Posts by InsideSales Team
Infographic: How 578 Sales Leaders Are Solving Sales Challenges in 2018
Success in the sales profession, particularly for a sales leader, is increasingly difficult. In B2B sales, deals are becoming ever more complex, with more decision-makers involved and educated buyers. To understand current sales issues, XANT Labs polled 578 sales leaders to see how they are solving their biggest sales challenges. Leaders Are Concerned About Recruiting…
Read MoreXANT Wins Service Provider of the Year for AA-ISP
The sales acceleration leader XANT has been recognized as Service Provider of the Year by the American Association of Inside Sales Professionals (AA-ISP). This award honors the best companies providing products and services that help inside sales professionals create growth in their organization. Scott Logan, Director of Demand Generation for XANT (right), receiving the AA-ISP…
Read MoreArtificial Intelligence Solves Sales Challenges, but Not Widely Accessible, Study Shows
Artificial Intelligence (AI) is increasingly seen as a solution for sales leaders’ biggest challenge– building high quality pipeline and increasing lead quantity. However, AI is still not widely accessible in the work space to sales professionals, shows XANT study of 500 sales executives. The Sales Process is Becoming Increasingly Complex The sales process is constantly…
Read MoreThe Secret to Repeat Business: 5 Tips to Building a Great Customer Experience
Could you imagine ignoring the hot leads you spent time and energy attracting and qualifying? What if these were high value leads who had expressed an interest in exactly the product that you sell? That would be madness. Right? But it’s what businesses are doing everyday; pouring all their resources into attracting new customers while…
Read MoreHow an AI System of Growth Solves the Biggest Challenge in Sales
There are a lot of challenges in sales but there is one that trumps them all. That challenge is building enough quality pipeline. The problem is leaders know it but they don’t know how to solve it. They often think it’s a people challenge so they hire more people but the numbers don’t improve. This…
Read MoreTop 5 Sales Leaders of 2018
XANT recognized the top 5 sales leaders of 2018, as the most distinguished professionals creating sustainable growth in their organizations. The awards were announced during the kick-off session for the Sales Leadership Conference, an online virtual event for business executives. Top 5 Sales Leaders of 2018 The top five sales leaders for 2018, chosen based…
Read MoreOrganizing to Compete in an Era of Disruption
Sales organization structure and finding the right sales technology are difficult in an era where markets are being disrupted at rapid pace. Sales leaders need to find the right balance of incentives, sales automation and process change to make sure their teams succeed and meet customer’s ever increasing expectations. Fast-forward to Digital Sales Transformation Vernon Irvin,…
Read MoreBuilding Pipeline Without Marketing – 7 Tips For Smart Prospecting
Building high quality pipeline is a major challenge for sales leaders in all industries. According to a recent XANT poll of 564 sales executives, over half of sales leaders (63%) believe that building high quality sales pipeline is much more of a challenge than closing pipeline. Typically, building pipeline and lead generation are an attribute…
Read MoreThe 5 Characteristics of Great Leaders
While planning this month’s virtual sales leadership conference, my interaction with a highly impressive selection of sales leaders made me reflect on what qualities actually make them so good at what they do. I’ve hired some really good leaders and fired some really bad ones. In addition, I’ve been lucky enough to be mentored by some…
Read MoreWhy You Can’t Survive Without a Digital Sales Strategy
Times are changing and companies need to change with it. In the modern era of selling customers are buying different and sales reps are selling different. For companies to win they need to understand the latest selling trends and modernize their sales team to compete in an era of constant change and disruption. In this…
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