Posts Tagged ‘Better Sales Performance’
Upcoming Webinar: The Art of Cold Calling and the Science of Contact Ratios
Do you want to learn how to increase contact and close ratios while also mastering the art of cold calling? Check out the new live webinar that is broadcasting September 6, 2012 at 10:00 a.m. Pacific (1:00 p.m. Eastern). Ken Krogue, President and Co-founder of XANT, and Kraig Kleeman, author of “The Must-Read System” and…
Read MoreHow to Close Sales: 6 Annoying Sales Tactics to Avoid
You get on the phone, dial the number, and wait. What comes next can either be a flop or a gold mine for you. But, have you ever wonder if your sales tactics could come across as annoying when it comes to your sales pitch? Well, a group of people over on LinkedIn in The…
Read MoreHow to Hire Inside Sales People – Get the Right and Avoid the Wrong Candidates
So you’re looking for a new sales rep? That’s great! But you better be doing it right or you’ll find yourself with a bad hire. What are some ways to prevent making a bad choice with a new recruit? Easy, if you understand some basic does and don’ts of hiring. Don’t do……. A key…
Read MoreForbes.com – What C-level Executives Shouldn’t Ignore: 5 Disruptive Essentials of a High Velocity Sales Model
Market consultants and industry thought leaders are now starting to tell CEOs and EVPs that if their current sales leadership can not get their minds around the new High Velocity Sales Model, new people may need to be hired into the organization who can. Don’t fear the future! Become a part of it. It’s not as…
Read MoreInside Sales Employee Recruiting: Leveraging Facebook to Inform Prospective Candidates
Recruiting, more specifically finding the right people, is a struggle for many inside sales managers. Today, however, thanks to social networking sites, this task has become easier. By investing time in an active presence on such sites as Facebook , you can share photo albums, videos and links to company and product information that helps…
Read MoreHow to Improve Inside Sales Success Through Sales Role Playing
From their desks every morning, our reps responsible for making outbound calls, we call them Business Developement Reps (BDRs) pick up their phones and dial. Just a few seconds later you can hear a phone ring, and a voice you recognize from the other side of the room kicks off the role playing. Since we…
Read MoreHow to Avoid Losing a Sale: 5 Common Inside Sales Mistakes (Part 3)
Know Your Product and How to Sell It: Hand in Hand With Knowledge and Success In the previous blog articles in this series (Part I and Part II), I have pointed out four common reasons why sales professionals lose sales. From what I have seen in the industry, the final reason why sales professionals lose…
Read MoreInside Sales Rep Management Techniques: How to Protect Star Performers
Within every company there are always a few standouts that would be classified as ‘stars.’ Because of their consistent high performance, they are highly visible and everyone knows them. It’s these types of employees that we spend all our time recruiting. In my upcoming research paper, “Catching Falling Stars: A Human Resource Response to Social…
Read MoreHow to Use Score Cards to Improve Inside Sales Performance
Prominently displaying each sales reps’ numbers in your sales room can create a motivating atmosphere and positively influence the performance of your sales team. This works because sales people are generally a competitive bunch. Additionally, such a tool enables management to hold their sales team accountable for whatever results they generate. Here at XANT, our…
Read MoreSilence on the line. When is it a good thing?
It’s been described as awkward, painful, uneasy and empty. But it’s also something else, and for a sales rep, the word to describe silence is powerful. When it comes to questions we, as salespeople, are an impatient breed that want an instant response. We want to move things along in the process and get the…
Read More