Building a global sales organization is no easy task but Gideon Fourie, VP of strategy and sales operations at First Data, knows how to do it. Gideon oversees operations in 34 countries with an extremely complex sales motion. In this episode, Gideon explains some of the challenges of managing a global sales operations function and…

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People always find different ways to communicate to get what they want. Using the phone might be preferred for some while others prefer email and others texting messaging. Chat has become a mainstream method used between companies and their prospects and clients. Although chat has not found it’s way into the mainstream sales process, it…

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We’re excited to announce a new podcast that’s all about sales acceleration. The “Sales Acceleration Show,” hosted by Gabe Larsen and Steve Eror, focuses on the science of selling across the areas of demand generation, sales and sales operations. This show is about doing. The focus is real problems, real solutions and real people —…

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*This was originally called the Sales Acceleration Podcast but was renamed to the Playmaker Podcast. There are a lot of buzzwords in the sales acceleration space: big data, gamification, social selling, etc. Although we may use these terms not everybody understands what we are referring to. In this episode, we define what Sales Acceleration means…

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Free Cheat Sheet: 12 High Velocity Sales Metrics Learn the 12 sales metrics that every inside sales team should measure to increase results. Get Cheat Sheet Now Does your sales compensation plan inspire teamwork between inside sales and field reps? Brent Holloway, senior manager of global inside sales, enterprise security products at Hewlett-Packard, shares the…

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I want to introduce to you what we call the CLOSERS model. This model is basically a seven-ingredient menu for the elements that make up a strong inside sales campaign. We use this system for our consulting model. C is campaign. L is lists and leads. O is offers. S is skill. E is effort.…

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The only constant in this crazy world is change. And nowhere does that apply more than in enterprise software sales. Today we take a look at six game-changing trends that can make or break your sales career. 1. Everything is interconnected. Bipul Sinha, from Lightspeed Venture Partners, tells TechCrunch that if your solution doesn’t fit…

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Do your reps value sales data as much as you do? You spend a lot of time, money and effort to acquire your data, keep it pristine, and use it wisely. It drives every decision you make. So, why do so many sales reps seem to see data as a nuisance rather than the elixir…

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I was surprised when doing research for a recent webinar I participated in that 54% of all sales operation teams have been in their position for less than three years. This is an interesting trend. At XANT, sales operations bridges the spans and facilitates successful and accelerated lead to revenue generation. Every sales team at…

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