Because of our position within the industry, we naturally see hundreds of both successful and unsuccessful inside sales organizations.  As a result, I regularly receive requests to talk with and consult both new and existing companies on how to structure a new inside sales organization.  However, this is not the correct first question.  Instead, you should first ask: “Is inside sales the best…

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One thing has been missing from our certification training. It is a simple and direct conversation on how to succeed at XANT. In the training curriculum, we teach the evolution of the inside sales industry and sales management software. We demonstrate how dialers work and how to use our CRM and PowerDialer to maximize contact ratios.…

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As I look at companies that are trying to improve their bottom line, I notice many things that can affect the performance of an inside sales team, a division, and the company as a whole. Perhaps the biggest, or at least a major component, is the attitude and preparation of their people from the executives to…

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