If every sales team has one goal, it’s to crank up performance and close more deals. Yet, the average sales team only has a small number of sales reps who are in the top level of quota attainment. While many organizations are turning to automation to help improve performance, this alone isn’t enough. Sales leaders…

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In 2004, the company SPARQ (Speed, Power, Agility, Reaction, and Quickness) set out on a mission to create the industry standard for measuring athleticism. Teaming with Nike, SPARQ grew to employ over 750 certified SPARQ trainers, and drew thousands of participants, including world-class athletes like Reggie Bush, Tim Tebow, Jacoby Ellsbury, and Bryan Clay. The ubiquity of the SPARQ Rating system underlines…

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Despite how common the practice has become, many organizations continue to struggle with change management. That’s because too many smart people mistakenly believe they can design their way into change. This misplaced ambition isn’t surprising. Smart people have a winning mentality. They’ve had great historical success, come from great schools, and have enjoyed rocket ship…

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In the sales industry, we count wins in dollars and cents. That’s what matters more than anything else. Any solution we adopt must increase revenue. If it doesn’t, then it’s as useful as a polka dot bikini at a black tie event. To understand how sales acceleration technology can fuel your organization’s revenue growth, we…

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A couple of months ago, I interviewed branding and creative agencies. During one discussion, I shared our company’s vision: “We believe science holds the key to unlocking human potential.” The agency asked how our vision is any different from Fitbit’s, the popular fitness tracker. It isn’t. XANT’s predictive and prescriptive self-learning engine, Neuralytics, works strikingly…

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We spend a lot of time at XANT discussing how our platform and its applications help companies accelerate their sales process and ultimately increase revenue. We have a lot to offer, but it’s nice to step back, speak with customers, and see what they can teach us. Last week, I spent some time with a small marketing…

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In the movie Moneyball the Oakland A’s baseball team was at the bottom of their game. To quote the movie … “There are rich teams, there are poor teams, then there is 50 feet of crap, and then there is us.” Based on a true story of the 2002 Oakland A’s who used statistics to hire…

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A couple of years ago we hired what we thought was going to be a stellar sales rep. He appeared to be smart, well-spoken, and had the individual charisma that we thought was going to make him a star. So when the numbers came back after six months, I was surprised that he was nowhere…

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Tuesday’s Sales Performance Thoughts: 1. Don’t get too cute in your sales presentation. Your product and value proposition should largely be enough to get a close. If you’re having to get “creative” to “find the pulse” of your prospect, take a hard look at just how qualified they are. If your marketing team is generating…

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