Posts Tagged ‘sales playbook’
Nailing the Sales Handoff: How to Ensure Sales Appointments Hold
I don’t know about you, but I can’t remember appointments to save my life. Sadly, appointment ADD is an all-too-common affliction. XANT conducted a study and found that when sales appointments are scheduled for up to three days out, 38 percent of appointments don’t show up, and if the appointment is scheduled for four days…
Read MoreWhat CEOs Want in a VP of Sales
Hiring a vice president of sales is one of the most important decisions a CEO ever makes. A wise choice puts the company in position for the kind of explosive growth we have experienced at XANT. The wrong person may create a cancerous culture that consistently underperforms. We have been fortunate to have a world-class…
Read MoreHow to Get New Inside Sales Reps Producing Faster? Create a Sales Playbook for New Hires
(Louie Bernstein is Sr. VP of Sales and Marketing for Izenda, an XANT client, a serial entrepreneur, and a consummate, award winning salesman.) As I started managing sales people, I realized one of my biggest challenges was getting all of them to “sing from the same songbook.” By their very nature sales people like to…
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