Posts Tagged ‘sales performance’
Top 3 Things You Need to Perfect Your Sales Cadence
Old-age questions: How often should I be contacting my leads? Should I use email, or voicemails? The VP of XANT Labs, Gabe Larsen, was a guest this week on the B2B Growth Show podcast. He discussed the three elements you need to perfect your sales cadence. And, you guessed it – one of them is…
Read MoreThe State of Sales: Why Europe is Beating the US – Part 1
There’s never a silver bullet when it comes to high performance sales results. There are, however, repeatable patterns and best practices in sales activity that can lead to outstanding results. I’ve combed through the “State of Sales 2017” research from XANT Labs. It’s an incredible snapshot of the sales landscape and covers sales technology, structure…
Read MoreSales Development 2017 Infographic: Quota Attainment is Only 64%
Companies report an average quota attainment of only 64 percent for sales development representatives (SDR), shows recent research from XANT. While sales development reps have an average of 14 meaningful conversations with customers or prospects every day and send dozens of emails and voicemails, not all are able to reach their quota. Companies report only…
Read MoreXANT at the Tenbound Sales Conference in San Francisco | The G Show 2
We had a killer time last week at the Tenbound Sales Conference in San Francisco, so here’s our short wrap up. We presented our “State of Sales Development” research to an audience of around 200 sales professionals. The State of Sales Development – New Research The “State of Sales Development – 2017” (to not be…
Read More6 Essential Tips for Sales Training, from a Professional Sales Coach
Almost every company does sales training for their staff when they come aboard. But how many companies are doing it right? Most of the time, ‘sales training’ turns into ‘product training’ that goes on for months. The results are mediocre at best, and the attrition rate for sales representatives is incredibly high. On the XANT…
Read MoreU.S. Sales Reps Lagging Behind European Counterparts
Sales representatives in Europe are achieving quota more often than their U.S. counterparts, according to the latest research from XANT Labs. I discussed this aspect in my column in Forbes magazine, showing why sales reps in Europe are achieving better results. And it’s as simple as their day to day activity. The “State of Sales…
Read More7 Sales Cadence Templates to Double Your Contact Rates in 20 Days
Sales leaders know they need to give their sales development teams a proven prospecting cadence to follow. But many aren’t sure what’s the best approach or how to get started. Random Sales Cadences Kill Your Conversations The sales cadence is a sequence of activities to improve contact and qualification rates. They may be phone calls, emails,…
Read MoreIBM Study Shows Top Performing Companies More Ready To Adopt AI
Sales technology has emerged in the last years as the sales rep’s best friend. A new study by IBM shows that companies who outperformed their peers are more likely to adopt cognitive computing (AI). By contrast, slower performing companies are less likely to adopt artificial intelligence (57%), shows the study. The Most Successful Sales Leaders…
Read MoreThe Dirty Little Secrets of Sales Transformation
With over a decade of large project experience, and having helped over 2,000 companies transform their sales process, XANT has acquired vital experience in improving sales operating results. Revenue Growth Assistant Dan Cone reviews six steps you need to take to be able to successfully implement associated with success and/or failure in large sales transformation…
Read MoreIncrease Sales Productivity and Job Satisfaction With Race Cars and Chocolate Bars
Sometimes increasing job satisfaction and sales productivity is as easy as rewarding your inside sales reps with remote-control cars and chocolate bars. At least that’s what Taft Rasmussen, XANT manager of business development, did to create a record-setting week. The challenge Last month, Taft’s team was struggling. He had a small group, comprised mostly of…
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