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Announcing New Propensity Model & Mobile Recommendation for All: Prioritize the Next Best Tasks First

Structuring sales activities with cadence is powerful, but it’s quickly becoming table stakes. Your basic cadence tools can’t answer one of the most important sales questions: what’s the next best thing for you to work on? Reps only close deals when they make contact with the right people at the right times. When they don’t, they fill their pipeline...

Why Sales Managers Should Focus on Early Stage Leads

The sales pipeline is different in every company and often in every product. But no matter what defines each stage of your pipeline, it’s imperative that sales leaders don’t make the common mistake of neglecting early-stage leads. The best sales managers will guide their SDRs through these oft-forgotten leads to create a healthier, more efficient sales...

When to Prospect Research Brief

Salespeople instinctively believe there must be an optimal time to reach out and contact prospects. Their gut leads them to construct sales plays that target different times in hopes of eliciting a response. These plays contain a series of tasks that are scheduled at subjective or arbitrary times. However, the data to support these practices have rarely...

5 Key Tools to Make Your Sales Team More Efficient

If you give someone a fish, you feed them for a day. If you teach someone to fish, you feed them for a lifetime. Thinking of this quote, many will likely think “ah yes, of course!” And the quote has merit—learning to do something yourself will be the best method. But shouldn’t there be a third part of that quote? An ending about which tools the man...

Introducing Playbooks Reports™: Amplify Performance with Better Visibility

Guide your team’s performance with actionable insights and data.   We’re excited to introduce you to Playbooks Reports by XANT.  Playbooks Reports brings all the performance and outcome level insights you need to generate more revenue faster. And it works out of the box on our Playbooks Platform without any additional CRM configuration. You’ll spend...

Future of Sales

What does the future of sales look like over the next 5 years? According to Gartner, it looks a lot like what XANT is already doing on Playbooks! In an article published this week by Gartner titled Future of Sales 2025: Data-Driven B2B Selling to Drive Digital Commerce, they reveal, “60% of B2B sales organizations will transition from experience- and...

Fall Reading List: 10 Books to Empower Your Sales Team

“A. Always. B. Be. C. Closing. Always be closing. Always! Be! Closing!” The iconic line from the 1992 film Glengarry Glen Ross in which Alec Baldwin scolds a group of poor salesmen has remained in the minds of sales professionals today. It’s a common notion that sales professionals must always be working to “get them to sign on the line which is dotted.” ...

Two Hacks For Building a Healthy Pipeline

It’s amazing how many people sell products they don’t actually use but should, for the same reasons they’re telling prospects they should. If you believe it’ll work for them, it will work for you. Drinking your own kool-aid, as it turns out, adds credibility to your story.  So I wanted to share a couple of simple but gnarly use cases for leveraging...

TAKING A TIME OUT FOR MENTAL HEALTH

Not too long ago, my wife scheduled a doctor’s appointment for me to discuss stress and depression.  I’ve never had suicidal thoughts, thankfully, but for some years have gone through peaks and valleys. When in my valleys, I can get pretty down and irritable, and sometimes it lasts a while.  My family feels it the most. My wife recognized I hadn’t...

Forrester Wave: Sales Engagement

The Forrester Wave : Sales Engagement, Q3 2020 Results XANT Received the highest score possible in Category Vision, and highest scores in AI, and Automation criteria Forrester did a thing last week. It was a pretty big deal—they published the first-ever...

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