Posts Tagged ‘Inside Sales Best Practices’
The 12 Immutable Laws of Extreme Velocity Sales
Rushing to meet sales quotas at the end of the month or at the end of the quarter is common practice is most sales organizations. However, it is costing most companies millions. The average loss for a company that employs such tactics is 27 percent of potential revenue, according to recent research. Ken Krogue, President…
Read MoreHow Much Do You Really Know About Inside Sales? [Quiz]
At XANT, we’ve been sharing our research on inside sales best practices for years now. So, we thought it would be fun to create a quiz to see how much our friends in the industry have learned. Take this quiz and share it with your colleagues and peers. We’re excited to see how much you…
Read MoreShould Business Development Report to Marketing? [Part 1 of 4]
Free eBook: How to Build a World-Class Sales Development Team Discover how to recruit, hire, compensate and coach a sales development team that will increase lead conversion rates and lower total sales costs. Get the free eBook One of the questions I’m frequently asked is, “Where does the business development team fit in my organization?”…
Read MoreDiscover How to Create a Sales Productivity Machine
Do you want to create a sales productivity machine? First-line sales managers and cutting-edge technology can make it happen. At XANT, we believe in big data, and we believe in hiring and training great reps. We know that syncing these two can unleash incredible selling power. Last year we examined whether or not companies that…
Read MoreProfiling for Profit: Hiring the Best Sales Reps
Fredrick was hired as an appointment setter for the inside sales division of a medium-sized company. After a few months, he realized the job wasn’t a good fit and quit. This is an example of the biggest challenge facing the rapidly growing inside sales industry–hiring and retaining quality reps. During his presentation, “Profiling for Profit,”…
Read MoreWhat is ZMOT and How Does it Affect Inside Sales Teams?
Mick Hollison, new CMO at XANT, spent some time during the Inside Sales Virtual Summit discussing the changing relationship between sales and marketing. He also focused on how technology is affecting these changes and gave tips on how to take advantage of the current trends.
Read More4 Inside Sales Association Resources You Can’t Live Without
Where do you go to find answers to your most pressing inside sales questions? A mountain of information is available online. Time is such a precious commodity, though. Sometimes you just need a go-to source, somebody you can trust to hit you with the good stuff. The American Association of Inside Sales Professionals (AA-ISP) provides a…
Read MoreMotivating Sales Reps: Compensation, Encouragement and Advancement
Inside Sales can be difficult. Finding top good employees can sometimes be even harder which is why when you do find an excellent sales rep you want to hold on to them. But how do you do that? We have a few suggestions. The majority of sales reps are paid a base salary with an…
Read MoreInside Sales Best Practices: Quality, Speed and Price – Pick Any Two
As an inside sales professional, the product you sell is catered towards a specific audience. One that wants a quick product at a low cost, a quality product that is fast, or a fast product with a low cost. Whichever you chose, it’s important as a company your executives define who the company, or the…
Read More5 Common Inside Sales Mistakes to Ensure Missed Quota
While rewarding, sales reps are often put into high pressure situations to meet quota. However, if given the right training, the constant pressure that a sales rep feels can be dramatically lessened. From a recent discussion our marketing and sales teams participated in, the following ideas (among many others) were brought up in how to…
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