I’ve been fortunate to meet some amazing sales leaders who are experts at driving change in their organizations. These leaders understand the risks of implementing new sales processes. They carefully plan messaging and training to mitigate risk and maximize success. Time and again, these organizations have convinced me that through strong leadership and precise execution,…

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Forrester Research describes the age of the customer as a 20-year business cycle in which the most successful enterprises will reinvent themselves to systematically understand and serve increasingly more powerful customers. Jamie Shanks built on this idea during his session at XANT’s Sales Acceleration Summit. Jamie and Forrester both predict that in the next five…

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Why does Jonny consistently crush his quota? What is he doing differently? How did Natalie close that big deal? Sales leaders should identify the winning strategies their reps are using and share them with the rest of the team. But if you tried to capture the collective wisdom of your entire sales force, it would…

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XANT customers know how to sell. They make up the best sales teams in the world and operate like high-performance machines. But even high-performing machines can improve. From July 22 to July 24, XANT hosted 13 executives from seven companies for the first Executive Speed Camp. Those in attendance included: Apttus Blue Coat Coupa MarketStar…

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How often do you hire sales reps who don’t live up to expectations? A typical sales leader gets hiring right about 50 percent of the time. So, only 1 out of 2 reps you hire will turn out to be good. You can actually place a dollar amount on your mistakes. It probably falls somewhere…

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