Former XANT President, Ken Krogue, conducted extensive research on all the ways sales teams waste time. His report, 15 Time Wasters of Inside Sales and Lead Generation, is one of our most popular white papers ever. Thousands of sales leaders have used it to make their sales teams more productive and effective. Read the white…

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While consulting with one company, I took a stopwatch with me and started timing all the ways salespeople could waste time. I counted 15 different ways that occurred pretty regularly. One of the first time wasters I discovered was the time it takes to leave a voicemail, but one of the craziest was the time…

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Salesforce has completely transformed how the world’s top companies sell. A new International Data Corporation (IDC) study confirms this by revealing the worldwide Salesforce economy will enable 1.9 million new jobs and $389 billion in new revenue over the next five years. All of this incredible economic growth began with the simple idea that sales…

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“To understand the future, we have to go back in time.” – Pitbull In October 2008, four year’s after XANT’s inception, Dave Elkington faced a CEO’s worst nightmare. He didn’t have the cash to meet payroll. As the U.S. economy nosedived alongside the housing market, access to money quickly evaporated. “Our line of credit was…

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Jill Konrath thinks you’re working too hard, but this isn’t an excuse to ease off the accelerator. Jill, a well-known sales author and keynote speaker, led a special session sponsored by Microsoft at this year’s Sales Acceleration Summit, highlighting the importance of working smarter, not just harder. Effectiveness vs. Efficiency According to Jill, there are…

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