I recently shadowed one of our top-performing sales development reps (SDRs) here at XANT, Remington. In the first few minutes of our conversation, Remington told me how he handles prospects when they are short on time. From what he explained about persistence in sales, I could already see what made Remington a successful SDR. “The way I…

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We are often asked, how many times should I follow up before I close a deal? Let’s break that into two parts: 1) How many calls should you make to set an appointment? 2) How many calls should you make to close a sale after the 1st appointment? We have closed deals that have resulted after 41…

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