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The difference between a good and great sales development rep (SDR) is the skills they grasp. In this article, we discuss 14 SDR skills that have been mastered to fill the pipeline and ultimately make more revenue. In this article: Productivity Tools Know Who to Target Identify Good Customers Attention to Detail Communication Email Phone…

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When it comes to increasing sales productivity, the simplest answers are still the best. Productivity tools are a great way to work smarter. In this article: Productivity Tools CRM Dialer Template Emails Screen Sharing Automated Proposals and E-signatures Social Media Lead Generation Scheduling Meetings AI-Driven Sales Engagement RELATED: WHAT 3 TOP SDR LEADERS ARE DOING…

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Apply these time management strategies from sales experts to improve performance! Keep reading to find out more. RELATED: Forbes.com – Best Practices in Time Management In this article: What Contributes to Poor Time Management Effective Tips on Managing Your Time Effectively Make Technology Work With You, Not Against You Get Organized and Use Templates Prospecting…

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Personalization of sales messages has the power to increase conversion rates significantly in digital prospecting. But to do this at scale, sales pros need smart technologies, thinks Chad Burmeister, CEO of ScaleX.ai.  In the sales industry, leaders have been successful at creating more sales revenue and increasing sales representative productivity with AI sales tools. However,…

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We may all be guilty at times of procrastinating, giving in to distractions or otherwise being inefficient at times. However, the results of XANT’s latest research on sales time management were shocking. What struck me most was how few sales reps (only 22 percent) were using a time management philosophy to guide them in their…

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Artificial Intelligence is a concept that seems to drop right out of Science Fiction films. Everywhere we look, we see frightening predictions that it may accidentally destroy humanity, or develop into a singularity and try to take over the world. I’m here to tell you AI is already influencing our lives, and it’s here to…

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Customer Relationship Management (CRM) software, the foundational system for sales teams, has reached a tipping point. New research shows that sales reps spend very little time selling (36% of their time), even less in the CRM (18%) and too much time in spreadsheets managing CRM-related tasks. CRM has been around since the 1980’s, when it…

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The old ways of selling are quickly fading as empowered buyers are changing the way they approach B2B sales. Stephanie Dart, director of product marketing at Microsoft, reminds us that today’s buyers are more informed, savvy and influential than ever before. During XANT’s 2016 Sales Acceleration Summit, Stephanie discussed how the rise of social media…

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