Did you know that most sales teams spend 25 percent of their effort chasing terrible leads that have little to no chance of ever closing?
That was the mind-blowing revelation delivered by XANT CEO Dave Elkington in his opening keynote at IS Accelerate ’15 on Wednesday morning.
All of that wasted effort means sales organizations are throwing away hundreds of millions of dollars trying to sell to people who will never buy.
So it’s easy to see the economic case for sales acceleration technology, Elkington noted, because this technology allows sales teams to zero in on the most qualified leads and prospects, and convert them into opportunities and customers faster than ever before.
“It’s about driving revenue as efficiently as possible and figuring out how to grow your business faster without spending more resources and effort,” Elkington said.
Tech titans Salesforce and Microsoft investing heavily in sales acceleration
— Emilyborders (@Emilyborders) March 18, 2015
The world’s leading companies understand the value of data-driven sales processes and are investing in sales acceleration technology to make their teams more efficient and productive.
Elkington announced a $60 million strategic investment from Salesforce, Microsoft and other investors aimed at making this technology available to a larger number of sales organizations across the globe.
The investment received coverage in The Wall Street Journal and TechCrunch, as well as several other publications. XANT also announced new partnership agreements with Salesforce and Microsoft, which will provide better integration and collaboration between XANT and the two high-tech titans.
“It will allow us to bring our customers technologies and advantages that nobody else in the world has,” Elkington said.
Companies achieve dramatic results when sales meets science
“You can’t just show up in the morning, grab your bagel on the way to work, and find success,” Elkington told the crowd of sales and marketing leaders gathered at the Grand America Hotel in Salt Lake City. “You have to use science to succeed in sales.”
That’s why XANT technology is built on Neuralytics, a predictive and prescriptive self-learning engine that drives revenue growth by delivering an optimized experience for both salesperson and buyer.
The XANT platform fuels sales rep performance and provides buyer personalization with breakthrough innovations in predictive sales communications, gamification and hiring.
Claire Morris, senior operations manager at OutboundEngine, joined Elkington on stage to discuss how her company uses the XANT platform to dramatically increase sales results.
OutboundEngine decided to try XANT last year, hoping to empower its reps to make more data-driven decisions. Its team first deployed communications products, like PowerDialer.
But because its sales team was already highly optimized, with effort metrics through the roof, initial results were uninspiring.
Then OutboundEngine started to test the big data capabilities of NeuralView, which predicts the likelihood that you can contact and close a particular prospect. XANT technology also prescribes the best time to reach out and the best contact method to use.
Morris’ team built a model that revealed a huge performance gap between its high-quality leads and low-quality leads.
By refocusing its sales reps’ efforts on the best leads, OutboundEngine experienced a 30 percent lift in contact rates and a 19 percent increase in recurring revenue in just a few months.
After fine-tuning the model even more, OutboundEngine now attributes a 24 percent increase in revenue directly to its use of the XANT platform.
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