Everyone knows that technology increases productivity. This idea is something XANT has taken to heart in designing our hosted CRM and dialer – we see the value and the returns that can be generated from increasing productivity. It can’t be ignored, though, that some inefficiencies aren’t quite within the reach of technological fixes. Below are…

Read More

Ken Krogue has been a force in the sales and sales management industries his entire career, having been president of inside sales at Franklin-Covey, founder of inbound call center service provider inContact (formerly UCN), and now President and CMO of XANT.

His “15 Time wasters of Inside Sales and Marketing” whitepaper presents outstanding advice for planning strategic sales initiatives, and today I wanted to focus some attention specifically on Time Waster #15—Not Knowing Your Wins and Losses.

We preach heavily to sales and marketing teams that understanding why a sale is lost can be just as valuable as knowing why you won—and a research study released August 24th by the Academy of Management Journal backs this up.

Quoting from the study, Science Daily states,

“While success is surely sweeter than failure, it seems failure is a far better teacher, and organizations that fail spectacularly often flourish more in the long run . . . . “

Read More

I don’t normally like to do shameless self-promotion of my company on this blog, but Steve Watts, one of my chief marketing gurus, posted something interesting today on the InsideSales Insider. He brings up an article from CopyBlogger discussing Chet Holmes’ book, The The Ultimate Sales Machine. Having read Chet Holmes’ books for a number…

Read More