From The Xant Blog — Sales Intelligence

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Cold Calling Secrets: How To Eliminate Fear, Failure, And Rejection 0

Sales teams can improve their performances by using a sales dialer and smart calling. Read on to find out how here! In this article: Make More Productive Calls with Smart Calling Techniques Phone Prospecting Myths Myth 1: Prospecting and Cold Calling Are Dead Myth 2: Prospecting Is Just a Numbers Game Myth 3: For Every…

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6 Game-Changing Trends in Enterprise Software Sales 0

The only constant in this crazy world is change. And nowhere does that apply more than in enterprise software sales. Today we take a look at six game-changing trends that can make or break your sales career. 1. Everything is interconnected. Bipul Sinha, from Lightspeed Venture Partners, tells TechCrunch that if your solution doesn’t fit…

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Why Being an Inside Sales Professional is a Great Career Choice (Part 1) 0

You just graduated and the moment of truth has come. You need to find a job. Not only any job, but one with benefits, good pay, advancement – in other words, one you can build a real and lasting career on.

Looking at a career in any field takes time. It’s important to think over and decide on the best option for you.

Inside sales is no different, but we’re hoping this blog will help in the decision making process and swing you our way of why being in inside sales is one of the best careers for young professionals.

Here are the top five reasons to consider being an inside sales professional:

1. Being able to earn good money and then go home is something that’s not true for people who go on the road for three of four days at a time. One of the reasons that people are attracted to inside sales is the fact that they don’t have to spend the bulk of their time on the road away from their family and friends. Inside sales professionals don’t have to miss out on the activities that make up and enrich their lives. Inside sales is one of the lowest cost, highest return on investment ways to sell. The outside sales rep as we’ve defined it is nearing extinction.

Faxing: A Sales Reps’ Secret Weapon 0

Do young sales reps even remember what a fax machine is? More importantly, do you know how to use one? Well guess what? As a tool, faxing can still be very relevant as a communications channel.

With all the different ways of communication available, people have become more leery of the most common communication practices. We see this now with email and phone calls (gatekeepers have learned to become formidable opponents when it comes to reaching busy decision makers). This reason alone is enough to motivate sales reps to discover what are some of the best, supplemental avenues of getting in contact with the individual they are trying to reach, and sometimes that means thinking outside of the box.

Faxing, in general, out pulls email eight to one. Crazy, isn’t it? Not really when you think about what I learned when I worked at Franklin Covey. Franklin Covey still uses fax as a tool today because it still outpulls email eight to one!

How to Avoid Losing a Sale: 5 Common Inside Sales Mistakes (Part 2) 0

The Importance of Contact Time and How to Close a Deal

In continuing with the theme (from a previous  blog) of common mistakes sales reps make that result in lost sales, here are 2 more examples of common mistakes and how to avoid them. 

Reason #3: The sales rep is probably not asking for the sale enough times.

I had the unique opportunity to receive some of my initial sales training from a sales industry leader at the time, Robert F. Fillmore. On one occasion, I was able to spend an invaluable hour with Mr. Fillmore. His advice to me would prove to be more valuable than anything I ever learned in school, sales training, or any seminar. During the course of our meeting, Mr. Fillmore shared about a dozen items that have greatly impacted my skill set. Here’s one of them:

The Meaning of “Result Y” 0

We forget sometimes just what exactly it is all this technology in business is supposed to be doing for us. The point of it all is that ultimately we want to replace the aspect of human intuition….or do we? On the surface you’d think that was it, right? If anything, we want sales to be…

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