From The Xant Blog — high velocity sales


The 12 Immutable Laws of Extreme Velocity Sales 0

Rushing to meet sales quotas at the end of the month or at the end of the quarter is common practice is most sales organizations. However, it is costing most companies millions. The average loss for a company that employs such tactics is 27 percent of potential revenue, according to recent research. Ken Krogue, President…

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High Velocity Sales: Win Faster 0

If you’re new to the inside sales industry or are looking for a way to improve your own department, then there are a few ways to increase your sales and “win faster.”

If you’re selling remotely with inside sales, or professional sales, you may be interested in reading a new article by Ken Krogue, President and co-founder of XANT, which breaks down the differences between inside sales and outside sales. Read the full article, “What is Inside Sales? The Definition of Inside Sales.”

If you’re trying to foster an open, competitive sales team for B2B or complex B2C, then some of the following suggestions from Ken might help you.

5 Ways to Boost Inside Sales Rep Sales Performance 0

You’ve hired the best inside sales reps you could find who passed the interviews with flying colors. Now, how to get these top sellers to excel in your company like they have elsewhere?

When it comes to the sales performance of your inside sales reps, every call made and deal closed is important to the bottom line. How do you increase the results? We can tell you five ways to boost their sales performance:

1. Have an open office. Don’t box your reps in cubicles where they don’t have to look at who they’re competing with! Instead, put your inside sales reps in an open room with their tables facing one another and no barriers to hide behind. Open offices put the pressure on as everyone can see what you’re doing.

Additionally, an open office creates an atmosphere of collaboration. If one sales rep discovers a new technique that really works well, that technique is more likely to be shared with other sales reps. Not only does this drive the bottom line, but it creates a great company culture.

What is Gamification and How to Use Game Mechanics – New Webinar 0

Join Ken Krogue and Charles Coonradt, the Grandfather of Gamification, on Oct. 30, 2012 as the pair presents a live webinar discussing best practices and techniques in how to motivate sales reps and boost results through sales gamification.

This webinar features some of the industry leaders in the gamification and sales space. A professor of entrepreneurship at Brigham Young University, Charles Coonradt is a published author and will be presenting highlights from his book, “The Game of Work.” Ken Krogue is, of course, the President and co-Founder of XANT. Recently, XANT has released a new gamification product, PowerStandings, which dramatically improves sales rep performance and metrics.

This webinar will be available live on Tuesday, Oct. 30, 2012 at 10:00 a.m. Pacific / 1:00 p.m. Eastern. The first 1,000 registrants will get the “Sales Gamification Cheat Sheet.”

Inside Sales Reps: Using YouTube as Another Tool 0

Using video is one of the strongest tools when it comes to helping prospects or clients  understand how your product works. Video allows for short, powerful demos highlighting the strengths of what your company does and how your products are a ‘must have.’ Not only can video educate, it can also lead to educated leads. There are many different video hosting sites; in my opinion the best place to put these videos is on YouTube.

While YouTube might be known for a place to watch random, funny videos, for your leads and clients it can be a place to also go to learn how your products can help them succeed. Sales reps just need to learn how to harness this power.

At XANT, we love to use YouTube. We’ve created Playlists with specific videos listed in them to help our clients, educate leads and make announcements.

How to Build a High Velocity Sales Team: Metrics for Results (Part 5) 0

Finding Metrics for Results: Tips for Building a High Velocity Sales Team[This article is part of a multi-blog series on how to build a high velocity sales team. Click the following links to view Part 1Part 2Part 3, Part 4 and Part 4.5. To the view the original 5-part webinar training series on how to build a high velocity sales team, conducted by Ken Krogue, click here.]

When most think about looking at results or reports, what usually comes to mind is looking retroactively at the success of a calling campaign. While this type of reporting is fine and can be beneficial in returning useful information, imagine the benefit that could be gained if you tracked your progress throughout the life of a campaign. This is the approach that Ken Krogue, President and co-founder of XANT, takes in a recent webinar. It’s very important that managers look at metrics throughout the process of a campaign to ensure that the execution of the campaign remains on the right path.