From The Xant Blog — Best Practices

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From Guessing to Guided as Told in Memes 0

The consumer experience has changed significantly. When smartphones hit the scene, data was used to understand our behaviors and provide more relevant content, and we, as buyers, became more independent with endless information at our fingertips.  Of course… the data isn’t always spot on.  B2B buyers are completely digital and in control. Buyers are used…

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Inside vs. Outside Sales: Redefining the Sales Structure 0

In 2020, 52.8% of sales reps that operated as outside sales reps went from working in the Delta lounge to working in their home offices. Sales teams navigated unexpected changes to their processes and motions and are still learning how to adapt today. As organizations solidify their plans for the new buying landscape, sales leaders…

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Build a Winning Sales Development Attainment Strategy and Actually Hit Your Quota 0

Sales organizations are struggling to align their objectives and quotas with their strategy. While organizations continue to grow, sales attainment is slipping. According to Forrester’s research, “From 2011 to 2019, the average revenue for the companies in the S&P 500 has grown over 24%, but average sales quota attainment has dropped from 63% to 43%…

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Why Your Sales Process Sucks 0

Part of sales is thinking about your pipeline, your process, and how you can optimize or improve it. Qualifying more leads and closing more deals requires you to assess the black holes in your process, where it breaks down how it creates friction with customers. If you notice that buyers aren’t responding to your emails…

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10 Ways to Generate More Sales on LinkedIn in 2021 0

LinkedIn and social selling give sales reps powerful tools to learn about their prospects and communicate with them. Many reps aren’t using the platform to its full potential and feel stuck with sharing canned, impersonal messages that are promptly ignored. Build real, meaningful relationships with valuable content and use the many tools at your disposal…

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The Playbooks Guide for Customer Success Managers 0

The handoff of the customer from sales to CSMs should be smooth and offer the same level of care and attention they’ve come to expect from your organization. CSMs are in charge of keeping customers successful and happy—they’re the key to retention. But when CSMs are overloaded with accounts, it’s easy to get bogged down…

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