Success in the sales profession, particularly for a sales leader, is increasingly difficult. In B2B sales, deals are becoming ever more complex, with more decision-makers involved and educated buyers. To understand current sales issues, XANT Labs polled 578 sales leaders to see how they are solving their biggest sales challenges. Leaders Are Concerned About Recruiting…

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The Salesforce CRM is a powerful platform that delivers mountains of valuable sales data. But are you using that data effectively? Jason Jordan, partner at Vantage Point Performance, says his research reveals that only 17 percent of the metrics sales leaders measure can be managed directly. The result, he says, is that inside sales teams…

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Does it ever feel like sales is from Saturn, and marketing is from Mars? That seems about right in most companies today. Leads don’t receive the follow-up they deserve. Salespeople and marketers both blame their colleagues across the hall for the inefficiencies the modern sales model creates. The Sales Lead Management Association tackles the tough…

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Hiring a vice president of sales is one of the most important decisions a CEO ever makes. A wise choice puts the company in position for the kind of explosive growth we have experienced at XANT. The wrong person may create a cancerous culture that consistently underperforms. We have been fortunate to have a world-class…

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