Posts Tagged ‘Inside Sales’
Ken Krogue Reveals Why Inside Sales Is All About the Leads
Does your sales team have enough high-quality leads? If so, your peers envy you. In 2012, XANT released a research study showing that 56.9% of inside sales managers ranked “finding good leads” as their No. 1 problem. We just updated this research for 2015, and you can see the latest results on Forbes. The findings…
Read MoreInside Sales vs. Telemarketing
On the surface, telemarketing and inside sales might seem similar. Both rely on the telephone to connect with prospects in lieu of face-to-face meetings. But that’s where the similarities end. Inside sales is not telemarketing, and telemarketing is not inside sales. Telemarketing uses a scripted, single-call close, usually offering a small-ticket, business-to-consumer (B2C) product. Telemarketers…
Read MoreSales Compensation: How to Align Inside Sales With the Field
Free Cheat Sheet: 12 High Velocity Sales Metrics Learn the 12 sales metrics that every inside sales team should measure to increase results. Get Cheat Sheet Now Does your sales compensation plan inspire teamwork between inside sales and field reps? Brent Holloway, senior manager of global inside sales, enterprise security products at Hewlett-Packard, shares the…
Read MoreShould Business Development Report to Sales? [Part 2 of 4]
Free Cheat Sheet: 12 High Velocity Metrics Learn the 12 sales metrics that every inside sales team should measure to increase results. Get Cheat Sheet Now You have validated your products, proven your markets, established your vision and formulated a plan for scaling your success. At the expansion stage, many B2B companies, however, have still…
Read More9 Powerful Trends Transforming Sales
“A good company tends to ride one trend, a great company rides two, an industry leader rides more and drives the coming trends.” Ken Krogue, visionary founder, president and chief strategy officer at XANT, shared this ambitious statement with all in attendance at IS Accelerate ’15, the sales acceleration event of the year, where XANT…
Read More3 Quick Tips for Managing Millennial Sales Talent
How do you keep millennials engaged on your sales team? Generation Y, as millennials are known, is a group of connected, diverse collaborators, shaped by 9/11, texting and the recession, according to the U.S. Chamber of Commerce. As millennials quickly climb the corporate ladder, they are transforming sales floors in profound ways. Josiane Feigon, founder…
Read MoreWhat’s the Biggest and Greenest Technology Event Happening This Week?
Hint: It isn’t South by Southwest (SXSW). While thousands of music aficionados, film buffs and techno-geeks have descended upon Austin, Texas, a forward-thinking, high-growth technology company in Utah has been quietly plotting the world’s largest virtual event for sales and marketing professionals. The company is XANT and the event is called the Sales Acceleration Summit. …
Read More80+ Business Experts Share Their Top Sales Secrets in 15 Minutes Flat
Salespeople like to move fast — and now there’s a virtual event that satisfies your need for speed. The Sales Acceleration Summit features more than 80 sales experts, authors and business leaders, who will serve up their secrets in 15 minutes or less. The Internet is a beautiful thing. It allows us to assemble the…
Read MoreDialer Software Forecasts B2B Sales Based on the Weather
Does the weather affect the chance of getting a prospect on the phone? XANT CEO and Founder Dave Elkington thought it might and decided to test his theory. XANT is commonly known for its dialer software, PowerDialer, that has helped customers improve contact rates by up to 65 percent, increase call volumes by up to…
Read MoreWhy Timing Is Everything When Responding to Web Leads
Speed matters when it comes to effectively responding to web leads. XANT conducted an original research study in 2007 and again in 2012 that found that if a company calls a lead within five minutes of the time the prospect submitted a web form, it is 100 times more likely to get that prospect on…
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