From The Xant Blog — Forbes

A Selling Secret: Have Better Conversations 0

In a recent series of articles about extreme velocity sales on Forbes Magazine, I’ve mapped a way to improve your sales performance. In the latest article, I share a useful selling secret. There are two main ways to have better conversations with your leads: one is to polish up your skills with sales training, and…

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XANT returns to the Forbes Cloud 100 list 0

The second annual Forbes Cloud 100 list was published today, and XANT is featured for the second year in a row. The Cloud 100 is a prestigious list populated by some of the biggest innovators on the planet. If you want to see the future of tech, this is where to look. Selection is limited…

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Forbes.com: The 12 Commandments of Incredibly Successful Trade Shows 0

At XANT, we are proven pros at going to trade shows and generating leads. I often get asked what our secret is and I want to share a few of them with you.

In fact, I’m on my way to Chicago today with my team from XANT for the AA-ISP Leadership Summit. We used these “commandments” to prepare for and make the most of the show. Enjoy.

1. Never go to an event that you can’t generate more leads than you will need to pay for it, and do it before you get there.
2. Look sharp, be sharp and be kind.
3. Trade leads with as many other vendors as you can at the show.
4. Never go to a show you can’t speak at.
5. When you speak, don’t pitch your products. Try to grow your industry instead.
6. Always have your own event(s) going on simultaneously.

Forbes.com – 2 Books that Changed Everything I Know About Success 0

There are two books that have impacted my life in some truly significant ways. One of the books is “Les Miserables” by Victor Hugo and the other is Llody C. Douglas’ “Magnificent Obsession.”

Both novels left a powerful impression on me with their message of the giving of one’s self to a cause and trying to do what is right.

At XANT we try to live by a similar principle. We call it the Do Good Foundation.

Modeled after Marc Benioff’s 1/1/1 Salesforce Foundation, we give one percent of employee time, equity, and product to charitable causes.

Forbes – A Few Key Differences Between Southwest and Delta 0

This past week I’ve been flying across the western U.S. to meet with some large potential clients. On Monday night I flew to Vegas on Delta only to turn right back around and fly back to Salt Lake on Tuesday before lunch.

Today I’m flying to San Jose via Southwest and I’ve noticed quite a large difference between the two airlines. I’m in the business of noticing sales and customer support methodologies.

I wrote about my latest experience in my column for Forbes.com. My biggest take-a-ways of the experience was how impressive and comfortable Southwest made my flight. From the friendly and attentive staff to the “on-time” mentality, Southwest really is doing things right.

Read my full article on Forbes.com:

Forbes.com – One Critical Marketing Rule Steve Jobs and Marc Benioff Taught Us 0

One of the most important things I’ve learned in business when marketing a product is, “Divert a river. Don’t dig a well.”

This principle is what I based my most recent article on Forbes.com on. In business, if you’re able to find existing need, tap into it and shape it, you will spend less, save time and yield larger ROI.

Find need. Don’t try to create it.

This is something that Steve Jobs of Apple and Marc Benioff of Salesforce taught us.

Take a moment and read my latest Forbes.com column, here:

1 Critical Marketing Rule Steve Jobs and Marc Benioff Taught Us, and Google Helps Us Apply for Free