InsideSales Rebrands to XANT

InsideSales.com

As CEO of XANT, formerly known as InsideSales, Harrington announced the rebrand and new direction of the company, with a new leadership team at the helm. Founded in 2004, InsideSales has had a solid base in Utah. As the market has continued to change and evolve, InsideSales saw the need to stay ahead of the curve with innovative, intelligent sales solutions. These changes will continue to improve upon the legacy left by InsideSales. Originally posted on Silicon Slopes.

Utah tech unicorn InsideSales announces rebrand

InsideSales.com

LEHI — Utah tech unicorn InsideSales announced a rebranding Monday, with the sales optimization platform moving forward under the Xant — short for cognizant — moniker. Xant CEO Chris Harrington, who replaced InsideSales founder and longtime CEO Dave Elkington earlier this year, said the rebranding decision reflects an evolution of the company’s bigger focus on enterprise clients. The post Utah tech unicorn InsideSales announces rebrand appeared first on XANT.

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Utah company InsideSales announces rebrand, new CEO

InsideSales.com

InsideSales announced a corporate rebrand to XANT Monday morning, as well as a new CEO and CMO, following months where several new executives have been hired. Chris Harrington, who first joined InsideSales in October 2018, is now the CEO of the Provo-based software company, and Matt Langie is the new CMO. The post Utah company InsideSales announces rebrand, new CEO appeared first on XANT. Originally posted on Daily Herald.

Is AI impacting Inside Sales Rep Revenue? Mike Plante of InsideSales Says it Is.

Pointclear

In our open dialogue with InsideSales’ CMO Mike Plante we explore ways that inside sales rep productivity (code word for revenue) is shifting for the better. Why it’s Important: “The companies that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.”. At the Funnel Media Group we believe that AI is the future of sales and marketing operations.

Tricks and Tips for Building and Running a High Performance #InsideSales Team

Smart Selling Tools

“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. In 2009, there were 800,000 inside sales departments. By the end of 2013 there will be 2.3 million.” This, from Josiane Chriqui Feigon’s new book The Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team. Customer 2.0

Why Inside Sales is Important to B2B Sales Organizations

The SalesPro Leader

Blog #B2Bsales #InsideSalesThe rising graph of inside sales is on course with a major B2B requirement, which is cost-effective business expansion. The article, Why Inside Sales is Important to B2B Sales Organizations originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers.

How to Execute a High Performance SDR Team

Sales Benchmark Index

Our guest today is Gabe Larson, the VP of InsideSales Labs for InsideSales.com. Gabe provides a behind-the-scenes look at building and operating one of the best sales development rep teams that we’ve ever had the benefit of examining. InsideSales.com has. Podcast Sales Strategy Gabe Larson inside sales pipeline prospecting revenue growth sales development Sales Development Rep Sales Development Representative sales development team sales funnel sales strategy SDR

Finding the Right Sales Performance Management Vendor

OpenSymmetry

For the past decade, OpenSymmetry has published the Sales Performance Management (SPM) vendor guide to help organizations understand what options they have as it relates to implementing solutions to help improve the performance of their sales organization. We are excited to announce the release of our newest edition of the SPM Vendor Guide on the resource center of our company website.

Meet Top Sales Leaders From Salesforce, Accenture, ADP & Caesars

InsideSales.com

Get to know some of the great leaders in the sales industry today that spoke during the 2017 InsideSales’ Executive Summit! Read on to find out more. RELATED: How To Hire The Leader At The Right Time W/ Doug Landis @Emergence Capital In this article: What Was the Accelerate ’17 Executive Summit? What Is a […]. The post Meet Top Sales Leaders From Salesforce, Accenture, ADP & Caesars appeared first on The Sales Insider. Accelerate 17 executive summit

Get Aligned or Lose Your Competitive Edge

Jeff Davis

The video below is of Tracey Eiler, CMO at InsideSales. I do my best to share Sales and Marketing Alignment thought-leadership whenever possible. She talks candidly about why Sales and Marketing Alignment is such a hot topic right now and why executives are being forced to address it or lose their competitive edge. Be sure to subscribe to The Alignment Blog Newsletter ( here ) to get monthly updates on curated content about Sales and Marketing Alignment. I hope you enjoy

Asking Questions in Sales - What You Need to Know

RAIN Group

This RAIN Group Article was originally published on the InsideSales Blog. Asking incisive sales questions is essential for success. The questions you ask help you uncover buyer needs and desires, connect with buyers, and demonstrate your expertise. By asking questions, you can discover the buyer's buying process, learn about the key decision makers involved, and qualify the opportunity. Questions allow you to ensure that you and the buyer are on the same page.

Money Monday Multi-faceted Prospecting Strategy

Score More Sales

If you read this after that date, look for the archived sessions at InsideSales.]. A multi-faceted prospecting strategy allows you to meet your buyer where they are. Not everyone likes using the phone – especially many in IT. Others don’t respond to email but they will pick up a phone occasionally or will listen to your voice mail message. I talked to some sellers last week who told me that they only use the phone to prospect with.

Money Monday – Are You a Sales CLOSER?

Score More Sales

There is one, and I was reminded of it last week at InsideSales ‘ customer conference Accelerate ’14 in lovely Park City, Utah. What if an acronym was the outline for all you needed to do in professional, business-to-business selling? In Ken Krogue’s full day session on Business Development – inside sales tips, strategies, tools, and methodology, this acronym was one of the highlights of his session because it brings everything you need in sales together.

Top Lessons from Dreamforce 14

Score More Sales

In addition, I spoke at the InsideSales Influencer sessions and was live streamed talking about how sellers and sales leaders need to remember to “Keep it Simple.” After attending my 7th Dreamforce conference / party / experience this week, I can’t help but post on some of the top takeaways as a participant and attendee.

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

InsideSales. InsideSales. InsideSales delivers the power of automation and predictive analytics to increase activity, improve contact ratios, accelerate revenue and record, monitor & report your teams’ improved performance. That’s me with Sassy. What do Hillary Clinton, Bruno Mars, Arianna Huffington, and Eckhart Tolle, have in common? They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco.

Why Your Team’s Prospecting Methodology and Sales Cadence Is Broken, with David Elkington, Episode #108

Vengreso

Listen 2 these data-driven improvements U can make 2 UR teams #sales cadence, w guest @DaveElkington of @InsideSales on #SellingWithSocial w @M_3Jr of Vengreso. Listen 2 @DaveElkington of @InsideSales on #SellingWithSocial w host @M_3Jr of Vengreso. DaveElkington of @InsideSales shares essential #SalesTips on #SellingWithSocial with host @M_3Jr of Vengreso.Listen now! Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts.

5 Reasons Your Team Doesn’t Know How to Get Referrals

No More Cold Calling

According to a recent InsideSales survey, reps only spend about 35.2 Asking for referrals might be hard, but it pays off big! Ask most anybody for the secret to how to get referrals, and they’ll probably tell you the first step is to simply ask. That might be true, but it’s far easier said than done. Whether you’re a sales newbie or a veteran rainmaker, asking is hard. Apparently, it’s even harder for many men. Two guys in their early 50s recently told me they felt uncomfortable asking.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

InsideSales. How badly do you want your team to blow away their quota? Pretty badly right? What are you willing to do differently? Hope, afterall, is not a strategy. You’ll need a new fuel source if you want to blast sales into the next stratosphere. Something, in otherwords, will have to change. You can’t expect different results by doing the same thing. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue.

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What is Wrong with the Telephone in Sales

Score More Sales

I talked about having a multi-faceted strategy in a session on the InsideSales Accelerate 14 Summit and believe it to be a key strategy for success in an inside sales position. It started innocently enough when I replied to my industry colleague and social selling advocate Jill Rowley via Twitter to something she asked me. I said, “let’s talk – by telephone” She responded by saying, What’s wrong with Skype or a Google Hangout? .

Skype 210

10 Inside Sales Ideas From Ken Krogue

Score More Sales

The resources page at InsideSales offers 27 different campaign strategies – good way to get the brain thinking about new ways to prospect. Last week I had the pleasure of spending a day with Ken Krogue, co-founder of InsideSales.com , inside sales pioneer, and Forbes columnist It was great.

2 Simple Solutions to Improve Your Outbound Sales Cadence

Sales Hacker

Customer engagement tools such as Outreach , SalesLoft , and Xant (formerly InsideSales) equip managers and directors of inside sales teams to set up customized outbound sales cadences for their SDRs, BDRs, and ISRs to follow. Inside Sales Managers are getting too hung up looking for the perfect sales cadence formula — the perfect combination and spacing of phone/voicemail + phone/no voicemail + email + social touch that will generate results.

5 Steps To Landing The Biggest Deal of Your Career

Hubspot Sales

In a recent TR Talk episode , I spoke with Gabe Larsen , VP of InsideSales Labs. Closing the big deal. Every salesperson wants to do it, but few pull it off. That’s not because it can’t be done -- but because salespeople haven’t had the right process to follow. Until now. If closing a seven- or eight-figure deal seems like an impossible feat, then you are in luck.

SDR Onboarding Best Practices

LevelEleven

According to a 2018 report by InsideSales , sales development representatives (SDRs) ramp time has increased by 5.8% from 2017… going from an average of 4 months to 4.2 months. Inbound reps have an even harder time, with an average ramp time of 5 months. Although this difference isn’t shocking, it’s a trend that teams want to reverse. Luckily, this study also uncovered the optimal ramp time: 3 months.

The Most Important Sales Metrics to Track

Pipeliner

According to InsideSales , a study done by Dr. James Oldroyd reveals that 50% of buyers choose the vendor that responds first. With the latest tools available in the market, one can measure almost everything. Right from the number of your reps using CRM and cohort retention rate to the sales velocity and average time required to hire a new team member, there is an endless list of metrics, reports, and data points to track.

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16 Top Sales Conferences You Should Attend in 2017 & 2018

Hubspot Sales

InsideSales' annual virtual event will explore the changing role technology plays in sales, as well as provide tactical tips for leaders and salespeople alike to incorporate these shifts into their processes. Have you updated your professional goals lately? If you’re anything like most salespeople, you aim to crush your number and become more efficient. But how will you do that?Professional

How to Keep a Successful Sales Cadence Going

DialSource

InsideSales reveals that the average sales cadence duration of five days is usually too short, and simply not sufficient. What Is It? Cadence refers to “a flow or rhythm of events.” In sales, those “events” are interactions with prospects, typically referred to as touch points. Once you make contact with a prospect, how often do you touch base with them without verging on obnoxious?

18 Best Sales Blogs to Follow in 2019 (As Voted-for by 50+ Sales Leaders)

Gong.io

This sales blog is about more than building pipeline, working the right leads, and closing them (which is where InsideSales usually plays). Looking for a list of the BEST sales blogs to read in 2019? Then look no further. If you want to level up your sales game, your best bet is to read the best sales blogs the pros are learning from.

Weekly Roundup – Feb 4, 2019

CloserIQ

How to Build the Ultimate Outbound Sales Cadence (Gabe Larsen of InsideSales). The CloserIQ Weekly Roundup features a list of the best content we’ve been reading recently. We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams. Featured Article. 6 Sales Tools Your Team Should Be Using. As a manager, it’s your job to help sales representatives learn the ropes and achieve their full potential.

Predictive Sales Analytics: The New Normal?

Smart Selling Tools

Indeed, just this month, C9 was scooped up by InsideSales (another predictive analytics company aimed at, you guessed it, inside sales). Most principles used in B2B selling today have been in place since the late nineteenth century and coincide with the rise of large mass manufacturing firms. National Cash Register, Westinghouse Electric and others created large, organized sales forces and with them, standardized sales and sales management techniques.

Why Doesn’t Anyone Care About ROI in the Channel?

Allbound

An Inside Sales team is measured on revenue and has tools like SalesForce, InsideSales, Gong , etc. I was speaking with a Chief Revenue Officer of a mid-market, mar-tech, SaaS company who was earning about $15 million in Annual Recurring Revenue (ARR) and surprisingly enough, despite having the word “Revenue” in his title, he was shockingly disinterested in measuring the ROI from his channel team. What’s worse?

How sales automation software separates the amateurs from the pros

Nutshell

InsideSales defined “selling” as prospecting, external customer-facing meetings, and following up with clients. When you think about the activities that are essential to making a sale, you probably think about actions that require the human touch of the sales rep—listening to a prospect’s needs, developing a solution for them, and asking for the sale when it’s time to do so. And then there’s everything else.

Weekly Roundup – Feb 1, 2019

CloserIQ

How to Build the Ultimate Outbound Sales Cadence (Gabe Larsen of InsideSales). The CloserIQ Weekly Roundup features a list of the best content we’ve been reading recently. We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams. Featured Article. 6 Sales Tools Your Team Should Be Using. As a manager, it’s your job to help sales representatives learn the ropes and achieve their full potential.

Our Favorite Sales Blog Posts From 2018

CloserIQ

By Martin Moran I Source: InsideSales. 2018 has been an amazing year for all of us at CloserIQ , and we can’t believe we’re just a few days away from welcoming another one. One of our goals this year was to create and curate the best sales content out there for advancing your career and building top sales teams. Every week we compiled our favorite posts on everything from sales strategies to hiring plans. Here are 20+ of our favorite sales blogs from 2018.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

InsideSales. How badly do you want your team to blow away their quota? Pretty badly right? What are you willing to do differently? Hope, afterall, is not a strategy. You’ll need a new fuel source if you want to blast sales into the next stratosphere. Something, in otherwords, will have to change. You can’t expect different results by doing the same thing. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue.

GoldMail, Tungle & WiseStamp: Perfect Symbiosis

Smart Selling Tools

In fact Josiane Feigon and I included them as a “must-have” tool in our InsideSales 2.0 I couldn’t wait to write about the announcement today from GoldMail, Tungle, and WiseStamp. GoldMail has been a favorite of mine for awhile. Tools E-book (but it’s great for anyone in sales and marketing). . GoldMail solves so many problems that sellers and marketers face today. Here’s a big one: .

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

InsideSales. How badly do you want your team to blow away their quota? Pretty badly right? What are you willing to do differently? Hope, afterall, is not a strategy. You’ll need a new fuel source if you want to blast sales into the next stratosphere. Something, in otherwords, will have to change. You can’t expect different results by doing the same thing. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

InsideSales. How badly do you want your team to blow away their quota? Pretty badly right? What are you willing to do differently? Hope, afterall, is not a strategy. You’ll need a new fuel source if you want to blast sales into the next stratosphere. Something, in otherwords, will have to change. You can’t expect different results by doing the same thing. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue.

How sales automation software separates the amateurs from the pros

Nutshell

InsideSales defined “selling” as prospecting, external customer-facing meetings, and following up with clients. When you think about the activities that are essential to making a sale, you probably think about actions that require the human touch of the sales rep—listening to a prospect’s needs, developing a solution for them, and asking for the sale when it’s time to do so. And then there’s everything else.

A Sad Farewell

Smart Selling Tools

Ken built VanillaSoft into a wildly successful company offering a powerful InsideSales CRM Lead management solution. Tweet A sad farewell. The Internet and social media have changed the world of business and sales forever. That cannot be denied. However, far from isolating people from each other, as the naysayers decry, technology—and social media in particular—has made it possible to build personal relationships that would not otherwise be possible.

Sales Team Gamification and the Virtual #SalesSummit

Smart Selling Tools

I enjoyed being one of the presenters for last week’s InsideSales Virtual Summit. The event was deemed the world’s largest virtual sales trade show with a record setting, 15,000 registered participants. All of the speaker sessions are now available on-demand free of charge. There were more than 60 amazing presentations by the likes of Guy Kawasaki , James Rogers , and Jill Konrath. I was on a panel led by John Wall that included Eric Luhrs , Mike “Mr. Inside Sales” Brooks , and Mark Organ.