Posts Tagged ‘account based sales’
Prospecting To CEOs | Skills You Need According To Matt Conway
Sales prospecting is one of the foundations of business, but sales reps often do not receive training on how to approach senior-level executives. In this post, we hear from sales expert Matt Conway as he shares his insights on why this happens and the skills needed to get the attention of C-level prospects, such as…
Read MoreSkip The Goat Rodeo: How NOT To Do Account-Based Sales
I recently visited a fast-growing technology company with a chaotic sales process. Here’s what happened when I observed their account-based selling model and my insights from that experience. In this article: Case Study: Account-Based Selling Model Gone Wrong The Goat Rodeo Sales Unstructured Cadence Summary of this Account-Based Sales Experience Want to Know More? Account-Based…
Read MoreWinning with Structure, Systems, and People w/Jake Reni @Adobe
Life is short so why not learn from the experts. Jake Reni, is a master when it comes to helping companies, including Adobe, think through a strategic go-to-market approach for building an optimizing sales and sales development teams. In this episode, Jake and I debate and discuss some of the trends and debates around…
Read MoreHow to Hire the Leader at the Right Time w/Doug Landis @Emergence Capital
It’s never easy to find the right leader. What complicates it even more is where companies are at in their revenue journey. Different types of leaders excel at different times. Sometimes you need tactical leaders other times you need leaders who can close big deals or operationally get things in order. In this episode,…
Read MoreEverything You Need to Know About Using Direct Mail in Sales
The research is in and it’s powerful. XANT Labs recently finished a first of its kind study on direct mailers. A direct mailer is a physical item (note, gifts, etc) mailed to a prospect or customer to initiate a conversation or build a relationship. Direct mailers are simply another form of communication. Most people know…
Read MoreHow Working Out Collegiate Basketball Players Taught Me To Develop Top Sales Talent w/Jake Larsen @Weave
Sports and sales go together like peanut butter and jelly, they are meant for each other. Many sales leaders have found their best people have participated in formal sports. So what is it? What is it that make sports and sales so similar and what can we learn sports that applies to sales? In this…
Read MoreThe Importance of Stories in Sales w/James O’Gara @StoryDimensions
Many sales people find themselves on an island. They run their business with little support and little interference from the corporate office. This can be a good thing and a bad thing. The good thing is that sales reps are empowered to do what they need for their territories but the bad thing is, they…
Read MoreHow Many Deals Are You Missing Out On Right Now?
We live in a world of inside out marketing. We’re guessing at who we are talking to. We are guessing at what we should say to them. We need to rethink how we are engaging with the marketplace. Chief Customer Officer at Big Willow, Neil Passero poses the question, how many deals are you missing…
Read More3 Best Practices for an Effective ABM Follow-Up Strategy
You’ve thought of the perfect account-based marketing campaign, with a killer call to action and futuristic graphics. And it’s paid off, too – leads are coming in hot in the pipeline! But how do you find the ideal timing for your account based-marketing (ABM) follow-ups? At XANT, we’ve built the one model that aligns your…
Read MoreThe Three Value Conversations That Can Change Everything
The science of decision making is complex but important. Tim Riesterer, Chief Strategy and Research Officer at Corporate Visions, is the master of explaining the hidden forces that shape why and how choices are made. Many sales reps chase after traditional sales approaches only to see them fail time and time again. Reps need something…
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