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…

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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…

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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?”…

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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…

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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,”…

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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…

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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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