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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A very interesting article by Matthew Dixon and Brent Adamson, both of the Sales Executive Council, show recent research that selling is not just about relationships, but rather about teaching customers, tailoring sales messages to the customer, and taking control of the sale. I have been following the Harvard Business Review (HBR) since the time…

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