Sales organization structure and finding the right sales technology are difficult in an era where markets are being disrupted at rapid pace. Sales leaders need to find the right balance of incentives, sales automation and process change to make sure their teams succeed and meet customer’s ever increasing expectations. Fast-forward to Digital Sales Transformation Vernon Irvin,…

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Do you feel lucky, punk? Those words were immortalized by Clint Eastwood in “Dirty Harry.” But that’s the same question you need to ask yourself if you’re still using an old-school predictive dialer for your sales calls. Traditional hardware-based auto dialers are as likely to pay off for you as a slot machine on the…

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XANT won a Silver Stevie Award in the Sales Automation Solution category in the eighth annual Stevie Awards for Sales & Customer Service. On Monday morning, I opened my email and saw this: And then I started singing “Sweet Georgia Brown.” It’s fun to see others recognize the work we do here.

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It’s a fairly common thing to set up Google Alerts about topics that are of interest to you, about your company, or as a tool to increase sales. However, Google Alerts are severely underused when it comes to keeping up-to-date on successes of your prospects housed in your dialer software. Why is this worth your…

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Sales and Marketing are required to work together more than ever before. With the advent of the internet, prospects expect immediate results. That’s why it’s so important that marketing understand how they can get the right leads to sales allowing sales to contact those leads immediately – made possible through marketing and sales automation software.…

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Nurturing your leads is a huge part of the sales process. Email campaigns are a key element of any lead nurturing effort. But all email efforts are held hostage to your open rate. The sales process does not move forward if a lead or prospect never opens the sent email.  That’s why you need to…

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Sales Technology Failure

It’s pretty simple: In three and a half years doing client services in the sales software space, here’s the Top Five Things I’ve found that will kill even the most promising sales automation purchase.

1. The true value of the system is never made apparent.

Forcing people to use new software or systems is certainly a management right, but an effective sales tool must appeal to the reps by solving immediate pains, and by making it easier for them to stay organized and keep promises to their customers and co-workers.

It has to provide better sales intelligence (data), improve speed and efficiency (automation), or heighten overall employee impact (training and process development), or employees simply tune out . . . .

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