Posts Tagged ‘Sales Best Practices’
Sales Best Practices From Microsoft, MasterCard and XANT
XANT Chief Marketing Officer Mick Hollison joined Mathieu Loury, senior vice president of global merchant solutions for MasterCard Advisors, on Microsoft’s Modern Workplace webcast. They shared insights on how the buying experience has changed and how today’s sellers can reach the right customers with the right message at the right time. Here are a few of…
Read MoreCliffsNotes for Sales Success
Why does Jonny consistently crush his quota? What is he doing differently? How did Natalie close that big deal? Sales leaders should identify the winning strategies their reps are using and share them with the rest of the team. But if you tried to capture the collective wisdom of your entire sales force, it would…
Read MoreHow Much Should Sales Reps Ask of Prospects?
Luckily for you, I’m in a pot-stirring mood. Last week, I was on a call with the founder of an interesting start-up that provides a pretty cool new service for sales development teams. We are intrigued by this technology and are considering a small trial to test its business value. The founder agreed with our…
Read MoreThe Most Fun You Can Have in a Dreamforce Meeting Room
What’s the most creative thing you’ve ever seen somebody do in a Dreamforce meeting room? This year, XANT is trying something new. We’ve assembled an all-star cast of sales and marketing experts to speak in our meeting rooms, pretty much all day, every day. It’s like Lollapalooza for sales leaders. You can call it Salesapalooza,…
Read More3 Upcoming Sales Conferences Worth Attending
Sales conferences serve up best practices and provide amazing networking opportunities that can lead to new business. Plus, they’re a lot of fun. XANT recently completed its first customer conference, IS Accelerate 2014, in Park City, Utah. Attendee feedback has been overwhelmingly positive, and we’re already getting ready for next year’s event. Here’s a list…
Read More3 Reasons Your Company Should Be Conducting Original Research
Upon arrival at XANT, I was asked to learn the company’s operations as quickly as possible and then to conduct full-time research on company and industry-level questions. At that time, the company had about 200 employees. When I described my new position to friends and colleagues outside the company, many expressed a sense of surprise…
Read MoreWhy Timing Is Everything When Responding to Web Leads
Speed matters when it comes to effectively responding to web leads. XANT conducted an original research study in 2007 and again in 2012 that found that if a company calls a lead within five minutes of the time the prospect submitted a web form, it is 100 times more likely to get that prospect on…
Read MoreSales Secrets: The Power of Leading with Research and Relevance
I recently had the privilege to be part of a panel with Tony Blair, the former Prime Minister of the UK. While leading the forum, I said, “Mr. Prime Minister, we’ve all heard of the British Invasion. We know about The Beatles. We know about the Rolling Stones. But, I wonder how many people in…
Read MoreHow to Measure Outbound Sales Success
Near the end of last year, it dawned on me that my company, AG Salesworks, didn’t have an index to measure the effectiveness of our outbound sales efforts. We had great data; we were meticulously tracking all of our outbound teleprospecting reps’ activity, but we didn’t have a solid benchmark. So, I sat down with…
Read More3 Best Practices of Sales Analytics
Growth and predictability. These are the two most common reasons for wanting to build high-performance sales teams, according to Fred Shilmover, CEO of InsightSquared and guru of sales analytics. In his presentation “Best Practices of Sales Analytics” at the Inside Sales Virtual Summit, Fred proposed three best practices of sales analytics and discussed how InsightSquared…
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