Posts by InsideSales Team
Using Advanced Analytics To Boost Revenue
If you’re not using Analytics and AI in your sales tech stack today, you’re falling behind the times and behind your competition. Most high-performing companies are already using advanced analytics for lead scoring, forecasting, and amazing productivity increases. To truly harness the power of predictive analytics in sales, companies need to focus on the areas…
Read MoreHow Artificial Intelligence is Changing B2B Social Selling
Social selling in B2B is no longer a novel concept. LinkedIn statistics show that 78% of social sellers outsell professionals who don’t use this medium to engage with their prospects and have a higher chance of reaching their quota. However, new social selling technology has evolved and now has the potential to disrupt social selling…
Read MorePwC: Artificial Intelligence Can Boost Local Economies By Up to 26% By 2030
Artificial Intelligence (AI) can boost local economies by up to 26 percent by 2030, shows a recent PriceWasterHouseCooper report. The report adds that the potential contribution to the global economies of AI technology could be up to $15.7 trillion dollars. Of the $15.7 tr estimated contribution, $6.6 trillion is likely to come from increased productivity…
Read MoreMcKinsey & Company: Using Advanced Analytics To Boost Revenue
Advanced analytics can be an important piece of the revenue puzzle in B2B sales organizations.A closer look at those who are succeeding in creating high-performing sales organizations shows that 53 percent rate themselves as effective users of analytics, according to a survey of over 1,000 organizations by McKinsey & Company. However, there’s a lot of complexity…
Read MoreOvercoming Cold Calling Objections
Cold calling? You probably don’t get very far into your call when you hear your first objection. At this point in the conversation, the prospect starts to blow you off for a variety of reasons: not enough time, not enough interest, not enough money, etc. Most people think you need a different answer for each…
Read MoreHalf of All Objections Are Not Real – How to Break Barriers and Get That Meeting
Half of the objections you get in a sales conversation are not real– they are simply the customer’s way of testing you out and buying time to make a decision, says Jason McElhone, director of inside sales at MarketSource. In a webinar hosted by XANT, Jason covered how to overcome objections and how to phrase…
Read MoreWhat Sales can Learn from Lean Manufacturing
Sales can learn a lot from other industries and principles. It turns out that improving sales productivity is very much like a six sigma, lean manufacturing process. In Six Sigma there is a framework called DMAIC that is very applicable in sales as well. Here’s what the acronym stands for: D – Define: First define…
Read MoreFree Download: 3 Cold Calling Templates to Get You That Meeting
Cold calling is a tough job, and most seasoned sales professionals can vouch it’s getting harder today than it ever was. Customers are short on time, impatient, and most of all, they have the power to purchase without the help of a sales person. At XANT, we’ve looked at over one million cold calls to…
Read MoreCold-Calling is NOT Dead: Three Cold-Calling Techniques Guaranteed to Help You Win
Let me guess, you’ve heard cold-calling is dead, right? I’ll tell you right now, the people saying that are not the people who are actually cold calling. Cold-calling is alive and well and we can prove it. We looked at nearly 1 million phone calls and the ability for a sales rep to convert a…
Read MoreDave Elkington, for Martech Series: XANT Is the New Way of Selling
XANT is the new way of selling, said Dave Elkington, CEO of the sales acceleration leader, in an exclusive interview for Martech Series. The CEO and founder of the predictive sales platform explained how Artificial Intelligence is revolutionizing the world of sales and marketing, as the two fields have been greatly disrupted by the advent…
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