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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One of the most frustrating feelings in sales is failing to secure a deal and not knowing where you went wrong. Celebrated sales speaker Anthony Iannarino shared 25 reasons why sales teams lose deals during his presentation at the XANT Sales Acceleration Summit. As you become familiar with these common pitfalls, you’ll change your approach…

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More than ever, sales organizations need to find ways to keep up with accelerating technological change, hyper-informed customers, and intensifying B2B competition. To provide context, consider these stats: 74% of B2B buyers conduct more than half of their research online before speaking with a salesperson (Forrester) 75% of B2B buyers use social media to research vendors (IDC)…

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