Posts Tagged ‘Sales Prospecting’
The XANT Super Bowl Sales Playbook
Believe it or not, sales can be just as much of a contact sport as football. Finding the right sales target, formulating a sensational spiel, and closing a deal take the same hard work, determination and courage as hustling to the end zone with pigskin in hand. These same attributes win on the field as…
Read MoreHow Accurate Is Your Sales Data?
Mark Ruthfield, ZoomInfo’s vice president of sales, shared some interesting statistics that show the importance of maintaining accurate sales data at the American Association of Inside Sales Professionals (AA-ISP) Conference in Boston today. 30% of people change jobs annually 60% of titles change 43% of phone numbers change 34% of company names change 37% of email…
Read MoreWhy Cheap B2B Calling Lists Cost More Than You Think
Do you test your list sources to make sure you’re not wasting your sales reps’ time? A telecom provider with 100 inside sales reps decided to run a test to find out if it was spending its money wisely. It found that targeted calling lists, even though they were more expensive upfront, actually saved the…
Read MoreHow to Create Predictable, Scalable Sales Revenue #df13
Sales legend Aaron Ross is at it again. He’s on a mission to eliminate the fatal mistakes that sales leaders make, so they can generate predictable revenue that scales. And he’ll be sharing his message at Dreamforce 2013. The team at XANT takes every opportunity to learn from this master of inside sales. His advice…
Read MoreLead Generation Tip: Add a Tiny Bit of “Oomph” to Your Elevator Pitch
Something short and sweet today for teams doing lead generation:
We’ve all heard the concept of the “elevator pitch”–A concise, high-impact statement designed to convey the identity and value of your company/product/brand in the space of 30 seconds or less (some say as little as 10).
For example, “At XANT, we empower sales reps to take control of their prospecting and fill their pipelines faster, and give managers better insight into the process while it happens.”
The value of such a statement, obviously, isn’t that it’s actually going to be used to pitch a VC board member on an elevator (although if you’ve actually done this and gotten funding, that would be a great story and I’d love to hear it). The value is that an “elevator pitch” lets you boil down a core message into something easy to digest, but still demonstrates key touch points that communicate how you serve a prospect’s potential needs . . .
Read MoreOptimal Metrics for Lead Generation
Driving performance requires accurate and focused measures of performance. This is especially the case for account development and lead generation teams. I have recently been interviewing both XANT customers and non-customers (predominantly from the B2B High Tech/Services/Telecom industries) to identify the optimal metric to use when measuring the success of account development reps. I found that…
Read MoreSales and Marketing Strategy – Creating “Three-Way” Sales Processes
Last week I overheard a conversation between one of our client implementation consultants and a former prospect who had just come on as a customer. One of the first things our implementation team does with a new client is hold a Business Plan Review, designed to identify a client’s key processes and value areas.
In a nutshell, the question this new client asked was, “How does defining all of these process steps directly benefit my sales reps?”
As much as we tout the benefits and productivity of a good sales process linked to a CRM software system, the short answer to this question is, “Sometimes they don’t.” . . . .
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