$218,000. That’s how much you’re losing per sales rep over the course of a year because your team is wasting time chasing the wrong deals, according to the Altify Buyer/Seller Value Index, co-sponsored by XANT. What the new research reveals The Buyer/Seller Value Index is designed to inform those on both sides of the negotiating…

Read More

Even with all its metrics and indicators, sales is very subjective. Despite the advances in online procurement, there are still many businesses that rely on human-to-human contact to make sales. And humans are prone to making judgments based on emotions. We’re all familiar with conversations we’ve had with managers or reps who rely too heavily…

Read More

We all succeed at times and fail at times. And then, we look back in retrospect and wonder how things could have gone differently. But if we could start our endeavors with this hindsight, we could avoid many failures. Psychologists call it “prospective hindsight,” but for the purpose of this post, we’ll refer to it…

Read More