Companies today have a strong need for lead prioritization. While technology has certainly come a long way when it comes to lead management and prioritization, sales leaders must not rely on it alone. Smart systems can help, but they won’t save you if you have a defective sales process. Recently I’ve had the honor of…

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With over a decade of large project experience, and having helped over 2,000 companies transform their sales process, XANT has acquired vital experience in improving sales operating results. Revenue Growth Assistant Dan Cone reviews six steps you need to take to be able to successfully implement associated with success and/or failure in large sales transformation…

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What does it take to perfect the lead qualification process to a point where you get the most results possible – with the least of sales effort? We all want quality sales conversations that move fast to a deal close. Josh Harcus, founder of Huify and sales expert, gave us the scoop on how to…

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Real quick: Found an interesting research analysis by CSO Insight’s Barry Trailer that showed that sales rep quota attainment actually goes up when the ratio of reps to managers goes up. In other words, sometimes we need to avoid the temptation to “over manage” and “over analyze” our sales people and simply let them do…

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If you’re not on a call with a prospect or client RIGHT NOW, put down the phone, and stop what you’re doing. And get off Facebook and quit fiddling with your iPhone too. Pop Quiz, hotshot. Here’s the rules: Without looking at your CRM system, think of your highest-probability deal in the pipeline right now,…

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