This year on Inside Sales, we learned about how to improve sales by applying data-backed sales practices and the introduction and integration of technology in a company’s sales strategy. Here are some of our top articles and infographics for 2018!
In this article:
Top Articles of 2018
1. The 5 Step Process to Building a Sales Cadence That Works
Sales cadence shouldn’t be rocket science — it should be in the arsenal of every decent, hard-working sales rep. This should be the case even if it’s just to spite Marketing that your part of the bargain is upheld. In this post, I’ll give you all the elements you need to design your own successful sales cadence. Click to read How to Build Sales Cadence That Actually Works.
2. 7 Data-Backed Sales Best Practices
Many of you have likely heard the analysis by Corporate Executive Board that B2B customers have completed nearly 60% of their purchasing decisions before ever speaking with a supplier. This has forced marketers and their organizations to change how they participate in the digital buying process. Unless organizations understand what this digital buying process is, along with the buying patterns and behaviors of prospects, they run the risk of being excluded from prospects’ considerations. Click to read Selling Is A Competitive Sport.
3. Ten Things You Must Do to Have a Successful Power Hour
So, we’ve all been there. You’re nearing the end of the quarter and you need to quickly round up more sales opportunities for your account executive team. I’m naturally no fan of the end of the quarter mad rush, but sometimes you just need to build pipeline fast. One of the activities you can do with the sales team is to organize a Power Hour. Click to read Boost Sales At The Last Minute With A Successful Power Hour.
4. Why Sales Reps Spend So Little Time Selling
In January, I talked about the Time Management study we did that shows how little of a salesperson’s time is spent on actual selling. In an article written in collaboration with Ken Krogue, president of XANT, and published by Forbes magazine, I got to examine this study a little bit further. Learn more about our findings and which skill we think is highly essential to becoming a successful sales rep. Click to read How To Be A Good Salesman.
5. Only 28% of Business Deals Are Forecasted Accurately, Shows New Research
Many sales leaders are frustrated about the hit-and-miss aspect of sales forecasting. With mountains of data cramped into sales forecast spreadsheets and no meaningful way to find out what’s really important, it sometimes feels like nothing more than reading the tea leaves. New data from XANT shows that’s not far from the truth. Click to read The Gap Between Forecasting and Reality.
6. 5 Must Read Articles for Inside Sales Professionals
Looking for sales articles worth reading? As the inside sales industry continues to progress and expand, keeping up on the latest best practices and techniques is highly essential if you want to get the most results from your effort. With that being said, here are the 5 best sales articles that supply the best practices and tips for inside sales professionals. Click to read 5 Sales Articles for Inside Sales Professionals.
7. What to Say on Your Second Voicemail Message
What do you say when you’re calling a prospect for the second time and get asked to leave a voicemail message instead? Do you have a plan, or do you just wing it and hope for the best? Click to read How To Craft a Memorable Follow-Up Voicemail Message.
8. The Seven Rules of Cold Calling
When is the best time to cold call? You need to get the timing right for a sales call to be successful! Learn the rules for cold calling prospects. Click to read The Best Time to Cold Call: Rules to Follow.
9. A Comprehensive Guide on Sales Prospecting
What is sales prospecting and how can it help raise your sales? In this article, XANT will give you a guide on sales prospecting, its benefits, and strategies. Click to read Sales Prospecting 101.
10. The 7 Levels of Social Media Mastery
Have you figured out how to use social media to grow your business or rally your supporters around an important cause? Find out how you can become a social media expert. Click to read Go Up These 7 Levels To Become A Social Media Expert.
Infographic of 2018
1. 7 Data-Backed Sales Best Practices
Unless organizations understand what this digital buying process is, along with the buying patterns and behaviors of prospects, they run the risk of being excluded from prospects’ considerations. Click to read Selling is a Competitive Sport.
That wraps up our 2018! We hope you had a wonderful year. Let us know your favorite part in the comments section below.