Having worked as an inside sales rep for the last couple of years, I have noticed a few obstacles that frequently trip up salespeople. Common obstacles include: Difficulty reaching prospects Bad leads Staying positive in the face of rejection How can business development reps overcome such obstacles? Many would say it’s all about work ethic.…

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Have you ever tried to see the world through the eyes of your prospects? If so, you have undoubtedly noticed that these poor people are overwhelmed. Their companies are understaffed. They are constantly being asked to do more with less. And they spend a lot of time fighting with their colleagues over scarce resources. It’s…

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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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In continuing with a previous blog discussing the principles of customer service, this blog highlights the last five principles that can help increase customer satisfaction. Keeping customers satisfied can be difficult, but it doesn’t have to be if you form the right habits. The following principles are ones that XANT practices with their customers and…

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Do young sales reps even remember what a fax machine is? More importantly, do you know how to use one? Well guess what? As a tool, faxing can still be very relevant as a communications channel. With all the different ways of communication available, people have become more leery of the most common communication practices.…

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Prominently displaying each sales reps’ numbers in your sales room can create a motivating atmosphere and positively influence the performance of your sales team. This works because sales people are generally a competitive bunch. Additionally, such a tool enables management to hold their sales team accountable for whatever results they generate. Here at XANT, our…

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It’s been described as awkward, painful, uneasy and empty. But it’s also something else, and for a sales rep, the word to describe silence is powerful. When it comes to questions we, as salespeople, are an impatient breed that want an instant response. We want to move things along in the process and get the…

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