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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Are you sure you’re tracking the right sales metrics? In this post, we’ll talk about which metrics sales leaders can use to evaluate sales reps. RELATED: A Winning Sales Culture Starts With the Right Sales Metrics In this article: Do Sales Reps Care About Sales Performance Metrics? Inside Sales Metrics Sales Reps Consider the Least Useful…

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This blog was created in collaboration with Dave Elkington, CEO and Founder of XANT. Read part one of the Cloud Data Wars here. Wall Street got it wrong when it comes to Microsoft’s acquisition of LinkedIn. They said it was “one pricey deal.” Analysts reported that $26.B was a “50% premium over LinkedIn’s closing price,”…

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Have you tried meditation? Sitting still and thinking about nothing is tough for your mind. It wants to think of everything. All the things you did that day, all the things you didn’t do, all the things you should’ve done – your brain just loves thinking. The problem is all of that thinking fills your…

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How accurate and actionable are your sales forecasts? Research conducted by C9, which is now part of XANT, reveals that sales reps often delay committing to winnable deals. Sales reps tend to only commit to deals they feel confident about, but that leaves a lot of winnable deals uncommitted, especially early in a quarter. The…

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Marketo, the marketing automation juggernaut, is one of the fastest-growing SaaS companies in the world, winning more than 3,300 customers in 36 countries in just eight years. Its rapid growth, however, soon outpaced the company’s ability to efficiently analyze sales data, deeply understand the status of deals, and project accurate revenue forecasts. Sales leaders struggled…

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What do the New York Knicks, Los Angeles Lakers and Brooklyn Nets have in common? All three NBA teams disappointed their fans last season. They all overpaid for the talent on their rosters. And they all have failed to embrace analytics to make data-driven decisions. ESPN conducted extensive research into every team’s analytics usage and…

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Does your sales reporting strategy provide enough detail to accurately answer these questions? Who is most likely to answer your calls right now? How many times should you contact each prospect? What are your peak answer times? Which reps are dialing, but not being effective? If you found yourself shaking your head, you’re not alone.…

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Believe it or not, sales can be just as much of a contact sport as football. Finding the right sales target, formulating a sensational spiel, and closing a deal take the same hard work, determination and courage as hustling to the end zone with pigskin in hand. These same attributes win on the field as…

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