Sometimes you have to think big. Whether you’re buying detergent in bulk or you’re screaming “No Whammies” on national television, it’s usually a good idea to go for the gusto. And that’s what we’ve done here. But we’re not tooting our own horn. Most of these valuable sales insights come from our friends from all…

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I’ve attended multiple trade shows in the past, but true to the advertisement, Dreamforce was bigger and better than anything I’d seen. Having spent the full four days on the trade show floor, I wanted to share some of the lessons learned from the week.

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The Justin Bieber phenomenon has rocked our world at XANT. We’ve got Belieber Fever! Is that even a real thing? I’ve been thinking about what the Biebs can teach us about sales and marketing. The lessons are legion. I just hope we can capitalize on them before Bieber does his farewell tour. Let’s dive into…

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Near the end of last year, it dawned on me that my company, AG Salesworks, didn’t have an index to measure the effectiveness of our outbound sales efforts. We had great data; we were meticulously tracking all of our outbound teleprospecting reps’ activity, but we didn’t have a solid benchmark. So, I sat down with…

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“Why do voicemails fail?” This is the question Michael Pedone recently asked his audience at the Inside Sales Virtual Summit. “Not compelling,” “Too easy to screen out” and “People are too busy” were some of the answers. But finding the real answer to why people don’t respond to voicemails is the only way to create…

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Predictive analytics and Shakespeare have more in common than you think. At least, according to Brian Kardon they do. Brian, CMO of Lattice Engines, recently presented a session on predictive analytics at the Inside Sales Virtual Summit. And he invoked some help from Shakespeare. The main takeaway? “The past is prologue.” This quotation from Shakespeare’s…

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Trish Bertuzzi, president and chief strategist of The Bridge Group, recently presented at the Inside Sales Virtual Summit. During her session, Trish shared valuable insight into the onboarding process, a critical time in a salesperson’s career, but the least understood. Trish maintains that while sales and marketing leaders are making a first-class investment in their…

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Growth and predictability. These are the two most common reasons for wanting to build high-performance sales teams, according to Fred Shilmover, CEO of InsightSquared and guru of sales analytics. In his presentation “Best Practices of Sales Analytics” at the Inside Sales Virtual Summit, Fred proposed three best practices of sales analytics and discussed how InsightSquared…

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