Sales pipeline growth strategies are always a top business priority, as research shows time and again. So how do you approach your leads in a way that guarantees success? A winning strategy for building sales pipeline doesn’t have to be overly complicated or time-consuming. Joey Wood, Field Enterprise Sales Director at XANT, shared an…

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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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Are your sales pipeline reviews efficient and effective? I’ve had the opportunity to work with sales managers in various industries to improve their pipeline and forecasting processes. Here are some common challenges I often see: You spend much of the pipeline meeting watching reps fumble through Excel reports, emails and Evernote to find basic information…

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Most salespeople love the feeling of uncovering a good sales opportunity. Sometimes, however, opportunities are not what they seem. I’m talking about those deals that look like great opportunities at first, but that ultimately fail to gain traction. Obviously, things like this are sometimes just out of the salesperson’s control. But there are some things…

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In late May, XANT acquired C9, a company that helps sales teams improve pipeline visibility and forecasting accuracy through predictive analytics. By joining forces with C9, XANT extends its reach across the entire sales organization (providing innovative technologies for both inside and outside sales teams) and allows the company to apply predictive and prescriptive analytics…

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