Are you focusing on the needs of your buyers… or your own? Let’s break down the buying cycle to understand what goes on in the minds of B2B buyers. RELATED: Mapping The Sales Process: 6 Steps For Success In this article: About My Guest — Jim Dickie, CSO Insights The B2B Buying Behavior When Do…

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Every company wants to know how to GROW but growth is not an easy task. To learn more about this topic, DiscoverOrg surveyed leaders in sales and marketing on growth at their companies and factors accelerating it or inhibiting it. Survey questions delved into team structure, budgets, strategies, technologies stack, and more with the objective…

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Ken Krogue, founder and president of XANT, was recently featured in the Harvard Business Review.  The article featured a ground-breaking research study by InsideSales Labs, the research and best practice arm of XANT. The study highlights the constant struggle between when is optimal for the seller to have the prospect purchase (the optimal selling window)…

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As readers of this blog know by now, one of the gems of the sales world is XANT Labs. Led by Ken Krogue and very ably executed by Gabe Larsen and Bryan Perry, Labs regularly publishes outstanding bits of original research that offer stunning insights into the world of business generally, and the science of…

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Within every company there are always a few standouts that would be classified as ‘stars.’ Because of their consistent high performance, they are highly visible and everyone knows them. It’s these types of employees that we spend all our time recruiting. In my upcoming research paper, “Catching Falling Stars: A Human Resource Response to Social…

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