sales leader currently struggling to hit quota or keep their sales teams focused on results. In this episode, we welcome Andrew Thompson. He is the VP of Sales, Americas for Agora.io – a leading API platform for real-time engagement for video, audio, and chat communications. Agora's Real-time Engagement Platform as a Service (RTE PaaS) allows everyone to interact with anyone, in any application, anytime and anywhere. Their platform provides developers with simple, flexible, and powerful APIs to embed real-time video, audio, and chat experiences into their applications. Andrew leads a large group of managers and sales reps worldwide in driving customer growth and international expansion to help grow profitable revenue streams, while also delighting Agora's customers. What Can Sales Leaders Do To Stimulate Revenue Growth? When it comes to new sales leaders, I wanted to know from Andrew's perspective what he sees are the most critical things to do to drive sales. Here at Vengreso, all of our sales leaders play an integral role in understanding our buyer personas, and partnering with marketing – really immersing themselves in as many aspects of the business so they're clear on the entire buyer journey. According to Andrew, studying the buyer is THE most important thing that B2B sales leaders should be doing, but often overlooked, "I think with new sales leaders there tends to be misalignment because they put forth sales strategies without thinking through the buyer personas. I would go to my top five customers and just talk to them. Understand how they're using the product, and why they selected your company – just get clear on what value it was and what they see in your company. Then use that intel to improve how you sell to other similar-sized companies." This is such a critical component – understanding your buyer personas – is why personalization throughout the entire sales cycle is so key. When sales leaders and sales reps know who they're talking to, their specific pain points, and how your company solves them (specific to each buyer persona), that's when you can really win in prospecting and sales. Tune into the full conversation to hear what strategies and tools Andrew recommends to use to segment your customers to do a thorough buyer persona analysis. How Should Sales Leaders Be Working With Their Teams? This can be a loaded question, depending on who you ask. In my 20+ years of sales, I've found that the most effective sales leaders are those that listen first and always seek to understand. That's why at Vengreso, we have a very open communication structure. Whether you want to talk to the CEO, COO, sales manager, or a sales rep – everyone is 100% accessible. In this way, we create a transparent culture where communication, ideas, and honest feedback are welcomed. As the VP of Sales for Agora, I was interested in hearing Andrew's insights as someone who is tasked with not only driving sales, but also getting global teams to work together. Andrew shares three key points for sales leaders to remember: See what's not working. As a sales leader, especially if you're a CRO – you're often far removed from the day-to-day sales grind. That can make it easy to be out of touch with what's working and what's not. Andrew makes it a point to reach out to his sales teams to get a pulse on how things are going and where sales gaps need to be closed. Get to know each other. This is a big one here at Vengreso. The most effective sales teams are those who are able to feed off of each other's strengths. But, that requires getting to know each other and finding out where people thrive and where they could use more support. Be willing to fail. In sales, everything is driven by quotas, and hitting your numbers that this often takes away from the risk-taking mindset. Andrew encourages his sales teams to try new things, explore new strategies, and be willing to learn from their mistakes to elevate their entire sales process. Join the conversation and learn what Andrew says is the most important thing to do to boost your sales culture so your sales teams can consistently hit quota – effortlessly. How Has Sales Team Dynamics Changed Since The Pandemic? We've all heard it in the news… "The Great Resignation". For many B2B sales companies, this is a real challenge as sales reps are being poached (or choosing to leave) for the lure of making more money. Even at Vengreso, an employee was recently offered $48,000 MORE for the same role, if he left our company. But, he chose to stay! (I mean we do have an awesome sales culture here!) The point is, with so many options in the market for sales reps, I wanted to know what Andrew thought were important "must-dos" to get salespeople to stay. He was spot on with my own observations, "Sales have become more competitive in this virtual selling environment which is why training is so key. Without the right training and support, sales reps may feel that pull to go somewhere else, especially if they can make more for the same role." This is so true. This is why when we onboard a new SDR, we take them through an extensive six-month training process and show them the ins and outs of how to prospect. We leverage tools like Gong to evaluate our sales calls to see how we can improve as a team and as individual sellers, plus we use these recorded calls as a coachable opportunity to give specific feedback to help the SDRs become more effective sellers. If sales training is a critical area that you're struggling to provide for your sales team, then you'll want to tune into the conversation and pay particular attention to the discussion that Andrew and I have at the 22-minute mark.

The past three years have seen radical shifts in the B2B sales landscape. From sales organizations having to go from in-person selling to virtual selling, to shifting how prospecting is done by leveraging online tools – there has been a lot to navigate. As sales leaders and sales teams have been focused on prospecting faster and more efficiently, there has been a quiet epidemic happening in the background. Getting prospective customers into the sales funnel is part of the battle, but converting them and keeping them as customers is a whole other challenge. With so many options on the market and an oversaturation of generic sales and marketing messages, the retention strategies and personalization techniques used to retain customers must also evolve. But, exactly how to prevent what one sales expert calls the "Great Customer Resignation" is the topic of this episode of the Modern Selling Podcast. I'm excited to welcome a phenomenal guest who spends quite a bit of time researching the ins and outs of customer satisfaction and retention. Craig Charlton, CEO of SugarCRM has spent over 25 years building and running high-growth businesses. Prior to joining SugarCRM in 2019, he was CEO of Oildex, a provider of financial automation software and services for the oil and gas industry, where he helped the company achieve 150% bookings growth, leading to the company's acquisition by Drillinginfo. Before joining Oildex, Craig was CEO of Abila, a provider of financial and CRM software and services to associations, nonprofit organizations, and governmental entities. Abila, which was acquired by Community Brands, grew its revenues threefold and transformed its revenue base to a subscription-based (SaaS) model over a three-year period. Prior to that, Charlton was senior vice president and general manager of Asia Pacific at Epicor Software Corporation, an industry-leading ERP solution provider, where he developed and executed the company's regional strategy, achieving consistent revenue and profit growth. Craig's insights into what B2B sales organizations should be doing to boost customer retention is why this is a must-listen-to episode! We'll dive into the recent stats from SugarCRM's Impact Report and decipher what the data tell us about what customers are looking for and how sales teams should be positioning their prospecting efforts. Download the full episode now and listen until the end to get every customer retention nugget! How Has Customer Churn Changed Since The Pandemic? As most sales leaders have seen, there have been noticeable shifts in how we are approaching and interacting with both prospects and customers. Here at Vengreso, our specialty is in helping B2B sales leaders and teams prospect better. Over the past 18 months, through our own research, we've found that 69% of sales professionals agree that prospecting is the hardest and most time-consuming part of their role. I wanted to know what Craig is seeing on the other side, once a prospect becomes a customer, and what's the current trend with customer churn. The data he shares is truly eye-opening, "Last year, the Global Research survey revealed that customer churn was costing midmarket companies $5.5 million a year. Our research, this year, shows that 58% of sales and marketing leaders say that churn has gotten worse over the last 12 months. This is now likely costing companies even more than $5.5 million a year! For every two customers coming in the door, one of them is leaving." This is a remarkable number – $5.5 million in lost revenue! Join the conversation to hear what Craig says is really causing churn rates to explode and what sales leaders must do now to stop the bleeding. What Role Can CRMs Play in Reducing Customer Churn? As a sales evangelist by trade, I'm always curious to know what technology can do to help right the tide and get sales teams back on track. At Vengreso, we use a host of automation tools and systems to help us not only streamline how we prospect, but also to leverage key data that tells us how we can personalize each customer touchpoint. I wanted to hear Craig's perspective on what CRMs can do to mitigate this growing customer churn rate, especially since his company's findings suggest that 56% of sales organizations don't have the customer data they need to be effective. He shares three key insights: Increased visibility. CRMs can help sales leaders have a better view of what customers are likely to churn so they can proactively reach out to nurture that relationship. Improved personalization. When sales reps know what a customer needs and can tailor any communication to what's relevant to that customer – it's a win-win. A good CRM can be critical in creating highly personalized nurture, onboarding, and engagement campaigns. Better sales tracking. Without a robust CRM, it's hard to ever truly quantify how effective prospecting and marketing efforts are. According to SugarCRM's current research, some 54% of all leads are either poorly or underqualified. Having a proven CRM solution can easily identify the gaps in prospecting and sales to help reps and sales leaders figure out a better path forward. What's Holding Sales Teams Back From Keeping Customers? This is a rather loaded question, but Craig and I dive deep into what the real solution may be. In my view, there are a host of factors at play. However, I'm a big proponent of the importance of providing world-class training to all sales reps that focuses on how to prospect with intention, personalization, and communicating value in mind. Our PVC Methodology for Prospecting outlines each one of these critical steps to engage with prospects in a way that makes them want to become customers. I have Criag walk through his ideas on the topic, "The biggest drawback to reducing customer churn is CRM adoption. Many sales teams have a CRM of some sort, but they're usually not properly trained on how to use its automation and are often unaware of the full features their CRM may offer. Sales teams should be leveraging AI as much as possible to know exactly which customers are at risk of leaving and how to best engage with them. Sadly, so many B2B sales teams aren't doing this." Automation is a BIG productivity driver for us at Vengreso. This is why we've created THE best business productivity tool on the planet – FlyMSG. With it, sales teams (and other teams too) can reduce the time waste copying and pasting messages to customers and free up their time to focus on other strategic tasks. But, FlyMSG is just one tool we talk about. Towards the end of our conversation, Craig shares a host of actionable tools and steps sales leaders can take right now to get the most out of the CRM to instantly boost customer retention. Download the full episode to get in on this valuable insight. Want access to the full 2022 CRM Impact Report: The Great Customer Resignation and the Path Forward? Click here to download your complimentary copy.