In the age of data, it is easily forgotten that those revenue streams are all related to, and dependent on, a person – your employee. A motivational leader understands the human behind the job title; they appreciate that each team member needs an environment of trust and mutual respect to effectively carry out their work.

RELATED: 7 STEPS TO GAIN RESPECT FROM YOUR SALES TEAM

In this Article:

1. Encouragement
2. Open Communication
3. Lead & They Will Follow

How Can A Leader Develop Motivational Skills?

Encouragement motivational leader

A motivational leader cannot solely be a criticizing presence; instead, they will understand that encouragement is equally essential for team morale. When you offer praise, you are telling your team that you appreciate and acknowledge their efforts. A little praise can go a long way to motivate your team to face the next hurdle.

If your team has been asked to push themselves to reach a new goal or target, fatigue can set in and lead to indifference towards the task. A team that is only ‘going through the motions’ is a team that needs encouragement.

As a sales leader, you need to boost morale and take time in meetings to praise previous efforts. The urge to always look forward to the next goal, can mean that the praise for previous successes is forgotten. You need to reward your team for all their efforts. A team bonus or OTE is the ‘official’ thank you from the company, however, a pat on the back from a manager is equally motivating.

As we look ahead into the next century, leaders will be those who empower others.
—Bill Gates

“Leadership is about making others better as a result of your presence and making sure that impact lasts in your absence.” – Sheryl Sandberg (COO, Facebook)

The challenge of leadership is to be strong, but not rude; be kind, but not weak; be bold, but not bully; be thoughtful, but not lazy; be humble, but not timid; be proud, but not arrogant; have humor but without folly. —Jim Rohn (Entrepreneur & Motivational Speaker)

Open Communication

Clear communication is how we make ourselves understood. As children, before we speak we point, and we use eye contact. We strive to communicate from childhood.

Turning a spotlight on your communication style can help you understand the dynamics required to lead by listening. Round table discussions will encourage two-way open dialogues that prevent future confusion on tasks and goals.

You learn as much by actively listening as you do by speaking. Motivational leaders create a culture where asking questions and seeking support is encouraged. This is not a leadership flaw, but a strength that allows a team to enjoy a relationship of mutual respect between them and their leaders. If an individual on your sales team is struggling, by actively listening to them and working on the issues as a team of two, you will get to the root of the problem and have a good opportunity to resolve and learn from the experience.

Karen Martin, a respected executive business coach, says the chances of achieving success without complete clarity are slim. Martin wants you to ask ‘WHY,’ not ‘what’ your business is.

In her acclaimed book, Clarity First: How Smart Leaders and Organizations Achieve Outstanding Performance, Karen Martin discusses the following topics:

• Provide greater transparency about true versus assumed performance.
• Build strong problem-solving and critical thinking capabilities throughout the organization.
• Develop personal clarity to be a more direct, purposeful, and successful leader.
• Eliminating ambiguity is the first step for leaders and organizations to achieve strategic goals.

Karen Martin champions the idea of understanding that your business is only as strong as your employees. By not allowing the standard practice of a “tolerance for ambiguity”, a company can focus on the purpose of the business.
Most Sales teams have experienced the ‘meeting that could have been an email’. Your team does not need to be bamboozled by KPI metrics at every sales meeting. Like your clients and customers, the relevant information is all that is required. Overwhelming your sales team with data will lead to ambiguity. They will miss out on the message you are trying to communicate.

Martin has encountered in her work the number of employees of a company who do not know ‘why’ the business is operating, they only know ‘what’ it is. The core message is drowned out by ambiguity.

Lead & They Will Follow

‘Do what I say and not what I do’ is the wrong example to set as a leader. Your team should look up to you as an effective leader and role model. If they see you putting your all into your work, they will follow by example.

A managerial position can pull you in many directions. You won’t always hit the mark, failure is a part of business. If you are willing to own up to your own failings in a crisis, this will encourage your team to do the same. Fostering a climate of honesty in your sales team helps everyone grow together.

Delegation can be difficult however, the urge to control everything is not feasible. If you are a motivational leader, you understand your individual teams’ strengths and have established an environment of mutual respect. Dividing up tasks is a good way to tell your team that you trust their ability to succeed. Taking on the more difficult tasks yourself is a good way to display leadership.

Earn your leadership every day. –Michael Jordan (NBA Allstar)

It’s okay to admit what you don’t know. It’s okay to ask for help. And it’s more than okay to listen to the people you lead – in fact, it’s essential.” – Mary Barra (CEO, General Motors)

“A good leader takes a little more than his share of the blame, a little less than his share of the credit.” —Arnold H. Glasow (Renowned Businessman)

Motivational leadership is democratic, not autocratic; expecting only obedience will create a negative working environment. Look after your sales team, and they, in turn, will look after your business.
.

What’s your view on motivational leaders? Have they helped you in the past?
Let us Know in the Comment Section below

Up Next :

• WHY SOME SALES MANAGERS FAIL
• A DAY IN THE LIFE OF A SALES DEVELOPMENT REPRESENTATIVE (SDR)
• THE BEST WORDS THAT SELL EVERY SALES TEAM SHOULD KNOW

RELATED: 12 PROVEN SALES PROSPECTING METHODS THE BEST SALES TEAMS KNOW

In this article:

1. The Importance of Using Words That Sell
2. Words That Sell
   1. Client
   2. Your Client’s Name
   3. We
   4. Imagine
   5. I Don’t Know
   6. Opportunity
   7. AI
3. Words That Don’t Sell

Words That Sell

The Importance of Using Words That Sell

Different words trigger certain behaviors in people and the language we use when communicating with customers impacts a sales team’s ability to entice and excite them. What sales teams say matters, and when it comes to closing the sale, every word said can either cause a prospect to open up or become wary.

Words That Sell

Client

Using the term “client” instead of “customer” indicates a more long-term relationship.

In practice, a client is typically someone who pays for highly specialized services and those who are being given advice and support. Choosing which word to call your clients (or customers) might seem a small decision but the consequences will affect how they perceive themselves. A B2B software business might opt to refer to its customers as “clients,” to highlight their interest in assisting their success.

Your Client’s Name

People react strongly when they hear their name and in doing so, they’ll give their undivided attention. To succeed in the marketplace businesses have to provide a personal touch to their customers. Addressing a customer by name provides them with this valued experience and gives them a sense of importance and validity.

We

Successful sellers ensure their customers feel part of a team, so using the word “we” (“together”, “us”, “our” etc.) references the venture as a joint effort. If prospects have a collaborative focus, they will believe in an equally advantageous association leading to better cooperation.

Imagine

Asking a customer to imagine the benefits of your product or service, puts them in an optimistic mindset. Imagining how the product can be applied to their business, they buy a better version of themselves and thus consumers are more likely to agree to the sales proposal. Stories record better in people’s minds than regular messaging and using the word “imagine” is a useful tool in sharing a joint vision; you selling the product, and the customer buying it.

I Don’t Know

Top salespeople know their stuff and ideally should know everything there is to know about their products or service. But sometimes, in absence of all information, admitting “I don’t know” is the best policy. Lying can lead down a very slippery slope, particularly when speaking to hundreds of people each day, and trying to remember what was said and to whom. By admitting this builds trust with the client, and a great follow up response should be to say – “but I will find out and let you know as soon as possible”. It’s always better to provide factual information than to hazard a guess and customers will appreciate the honesty.

Opportunity

Turn issues around by using positive wording with a positive connotation. This makes customers feel easier about the process. Seeing an “opportunity” can turn a sales conversation around.

RELATED: 7 STEPS TO GAIN RESPECT FROM YOUR SALES TEAM

AI

Artificially intelligent sales recording systems, and other technological advancements, are making coaching more efficient than ever before. Call recording has developed and now AI functionality means that managers, or salespeople, can search for key words to understand behaviors and which conversations add value in their interactions with customers or prospects.

Words That Don’t Sell

As important as the words that sell, all good salespeople should know the words that put clients off and drop close rates.

Gong research reveals some of the worst words for sales conversion rates.

• “Discount” decreases close rates by 17%. Oddly enough, using the word “discount” decreases close rates because customers don’t believe in the long term value.
• “Competitor”: Makes you less likely to get to the next step or close.
• “Show you how”: Drops close rates by 13% when used more than four times during a single call. Patronizing filler words like “does that make sense?” is an annoying way to check customer understanding.
• Using large numbers like “million,” “billion,” “trillion” is too abstract, so they damage close rates.
• “Contract”: Weakens sales conversion rates by 7%.
• “Free trial”: Reduces the likelihood of moving on to the next steps by 5%.
• Your company’s name: Damages close rates by 14% when used four or more times in one call.

So, it’s not just about how you communicate, it’s about what you say, rightly or wrongly, or what you don’t say that makes a difference between top-performing reps and everyone else. A subtle change can make a huge difference.

What words that sell bring you the most success? Share your stories in the comments section below.

Up Next:

• HOW TO WIN BACK LOST CUSTOMERS (14 WAYS)
• HOW TO SOUND MORE CONFIDENT ON THE PHONE
• EMAIL PROSPECTING VS COLD CALLING: WHAT’S BEST?

RELATED: 8 Days Of Email Marketing | Guide To Email Sales

In this article:

1. Email Is the Most Common Sales Outreach Method
2. Why a Phone Call Can Sometimes be More Effective
3. When to Use Email Prospecting
4. When to Use Cold Calling
5. Testing the Best Types of Sales Activities
6. Email Prospecting vs Cold Calling: The Final Verdict

Email Prospecting vs Cold Calling | How Each Stacks Up to the Other

Email Is the Most Common Sales Outreach Method

Ever wondered how you should approach your clients? Have you asked yourself if you should send an email or call them on the phone?

Sometimes picking between sales communication methods (email prospecting vs cold calling or even voicemail) is a matter of preference and a subjective choice for sales representatives. However, getting the right sales activity with a lead can make or break your deal.

It can’t be left to chance.

Email is currently the industry darling for salesmen, according to a recent study, but it may not always be the best way to go.

• Recent XANT research shows that 32% of respondents use email as a preferred method to communicate with prospects. Additionally, 61% of first contacts happen via email.
• On the other hand, only 6% of sales reps use a single call and voicemail as a sales cadence.

Since calls aren’t being used much in lead generation, it’s time to reevaluate. Is this really the best way to do business?

We asked Scott Mark, XANT Partner, and Field Marketing Specialist, why reps prefer to email rather than call. Scott has been doing technology sales for more than 11 years in complex business markets and just closed an excellent quarter.

“Sales reps prefer email because clients are too busy to take the call in the first place. Most clients or prospects don’t want to talk on the phone,” Scott Mark points out.

“Email is non-threatening — they can reply when they want to, they don’t have to have a conversation on the spot. Email gives the customer more freedom,” said Scott Mark.

Instead of waiting on a response, emails can help both parties avoid wasting time. However, it doesn’t mean it’s the most effective.

We can quickly see how more freedom for the customer doesn’t necessarily translate into a closed deal for the rep. After all, prospects might dodge replying to your messages.

Why a Phone Call Can Sometimes be More Effective

Sending emails and making cold calls both have their pros and cons. On that note, phone calls are more effective than email at gathering responses.

Phone calls can be more useful for several reasons, but let’s list the most obvious:

• Recent stats show that the average office worker receives around 121 emails per day.  In this type of crowded medium, it’s hard to stand out and get someone’s attention;
• According to statistics, over 57% of people who receive a cold email think it is spam without even opening the email;
• Phone outreach has a response rate of 8.1%, compared to .03% for email, according to one study;

These statistics show the differences between phone calls and emails. Intuitively, we know that the most effective communication always happens in real life.

The effectiveness of real-life communication is why face-to-face meetings are a great sales tool to leverage.

In studying the impact of the different types of communication, UCLA psychology professor emeritus Albert Mehrabian discovered the following:

• 7% of a message relies on the words;
• 38% of it is from the intonation;
• and 55% of one’s facial expressions or body language.

Looking at the research, we can see how the different types of communication might have different results. However, when trying to effectively communicate a sales proposition, sales representatives will need to use all kinds of communication.

This is especially true in technology sales (SaaS selling), where multiple decision-makers are involved, and sales cycles are regularly long (3-6 months).

Knowing when to email and when to call as a part of a sales cadence strategy is what creates a high performing sales organization.

RELATED: Cold Calling Still Works – If You Do It Right

When to Use Email Prospecting

You might be able to reach simple goals with an email: scheduling a meeting, answering one-off questions, and more. However, when a client is ready to close the deal, you will need to get in touch with them by phone.

“Where closing is concerned, on that type of conversation, a call is better than an email. When there is negotiation involved, when they are trying to get questions answer, further down in the customer journey, it’s the best time to have a phone call as well as a demo,” said Scott Mark.

Email prospecting is best when you want to reach a lot of people for lead generation. Of course, you have to make sure that the email isn’t an end in itself.

Instead, when you’re sales prospecting through email, it’s to get customers to talk to you.

Effective prospecting, whether done through the phone, through email, or even through social media, will depend on your goal.

When to Use Cold Calling

With email and phone calls, it’s not an either/or, shows Scott. They each have their place in the sales activity cycle and contribute heavily to the outcome of the final deal.

“Me, personally, I’m a phone call guy. The way I’ve done it in the past and the way I trained my team all involve phone calls,” Scott admitted.

“Studies show that you should send an email first, and then follow up with a call. I always think you should call and leave a voicemail, and let them know you sent an email.”

“The call, voicemail, and email need to correlate with each other,” says Scott.

Outreach through cold calls is excellent, given all the control you have over your conversation with a lead. If this is something that appeals to you, then maybe cold calls are the way to go.

However, do note that not a lot of people will be open to receiving cold calls. Remember not to go into a full-blown sales pitch on the first call, to avoid driving away your potential customers.

Granted, there are different other factors you should consider when creating your sales cadence strategy: target audience, type of product, and even your industry response rates will be involved.

Testing the Best Types of Sales Activities

Testing internally should tell you what types of interactions and messages your audience resonates with. If you’re looking to see what the benchmarks are in the industry, the XANT Sales Cadence Report 2017 can give you an idea.  

In this study, XANT Labs audited the sales cadences of 8,000 companies and analyzed the results to determine how companies worldwide interact with their leads.

Email Prospecting vs Cold Calling: The Final Verdict

Basically, there’s no one sales activity better than the other. Overall, each sales activity has its own benefit and advantages that can be incorporated into a team’s sales tactics.

To get good response rates, sales reps must master the skill of customizing each contact they make with prospects and customers. It’s not enough anymore to send out a standardized email or read from a script when calling. Although quantity matters, relevant quality contact catches the eye of the prospect to win appointments.

As long as you know the best situations for both of these activities, then they can both live in harmony in your sales process strategy.

What do you prefer between email prospecting vs cold calling for sales outreach? Why is that your preferred method? Let us know by leaving a comment down below!

Up Next:

• Sales Email Secrets | Secrets Of Email Prospecting To Increase Open Rates
• Cold Calling Is NOT Dead: How We Built 1.1M In Pipeline Using The Phone
• How To Build The Ultimate Outbound Sales Cadence

Editor’s Note: This post was originally published on August 2017, and has been updated for quality and relevancy.

RELATED: THE ULTIMATE LIST OF FOLLOW UP EMAIL SUBJECT LINE EXAMPLES

In this article

1. Cold Emails
2. How To Email Someone You Don’t Know
   
   • Use Correct Headers
   • Address The Receiver
   • Make It Relevant
   • Keep It Simple
3. Common Cold Email Mistakes
4. Why Should You Send Cold Emails?
5. When Should You Send Cold Emails?
6. How Many Cold Emails Should You Send Per Day?

Cold Emails cold messaging

Cold emails are automatic emails that are sent to potential clients or collaborators without prior contact. Cold emails usually come in templates, and it’s a subset of email marketing.

Cold emails usually consist of the sender’s name and information, job description, content for the receiver, a potential request, and an action call.

There are various templates of cold emails and numerous mistakes that can make your emails look unprofessional and spam-like. Here are some common mistakes and how to avoid them.

How To Email Someone You Don’t Know cold messaging

When we are sending out cold emails, certain mistakes will make our emails look like spam and will repulse the receiver. Avoiding these mistakes can help your business to be more successful by bringing in more customers.

Use Correct Headers

An email header shows the receiver where the email is coming from and whether it’s spam or not. Always use your real name and personal or corporate email address to confirm the receiver that you’re a real person, with genuine intentions.

Address the Receiver

Addressing the receiver with their name will show them that your email is sent explicitly to them and not randomly through an internet search.

Make It Relevant cold messaging

To get the attention of the receiver, you should make your point apparent. Be clear about your intentions; whether you have an offer for them, or you’re asking them to help you – it needs to be obvious.

Focus on the benefits of your possible services or collaboration. But do not overkill it by creating hypothetical situations.

Keep It Simple

Keep your emails simple and to the point. Lengthy introductions make it difficult to read and make it sound dull and spam-like. You don’t need to make lengthy introductions unless you’re mentioning a mutual contact.

Keep the subject line relevant and clean. A subject line is supposed to explain to the receiver exactly what they’ll read in the email itself. Avoid writing “urgent”, “please read”, “dear x” etc. Follow up email subject lines are crucial to getting people to click on your email and, therefore, the key to increasing sales conversion rates.

Catching your prospect’s attention is half the battle, so the follow-up email subject line, although a seemingly minor amount of work, could be the difference between starting a new client relationship or saying goodbye to that person forever.

Common Cold Email Mistakes

There are common cold email mistakes that can cost you your sales and your customers.

Sounding Too Robotic

If you use big words to sound professional, you might end up sounding like a robot. Avoid using a lot of generic marketing, sales terms in your email. It’ll have a negative effect on the potential customer, and they will not reply. Try writing your cold emails as you’re talking to that person.

Generic Descriptions cold messaging

When you start your email with a long introduction about the different types of work your company does and keep rambling, it will turn off customers. You don’t want to sound too arrogant by bragging about your company, so focus on your message instead.

Bad Introduction

Starting an email with “Hello, you don’t know me but..” is one of the biggest mistakes you can do. Put yourself in the shoes of your potential customers and imaging receiving such an email. You won’t read it to the end because you know a stranger emailing you will try to sell you something.

Why Should You Send Cold Emails? cold messaging

Businesses exist because they have things to offer. But if businesses don’t have customers, they will fail. To reach out to more potential customers and potential partners, most companies end up using cold emails.

When Should You Send Cold Emails?

According to researchers, the best time to send out cold emails is 10 am EST. You can also find the best time for your business to send cold emails by checking the openings, responses, and clicks via cold email tools. Paying attention to such reports will show you when you should send out your cold emails.

How Many Cold Emails Should You Send Per Day?

The ideal is less than 200 cold emails per day if you don’t want to be identified as a spam account. Don’t forget that there’ll be follow up emails, so this means that you have a four-part email sequence, and then 500 prospects daily are the maximum number you’d want to add. By the time you send out your fourth follow up email, you’ll be sending your 200th email that day.

In conclusion, all businesses end up using cold emails to reach out to more people. With the information provided in this article, you can craft your cold emails in a way that will bring you more business.

Share your thoughts with us in the comments section! How do you generate your cold emails while reaching out to potential customers?

UP NEXT

• 14 SKILLS SALES DEVELOPMENT REPRESENTATIVE HAVE MASTERED
• 9 SALES TOOLS TO INCREASE PRODUCTIVITY
• SALES IS NEVER GOING BACK

In this article, XANT will give you a guide on sales prospecting methods you can utilize to maximize their benefits.

RELATED: THE SALES CADENCE TOOL YOU NEED TO GENERATE MORE LEADS

In this article:

• What is Prospecting?
• Why is Prospecting Important?
• What are Sales Prospecting Methods?
• Proven Sales Prospecting Methods and Tips
  1. Research and Preparation
  2. Qualify
  3. Prioritize
  4. Identify Key Stakeholders
  5. Be Prepared
  6. Discipline Your Call Times
  7. Use Social Media
  8. Use a Sales Platform
  9. Coaching
  10. Change Methods
  11. Using a Combination of Strategies
  12. Don’t Give Up
• Sales Prospecting Tools

Sales Prospecting Methods

What is Prospecting?

Prospecting is usually the first stage in the sales cycle. It consists of identifying future customers, also referred to as prospects. The aim of prospecting is to grow a database of likely clients, which can then be contacted in the hope of converting them to actual customers. Moving prospects through the sales funnel or sales cycle ultimately generates revenue for the business.

Why is Prospecting Important?

Prospecting takes much time and energy, but it is essential to get it right to ensure potential customers are identified, but which suits the product or service on offer.

Developing and initiating new business through the search for new buyers means finding leads and establishing customer needs.

Loyal customers, who add value to your business, are best sought while prospecting to ensure a good fit. Qualifying leads and prospects ensure there are less churn and more long-term business.

What are Sales Prospecting Methods?

Sales prospecting methods are anyway that a salesperson performs outreach to find new leads or prospects. Variations include email, events/networking, phone calls, and social media.

Proven Sales Prospecting Methods and Tips

Research and Preparation

Don’t waste too much time on research and look to limit each prospect to a few minutes, though this may largely depend on your product, service, or the value of the prospect.

Get familiar with your ICP (ideal customer profile) to reduce research time. Establish pain points that can be discussed with the prospect, so they recognize their problems for you to discuss solutions.

Assemble in-depth information about your prospects so that you can personalize the message. Establish what is important for your opportunity through blogs, social media, or company websites. Then find a reason to connect, for example, through mutual contacts or website hits.

Sales leaders should monitor the time spent on research, which could be a result of call reluctance.

Qualify

Qualify your prospects to increase the chances of them providing value to the business.

Ascertain if the prospect is feasible and fits the product or service, for example, ask questions like – do we sell in their industry? Do they fit our buyer persona? You wouldn’t contact a prospect from a small business if your target were 1,000+ employees.

Prioritize

Establish which prospects have more potential or on the size of the opportunity, particularly as a long-term customer. Doing this saves time and dedicates the best efforts to prospects that are the most likely to become customers.

Qualify prospects and assign a value for each opportunity; the higher the score, the higher priority they are. Other options are to mark prospects as low, medium, or high. Lead management software will automatically do this.

Identify Key Stakeholders

Identify key stakeholders such as the decision-makers and the influencers. Although the influencers may not have the power to say yes to the purchase, they could be the ones using your product or service and who would be an advocate.

Be Prepared

Create a list of qualified calls the day before you make the calls, or better still, delegate this work to junior sales reps. Have a call list ready to go so you can spend all your energy on speaking with prospects.

Discipline Your Call Times

Make first-time calls in the morning when salespeople generally have more energy. This will result in higher call volumes and heightened enthusiasm. Push back any follow-up calls to the afternoon, which take less time and energy. Create call blocks in your calendar to discipline this simple but effective tip from Michael Pedone, CEO at Salesbuzz. Commit to making all the calls before you move on to other tasks.

Use Social Media

Get an idea of what your prospect finds important through social media. Use Twitter’s advanced search to sort through your prospect’s feed and start a conversation.

LinkedIn is useful to discover industry news and events, which gives you an excellent excuse to strike up a conversation. LinkedIn Sales Navigator is a sophisticated system supporting B2B contacting.

Use a Sales Platform

Use a good sales platform like Playbooks to establish a process for supporting and leading reps through the sales process steps.

Coaching

Only 15% of employees feel engaged, so as a sales manager, your job should be to interact more with your staff. If the sales reps don’t feel involved, they will not be as effective as they otherwise could be.

Change Methods

If something is not working, fix it! If you’re not satisfied with the results you’re getting, then research other methods to make things work for you.

Using a Combination of Strategies

A combination of prospecting methodology is best for reps to diversify and generate more interest.

Don’t Give Up

Always try to connect a few times with your prospect, and once connected, keep them in the loop at each stage of the process.

Note which activities added value to the prospecting process for use next time and assess your performance and challenges.

If prospects reject, follow up with an email to ask how you can improve.

RELATED: A COMPREHENSIVE GUIDE ON SALES PROSPECTING

Sales Prospecting Tools

Utilize CRM tools that boost productivity throughout each step. Take advantage of free trials to test which system works best for you and covers all your needs.

A good CRM should do the following: –

• Track sales activity
• Source new prospects
• Manage sales pipeline
• Log rep activity automatically
• Record contact information
• Personalize emails
• Automate tasks
• Track emails
• Track website visits

Use Google Alerts to track company updates and make use of AI-based calendars and time zone trackers to stay on top of things.

Correctly applying sales prospecting methods can help businesses increase sales and reach their sales goals in no time. Try a few strategies mentioned above, see what works best for you, and add value to your workflow.

Experiment with the prospecting tips we’ve shared and let us know which ones work best for you.

Up Next:

• WHY EMAIL MARKETING IS AN IMPORTANT PART OF YOUR SALES PROCESS
• HOW TO CONNECT AND ENGAGE WITH C-LEVEL EXECUTIVES
• THE 9 BEST SALES PROSPECTING TIPS AND TECHNIQUES YOU CAN DO NOW