Ken Krogue, founder and president of XANT, was recently featured in the Harvard Business Review.  The article featured a ground-breaking research study by InsideSales Labs, the research and best practice arm of XANT. The study highlights the constant struggle between when is optimal for the seller to have the prospect purchase (the optimal selling window)…

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Param Kahlon, partner group program manager for Microsoft Dynamics CRM, showed sales leaders the future of Microsoft’s CRM and highlighted the company’s vision for sales force automation and customer engagement at Accelerate 16 in Park City, Utah, on May 18. Param said his team is looking for new ways to empower users with tools that…

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Predictive science is already changing our behaviour. We now measure and quantify our lives daily through a myriad of apps and business processes. Its impact on areas including political campaigns, professional sports, consumer credit, healthcare and fraud detection is palpable. It is also fundamentally changing business growth. Organisations are harnessing the power of technology to…

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Schenectady, New York, is home to the most commonly used ZIP code in the United States. However, it’s not why you’d think. Its population of just over 65,000 doesn’t account for the millions of people who list Schenectady’s ZIP code as their own. What accounts for the discrepancy? Schenectady’s ZIP code is 1-2-3-4-5. Children writing…

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Imagine how successful your company would be if it could predict the future. You’d create perfect marketing campaigns and would always know which of your leads would become customers. It sounds too good to be true, doesn’t it? Not necessarily. Understanding customers with data science Every day we create 2.5 quintillion bytes of information, according…

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You might be familiar with the popular Hollywood film Moneyball. Moneyball was inspired by the 2002 Oakland A’s baseball team, which, despite a smaller budget, was able to outperform much wealthier teams. Using sabermetrics, A’s leader Billy Beane broke from traditional recruiting to find undervalued players. This example framed the topic for Jim Steele and David…

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Predictive analytics can decode the human genome, predict who you will fall in love with, and detect international fraud. It’s also been used to optimize marketing. But can it help sales? Salesforce.com thinks it can, and the company recently announced its Analytics Cloud to underscore that belief. Salesforce also invited XANT, which has been using…

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