{"id":28961,"date":"2023-06-08T09:25:58","date_gmt":"2023-06-08T16:25:58","guid":{"rendered":"https:\/\/www.nimble.com\/blog\/?p=28961"},"modified":"2024-12-19T08:53:20","modified_gmt":"2024-12-19T16:53:20","slug":"this-is-how-scott-inks-of-kennesaw-state-university-is-teaching-the-next-generation-of-sales-teams","status":"publish","type":"post","link":"https:\/\/www.nimble.com\/blog\/this-is-how-scott-inks-of-kennesaw-state-university-is-teaching-the-next-generation-of-sales-teams\/","title":{"rendered":"This is How Scott Inks of Kennesaw State University is Teaching The Next Generation of Sales Teams"},"content":{"rendered":"

Name:<\/strong> Scott Inks<\/a>
\nIndustry:<\/strong> Higher Education and Sales
\nUse Case:<\/strong> Sales Pipelines, Contact Management, Sample Data
\nTitle:<\/strong> Director of KSU Center for Professional Selling<\/p>\n

\n

About Scott Inks & Why He Chose Nimble CRM<\/strong><\/h2>\n
\n
\n
\n
\n

Scott Inks, Director of the KSU Center for Professional Selling, is committed to transforming undergraduate and graduate students into exceptional sales professionals. His mission involves not only connecting students with top organizations seeking premier sales talent<\/a> but also enhancing the sales capabilities<\/a> of established teams within companies.<\/p>\n

With extensive experience across a range of CRM systems, Scott sought a solution that combined simplicity with effectiveness. While many CRMs he encountered were complex and required intensive training, often leading to suboptimal usage, Nimble distinguished itself with its intuitive design<\/a> and streamlined functionality. Its ease of use and efficient features made it the perfect fit for Scott\u2019s needs, fostering both productivity and consistent engagement within his team.<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n

The Challenge: Teaching Students to Become Salespeople<\/strong><\/h2>\n

In order to keep educating his students, Inks needed several capabilities. The number one capability is for students to use, followed by maintaining relationships and <\/span>keeping track of deals, tasks, and tags<\/b>. To accomplish this, Inks has his students create automated tags in a pre-qualifying workflow and adds them to pipelines so students can learn the structure of a sales process.<\/span><\/p>\n

Inks likes to combine all these main functions to run his sales course successfully. It allows students to do everything from checking when to reach out to someone, tagging and organizing contacts, and setting up tasks so they <\/span>always stay up to date on the leads<\/b>.<\/span><\/p>\n

\"MKTG
This image shows a workflow<\/figcaption><\/figure>\n

Inks shared with our team that the missing part of his business was the functionality <\/span>of using dynamic sample data<\/b> and automated tasks to encourage the students to easily move contacts through the sales process.\u00a0<\/b><\/p>\n

“The challenge I and everybody has is when you teach students who have live data that is dynamic and moving through the pipeline”<\/span><\/i><\/p>\n

\n

The Solution: Automation and Mock Pipelines<\/strong><\/h2>\n

Ink\u2019s process of educating his sales courses is <\/span>qualifying and moving leads while showing that a CRM tool<\/a> is more than just contact management<\/b>.\u00a0<\/span><\/p>\n

\u201cMy primary goal for using Nimble with my students is to understand what the capabilities of a CRM tool are.\u201d<\/span><\/i><\/p>\n

Inks has his students learn how to qualify leads using <\/span>Nimble Prospector<\/b><\/a> and then move them into a pre-qualification Workflow, where students use <\/span>Workflow automation<\/b><\/a> to learn relationship management by building templated emails to be triggered at a certain stage.\u00a0<\/span><\/p>\n

His class is also focused on <\/span>how Nimble takes the manual process out of managing relationships<\/b>. Such as automatic tagging and notifications, where students set up their flows to do the work for them.\u00a0<\/span><\/p>\n

\u201cOften times salespeople tend to have some resistance doing admin type work, so vendors will often look for ways to make it easier for salespeople, and that\u2019s where Nimble comes in.\u201d<\/span><\/i><\/p>\n

From the workflows, Inks has his students move leads into a deal pipeline, where they can assign probabilities based on pipeline stages and do basic reporting with <\/span>Nimble Reports<\/b><\/a>. <\/span>His course is encouraged by sample data and mock pipelines<\/b>\u00a0so that students can easily identify what a real-case scenario of a sales opportunity would look like. Inks notes that using this type of <\/span>sample data can give students a real-life interpretation <\/b>of how some opportunities win. <\/span><\/p>\n

\"Nimble
This image shows a deal pipeline<\/figcaption><\/figure>\n

\u201cI have students enter a few contacts every day and have them progress those leads into a new stage of the pipeline every day, with the idea to show the migration of leads through multiple pipelines and how they progress, and demonstrate how some win.\u201d<\/span><\/i><\/p>\n

\n

Sales Tools Outside the Classroom<\/strong><\/h2>\n

Inks argues that <\/span>Nimble is a valuable tool, not just for other educators looking to teach their sales courses to adapt to easy-to-use CRM tools, but for other sales professionals.<\/b>\u00a0Inks not only uses Nimble as a practicing CRM for students in his classes but implements it as part of <\/span>KSU\u2019s Professional Center for Selling to manage activities and business operations.<\/span><\/p>\n

\u201cNimble saves a salesperson a measurable amount of time in the sales process and makes it easier, therefore, more palatable to do.\u201d<\/span><\/i><\/p>\n

It\u2019s no surprise that Inks\u2019 students easily adapted to the social integration of Nimble, like Prospector, but <\/span>encouraged other salespeople to use it as their lead-qualification strategy. <\/b>From the process of qualifying leads with the social portion of Nimble all the way to nurturing the relationship through Workflows and ultimately closing a sale in Deals. He notes that using Nimble takes out the manual process of entering information into a database, such as sending emails, tagging contacts, and setting reminders.\u00a0<\/span><\/p>\n

\u201cNimble displays a good example of showing salespeople how easy it is to use a tool that does the work for you.\u201d<\/span><\/i><\/p>\n

\n","protected":false},"excerpt":{"rendered":"

Name: Scott Inks Industry: Higher Education and Sales Use Case: Sales Pipelines, Contact Management, Sample Data Title: Director of KSU Center for Professional Selling About Scott Inks & Why He Chose Nimble CRM Scott Inks, Director of the KSU Center […]<\/p>\n","protected":false},"author":7,"featured_media":37321,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_uag_custom_page_level_css":"","site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center 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