From The Xant Blog — sales success

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3 Barriers to Sales Transformation and 3 Keys to Success 0

I’ve been fortunate to meet some amazing sales leaders who are experts at driving change in their organizations. These leaders understand the risks of implementing new sales processes. They carefully plan messaging and training to mitigate risk and maximize success. Time and again, these organizations have convinced me that through strong leadership and precise execution,…

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Jamie Shanks Reveals 5 Must-Have Skills of Modern Sales Pros 0

Forrester Research describes the age of the customer as a 20-year business cycle in which the most successful enterprises will reinvent themselves to systematically understand and serve increasingly more powerful customers. Jamie Shanks built on this idea during his session at XANT’s Sales Acceleration Summit. Jamie and Forrester both predict that in the next five…

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CliffsNotes for Sales Success 0

Why does Jonny consistently crush his quota? What is he doing differently? How did Natalie close that big deal? Sales leaders should identify the winning strategies their reps are using and share them with the rest of the team. But if you tried to capture the collective wisdom of your entire sales force, it would…

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Executive Speed Camp Fuels Sales Success 0

XANT customers know how to sell. They make up the best sales teams in the world and operate like high-performance machines. But even high-performing machines can improve. From July 22 to July 24, XANT hosted 13 executives from seven companies for the first Executive Speed Camp. Those in attendance included: Apttus Blue Coat Coupa MarketStar…

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3 Rules for Hiring Truly Driven Salespeople 0

Kevin Gaither, sales hiring expert

Kevin Gaither

How often do you hire sales reps who don’t live up to expectations?

A typical sales leader gets hiring right about 50 percent of the time. So, only 1 out of 2 reps you hire will turn out to be good.

You can actually place a dollar amount on your mistakes. It probably falls somewhere between $1.3 million and $2.6 million, if you manage an average-size team of 14 salespeople.

Obviously, that’s not a pretty number. The good news, though, is that you can dramatically improve on that number by hiring truly driven salespeople.

Sounds simple, right? Everybody tries to hire sales reps with drive. But how do you define and evaluate drive?

Dealing with the Age-old Prospect Question: What’s in it for me? 0

Every now and then it’s good to review the basics, the essentials, related to the sales process.

For sales reps, the success of a prospect call is rooted in how quickly and effectively we answer the question that forms in the mind of every prospect at the other end of the phone:  “What’s in it for me?”

As salespeople, we are known for thinking on the fly, being able to communicate and operate in the highly variable situations we find ourselves in daily.

When it comes to conducting a successful first sale call, your job is to address that inevitable question, or at least have the skills that enable you to engage that person so that you can uncover their pain points, their issues, and their needs as it relates to your product/s.  What are the steps you can take?