Data-Backed Sales Best Practices

In this post, you’ll learn how to use predictive analytics and big data to improve your team’s inside sales skills. Follow these sales best practices to improve your sales reps’ selling skills and turn regular salespeople into sales superstars. In this article: The Significance of Understanding the Digital Buying Process Selling Is a Competitive Sport Combining…

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Speed up and expand your sales funnel by learning how to quantify your leads. In this article: The Problem with Overqualifying Leads Qualifying Leads with BANT Quantify Leads in High-Velocity Sales Funnel Work on BANT with These Questions How Quantifying Your Leads Can Help Your Business The Problem with Overqualifying Leads The ability to quantify…

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Do you know how often do you need to contact your leads to keep top of mind? And how far apart do your messages need to be, to avoid ending up on a block list? Sales cadence is the sequence of activities all sales reps should master to get their leads qualified and close deals.…

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It’s no secret – phone prospecting is one of sales development representatives’ least favorite activities. It’s one of their biggest fears, and one of the most stressful parts of their day. This is because it involves a lot of objections from prospects, and because the main activity, don’t we all know it – involves interrupting…

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In baseball you can’t have a good batting average unless you have at bats. At bats are opportunities to succeed in baseball but without them you’re not even in the game. Sales is similar to baseball in this regard. Many sales people are talented but they never get the chance or the ‘at bats’ to…

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Early in my career, one of my high school buddies, Keith Prowse, pulled up in a silver Porsche and said, “You should come sell laptop computers with me.” How could I argue? I went into business with him and his brother in a little company called Knowledge Unlimited. Laptop computers were really cool. But I…

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David Rudnitsky had no idea so many people were interested in his sales playbook. He just knew it worked really well. Rudnitsky used these plays to help take salesforce.com from $25 million to more than $5 billion in revenue in his 12-plus years with the company. Salesforce CEO Marc Benioff even wrote about this proven…

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Building a world-class sales team doesn’t sound that hard, until you realize how many things can go wrong. From hiring to lead gen to sales forecasting, it’s easy for your team to get tripped up and fall into a pattern of bad habits and costly mistakes. Over the years, XANT has conducted a number of…

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