Our RevOps Summit is coming up on July 14th  and we think you should be there. Here’s why: 

1. Enjoy a wealth of revenue operations knowledge. 

Join this mindshare of revenue operations know-how. Revenue operations (rev ops) is an effective and efficient way to standardize process and accelerate growth within an organization as a whole. Rev ops oversee all revenue impacting activity to ensure actions are intentional. This means that there is data, strategy, and process backing up every activity. At our summit, we’ll dive into what rev ops is, how your team should be using it, what trends to look for in the industry, and more.

2. Hear from speakers who know what they are talking about. 

Hear from over 20 revenue experts from G2 Crowd, RevOps Squared, MarketStar, Canopy, Vidyard, Vengresso, Tenbound, Go Nimbly, and more. Content will cover actionable strategies on revenue operations. Topics include operationalization of an effective sales coaching program, how to stop pitching and start solving, tech in rev ops, helping customers discover what they really want, and more, all from experienced industry professionals. 

List of speakers:

• Matt McNulty, Heads of Rev Ops at Canopy
• Sean Ball, VP of Marketing at DurhamLane
• Mike Weir, CRO at G2 Crowd
• Lorena Morales, Rev Ops Executive at Go Nimbly
• Jen Igartua, CEO at Go Nimbly
• Philip Mickey, Director of Marketing and Rev Ops at MarketStar
• Richard Sgro, General Manager at Modern Sales Pros
• Ryan Breneman, Director of RevOps at ObservePoint
• Nick Siddoway, VP of Sales & Marketing at Primary Intelligence 
• Ray Rike, CEO of RevOps Squared
• Brad Rosen, Head of Sales Operations at Sales Assembly
• Justin Michael, CEO & Founder at Salesborgs.ai
• Michael Pedone, CEO of SalesBuzz
• David Dulaney, CEO of Tenbound
• Jeff Ignacio, Head of Revenue and Growth Operations at Upkeep
• Mario Martinez Jr, CEO at Vengreso
• Tyler Lessard, Revenue Operations Lead at Vidyard
• Dave Boyce, Chief Strategy Officer at XANT
• Scott Sutton, VP of Revenue Operations at ZoomInfo 
• Sean Ball, VP of Marketing at DurhamLane
• Steve Richard, Founder of ExecVision
• Tim Wackel, CEO & Founder of ExecVision
• Tyler Lessard, Revenue Operations Lead at Vidyard
• Don Otvos, VP of Revenue Operations at LeanData
• Jen Gergen, Head of Operations at AA-ISP

3. Get ahead of industry trends.

A solid operations team is essential to success in any organization, but revenue operations is a fairly new concept. Revenue operations cover sales and marketing operations for a centralized strategy from the top to the bottom. Some rev ops even go through to customer success and renewals. To put it short, rev ops in the strategy behind the customer journey. And if industry trends have told us anything in the last year, it’s that buyers are in control and they care about the customer experience. In 2020, consumers shifted to value experience overpricing when deciding whether or not to purchase.

4. Invest in your team and your operation. 

Leave with tactics to get better results for your team. Creating a better, smoother process for your customers is a huge investment for your organization. The customer experience is more important and more public than ever. Here are a few stats to really drive that home:

•  93% of consumers say that online reviews influence their decision whether or not to buy. 
• In B2B sales, 92% of buyers say reading a positive review influences them to purchase. Get advice from revenue operations experts on how you can improve your process, create a better experience for your customers, and ultimately impact your bottom line.
• 86% of buyers are willing to pay more for a great customer experience. Don’t miss out on potential customers and more revenue because of a poor customer experience. Invest now and your bottom line will thank you later.  

5. Connect with other industry professionals. 

This has been a tough year for connections. Even though many of us are virtual, we can still make connections and grow our networks. Expand your circle—hear from a new crowd and learn from the best in the industry. 

6. It’s FREE!

Do we really need to say more about this? It’s free advice from some industry pros. Plus, if you can’t make it to the event live, you can still get access to the recordings—so sign up! 

Convinced yet? Register for the event here.

Reps only close deals when they make contact with the right people at the right times. When they don’t, they fill their pipeline with garbage and spend too much time working on deals that will never close.

Connecting to more members of the buying committee, earlier on in the buying process,  is a huge factor in accelerating your impact on revenue.

As a leader, you already know you can’t afford to leave the decision on how to spend time entirely up to reps. It’s not their fault. The human brain just isn’t equipped to do the analysis required to align all our efforts to the limitless nuances in our customers’ behaviors. And yet we expect them to do this in real-time? Fuhgettaboutit!

What’s New: Propensity to Engage Model & Verified Mobile Recommendation

We’re excited to continue bringing the full arsenal of our Buyer Intelligence to all customers. Our new Propensity to Engage Model and Verified Mobile Recommendation feature amplify the power of collective data and AI for customers as soon as they go live, without any coding or custom modeling.

If you’re not familiar with Buyer Intelligence, here’s a quick summary: The Playbooks platform actively and securely captures all interactions and outcomes with buyers in real-time. That’s Collective Data. The engine powering Playbooks then builds buyer and company profiles from the data, and scores leads, contacts, and accounts based on their likelihood to engage and buy. It also identifies behavioral insights in the data about how to engage and when to engage. That’s Buyer Intelligence. (For more detail on Buyer Intelligence click here)

Propensity to Engage Model

Our new baseline Propensity to Engage Model is the first-of-its-kind and scores a prospect’s likelihood to engage with reps out-of-the-box. 

So, if basic CRM fields are populated and reps actually follow the model’s recommendations—assuming they’ve got more work to do than they have time to do it in—this model will prioritize activities with leads and contacts that have the highest chance of success.

Think of it: no more wrestling with what to work on next.

Let me break it down further, first with a graph of what’s going on behind the scenes:

It basically says:

• Every CRM record has a propensity to engage score between 0-100
• We break those records up into 10 equal-sized buckets 
• The graph reads from right to left, your best records in yellow and the ones with low scores on the far left
• That little percentage above each bar is the aggregate % uplift in connections you’d see if you were to work from your best records on down, right to left

And before you ask, the answer is YES! The numbers above the yellow bars are correct! This is pulled from live data.

What does it REALLY mean?

One of our top reps likes to ask customers, “If your reps had 100 things to do in a day but only had time for 50, which 50 would they leave out?” It’s a tough question to answer. We answer it.

Most reps don’t have time to work through all possible tasks and records. So instead of leaving it up to guessing, Playbooks sorts records in order of their propensity to engage score. 

The graph tells us that IF reps follow the top 30% of scores first (the yellow bars), they’ll see an aggregate lift in contact rates of 101% (or double) over their baseline. 

Do the math for your team. What kind of impact on pipeline and revenue would you see if you could prioritize those customers who are twice as likely to have a conversation with your reps?

For most teams, it’s materially huge, and has a compounding effect that trickles down to the bottom line.

The net-net is when reps use scores => more contacts with the right people => more quality conversations => more pipeline => more wins and revenue down funnel.

How easy is it to use? Here’s a screenshot. All you do is sort by CONTACTABILITY and you’re ready to fire. Just one click.

Mobile Recommendation

Now, as if an automated engagement model wasn’t cool enough, we’re also introducing the first-ever Verified Mobile Recommendation feature.

XANT processed over 300M unique phone numbers on nearly 2 billion dials, and mobile phones has emerged as the best contact method. 

Our Mobile Detection feature (which is already in the product) identified millions of verified mobile numbers, giving us the ability to recommend net-new mobile numbers for customer records.

In other words, we’ve already mined the gold. Now, we’re just serving it up to users.

Getting technical on how it works: We procure contact data from reputable data brokers on behalf of customers. Using our Buyer Intelligence, Playbooks matches and verifies data before sharing mobile and direct dial numbers with reps to make sure we provide high-quality recommendations. Users will see the recommendation appear in a “Try Another Number” prompt.

Here’s why it matters: Contact rates for verified mobile numbers are 2-3X higher than baseline contact rates, and people change their mobile numbers far less frequently than landlines. Mobile phone usage in B2B has shot up over 33% in just the last two quarters and yet fewer than 30% of cadences leverage a direct mobile number!

Here’s what it looks like: Just click the number by the mobile phone icon. One-click—easy and automated:

What to do next

Is this all too technical? Maybe, but if you only take away one thing, remember this: 

These new features feed off XANT data to serve one primary purpose: connect your reps to buyers faster.

Do you want your reps guided through their engagement?

Do you want your teams to spend more time on the right things?

Click on the banner below to see a demo:

Talk to one of our consultants today and let’s get you started!

• Did I take the right job?
• Have I stayed at this job too long?
• What should I do next?

100% of people who have ever had a career have asked these questions and more. Maybe you’re considering your career strategy right now?

In a cruel twist of irony, charting a career gets harder the more options you have. We build experience and skills to open up the world of possibilities, but the very existence of those possibilities can be daunting.

As I’ve worked with 100s of young professionals, we have developed a simple rubric that seems to help frame the options and focus in on what really matters. The rubric is this: Tribe, Brand, Domain. This framework has become “a thing” among MBA students at both Brigham Young University and Harvard Business School, and it has been published in Fast Company. It’s easy to remember (Tribe, Brand, Domain = TBD), and it’s a powerful way to weed out distractions and focus on a strategy that works for you.

What Not to Do

Over the years, MBA students have regularly sought me out for career advice. Inevitably they have a couple of job options, and they want to know which one to pick. I ask them to tell me about their options, and their answers are telling. The dimensions along which they are comparing these jobs–more often than not–are wrong.

Why do we consider the wrong things when facing career decisions? One, because it’s easy. Two, because we’ve been told to.

Much of the career advice we’ve been given has been about getting the right “job.” A job is a transitional arrangement with an employer that has certain features easy to measure and compare: title, compensation, benefits, etc. Sometimes we create comparisons between jobs that focus on exactly these things. Which pays more? Which title is better? Which has better benefits, easier commute, etc? While that is certainly an easy checklist to create, I contend it focuses on all the wrong things. If you pan up a few years and look at the span of a career, these features of a single job seem insignificant.

Tribe, Brand, Domain

A career is much more than just a job. A career is something you invest in over the long term. It takes shape longitudinally, layer upon layer. While the person in charge of your job may be your boss, the person in charge of your career is you. Who will decide how to sequence jobs, layer experiences, and develop facets of your professional self? Nobody but you.

In this sense, you are a venture capitalist (VC). But instead of investing money, you are investing your time. And instead of helping a startup company grow up to become a public company, you are helping build your own career from entry-level to executive.

Viewed through this lens, it’s important to focus on things that will matter over the long run. Starting salary doesn’t matter. Starting title doesn’t matter (much). Benefits don’t matter… so what does matter? Just as VCs use the rubric of Market, Team, Product to determine how to invest their money, we need a similar rubric to determine how to invest our time. As I worked on this problem with very talented young professionals over several years, we iterated until we settled on a rubric that seems to resonate universally: Tribe, Brand, Domain.

These concepts are listed deliberately in order of importance. They can help put any job decision into a larger, “career” frame of reference. They can also be used to evaluate a career as it develops over time.

Tribe

Look to your left and to your right. Who do you see? People who inspire you? Challenge you? Stretch you? Do you get energy from your peers, or do they suck energy from you? Do they encourage you to do your best work or do they bore you? Are you your best professional self among your workmates?

If you don’t like your answers to these questions, you are in the wrong spot. You may think working with inspiring colleagues is a nice-to-have, but it is not. Of all three aspects of your career, Tribe may be the most important.

Add ten years to your current career position. Chances are by then you will be in a new position in a new company, and your current peers will have also moved on. If one of your peers finds the opportunity of a lifetime and they need the best and brightest to join them and reap the rewards of an amazing product, market, etc., who will they call? The people they know and respect. If one of those people is you–lucky you! Same for you–when you run into something amazing and you need to recruit the A-team, who will you call? Think about all the amazing companies that have spun out of Paypal, Ebay, Google… these were teams who bonded as colleagues at amazing startups with strong cultures of high achievement. And when those people spun out of Paypal, Ebay, Google, etc., they went on to build their own amazing companies–together.

If the people you are working with right now are talented, if they are inspiring you, and if you are inspiring them, your Tribe will be an amazing catalyst for your career. You will be surprised how valuable these relationships will be down the road as you navigate the opportunities that lie ahead.

On the other hand, if you look to your left and see Sleepy, and to your right and see Dopey, you may be in trouble. It almost doesn’t matter how much an employer pays you–no amount is enough to sacrifice the opportunity to build relationships with best-and-brightest peers.

Brand

Do you love talking about your work at parties, family gatherings, reunions? If so, your work is aligned with your personal brand. You found something that “fits.” If you find yourself making excuses or explaining away what you do, you have to make a change: “I know it sounds like a widget manufacturer, but if you think about it, it’s really more like an entertainment company.” Nope. If you want it to be an entertainment company, then go find an entertainment company to work at!

When we say “brand” we’re not talking about recognizable brand-name companies, per se. In this discussion we are talking about your own, personal brand. Each job you take will follow you. It will attach itself to your resume and follow you for the rest of your adult life. You will use it to introduce yourself, you will answer questions about it, and you will weave it into your professional narrative. If you are passionate about what you are doing, it doesn’t matter how recognizable the name. You could be working for Dinglebomb.com, working on an anti-gravity machine that will never work, but if you’re working with best-and-brightest peers and you’re passionate about the mission, you’ll be proud of this the rest of your life. Your eyes will light up when asked about it. Your fire and energy will shine through when you describe it, and it will be aligned with your personal brand. Alternatively, if you’re just showing up to a job that gave you a bit title and is paying you a lot of money to look the other way while you slowly die of boredom and disinterest–you are in the wrong place. That is not your brand, nor will you like it following you around your whole career. You’ll be making excuses for that job the rest of your life, so you need to make a change, and make it fast!

Domain

A key piece of a successful career is getting good at something. The more senior you get, the more you are able to rely on experience and muscle memory and instinct. Your decisions get quicker; your judgement gets better. What will you be good at? Whatever the answer to that question–that is your domain.

Some people develop domain expertise in a functional area, like finance, marketing, sales, etc. Some people focus on an industry: retail, financial services, manufacturing… Still others focus on company stage: start-up, growth stage, M&A, turnaround…

No one develops all the required domain expertise in one single job, so it is up to you to sequence experiences so you can develop each facet of your professional expertise deliberately. Ultimately, through careful strategy, you will become the expert you want to be. Sometimes that means making a lateral move in order to acquire complementary experience. Maybe you’ve learned accounting, but you need to learn financial planning. And then treasury. And then investor relations. Having learned each function within the finance department, maybe you are now ready to be a VP of finance and eventually a CFO.

Career

A job is a contract between you and your employer, whereby you give your employer some of the best years of your life, you do the job they hired you to do, and you create more value than you collect in compensation. If you choose the job carefully, you also build out your Tribe by spending time with inspiring people who will be part of your future. You also enhance your personal Brand by working on something that matters to you. And you develop your Domain expertise by getting experience in a skillset you need to round out your professional self.

TBD can be used to evaluate a single job opportunity: Does this job fit the TBD bill? Or are you perhaps being lured by money or title to do something not so TBD? TBD can also help you evaluate your career. Because a career allows you to reap the cumulative effects of all three: Tribe, Brand, and Domain, at any point you can ask: Have I built the Tribe I want? Do I stay in touch with the right people? Am I leveraging the connections I made along the way and the mutual respect I have with like-minded professionals? Do I like how I look on paper? Have I worked on things I care about? Have I branded myself in a way that represents who I really am? Do I like talking about the career moves I’ve made along the way and how they’ve shaped me? Finally, am I good at what I do? Have I taken the time to learn what I need to learn along the way? Have I put myself in situations that have challenged me and rounded me out as a professional? Can I put myself forward for positions I want, and am I confident not only that I can get the job, but also that I can do the job?

As always, thoughts and comments welcome.

Rock on!

-db

Dave Boyce is a serial software entrepreneur who has helped build and sell four companies. Currently he is Chief Strategy Officer of XANT and board member for Forrester (FORR). Dave is an adjunct professor of marketing at Brigham Young University’s Marriott School of Business and a frequent guest lecturer at Harvard Business School. Dave and his wife Lisa have 6 children and live in Provo, Utah.

Along with the rebrand, XANT is expanding its recently introduced Revenue Acceleration Cloud beyond sales to also enable marketing and account management teams to optimize their day, improving productivity, visibility and effectiveness. The XANT Revenue Acceleration Cloud enables teams to build closeable pipeline and expand customer revenue more effectively.

Sales reps often waste time working on the wrong things, because they don’t operate with repeatable processes that use good data insights. The XANT platform enriches CRM data with collective buyer data to optimize each and every sales engagement with a customer. This innovative offering combines AI with data from the leading CRM platforms including Salesforce, Microsoft, SAP and Infor along with nearly 10 billion revenue interactions between buyers and sellers.

“XANT is changing how B2B enterprises buy and sell to each other, and our former brand did not capture that,” said Chris Harrington, CEO of XANT. “No group has benefited more from the continued proliferation of data and digital access than buyers – think about how much a buyer knows about a company they are considering buying from before they ever talk to a sales rep?  How does a sales professional adapt in this world?  XANT will do for sales what Waze did for navigation by using collective user experiences to improve sales interactions. We will continue to build on the company’s unparalleled data insights that help reps build closable pipeline and engage customers in ways that AI and CRM alone cannot.”

XANT will provide customers with data and insights from more than 183 million buyer profiles to close more deals faster. The company is already helping brands like John Hancock Investment Management, Pluralsight and others drive new revenue and customer engagement.

“XANT eliminates the guesswork from sales. They help us draw a straight line between where we are and where we need to be,” Katie McKay, head of sales enablement and distribution strategy at John Hancock Investment Management. “We’re excited to see where this new chapter takes XANT and how the company will continue to blend the best of traditional CRM, AI and collective behavior data to help customers.”

“When we were looking for a new partner to help our marketing and sales teams, we wanted a solution that could accelerate a prospective customer effectively through the sales and marketing funnel.  This is exactly what XANT delivers that others could not,” said Heather Zynczak, chief marketing officer of Pluralsight. “We are now able to leverage this engagement solution powered by real data to avoid unwanted and untargeted outreach.”

About XANT

XANT helps enterprise customers accelerate revenue in a way CRM and AI alone cannot. Its Revenue Acceleration Cloud uses AI powered by Real Data—behavioral insights captured in real-time between every buyer and seller on the platform—to guide teams to focus on the right things, optimize engagement and improve visibility. Leading brands like Caesars Entertainment, VMWare, Groupon, John Hancock Investment Management, Pluralsight, Fidelity Investments, Experian, West Corp., and Ten-X rely on XANT for measurable revenue lift and real results.

XANT – Pioneering the future of growth.  https://XANT.ai

Contact

Chelsea Robie
Method Communications
(801) 461-9790
crobie@methodcommunications.com

Since our inception we knew the name InsideSales.com could be confusing – ‘do you mean the company – or the function?’ All kidding aside, we’ve evolved over time and we’ve needed a better representation of our ideas, mission and vision.

With a new CEO and leadership team (CMO, CFO, chief customer officer, head of data & analytics, head of sales operations) on board in the past quarter, it was time for a refresh. We’re changing how B2B enterprises buy and sell to each other, and InsideSales.com didn’t capture that. XANT, with an updated website, logo and visuals, does. 

A play on the word cognizant, XANT embodies how our data and platform makes sales organizations “all-knowing.” Our name reflects the hyper-aware, informed sales organization that our solutions enable.

Why we rebranded

We realized companies knew the InsideSales.com name, but didn’t understand who we really were and what we were capable of. Our name failed to capture the breadth of our solutions and larger vision for the future of B2B sales.

The reason we exist is because CRM is unable to drive revenue despite all of its promises, even with the implementation of modern AI tools. CRM systems capture historical, transactional data and rely on individuals to supply most of it. Since AI is dependent on that limited and incomplete set of data, its recommendations often lack effective insights. Liken it to the navigation mobile app Waze. Waze works so well because it’s powered by data from all the drivers using it. If it used only your data, it’d be pretty worthless.

AI and CRM alone cannot accelerate revenue. XANT can, because our solutions rely on Real Data: a combination of CRM data, AI algorithms, and our proprietary, crowdsourced data (the secret sauce). This data is from what we call the Collective Human Experience. It’s accumulated across our entire customer base and includes over 6 trillion global sales data points. It’s what makes our Revenue Acceleration Cloud and the sales organizations that use it “all knowing” (or cognizant, hence XANT).

Think of XANT as Waze for B2B sales.

Our focus as XANT will be on Real Data from real people and the unlimited potential of our ever-growing dataset.

What did we change?

We started with our redefined company vision: to pioneer the future of growth, and our redefined brand identity: to put people first. This was the foundation for our refresh.

We updated our logo, website, and all the elements of our brand identity to be bright, clean, optimistic and modern. The imagery and website is aspirational, forward-looking and human-focused to show our customers that our solutions are here to help.

Finally, as a new company we launched the Revenue Acceleration Cloud, the new name for our total set of offerings – the platform, core services, and applications that provide unmatched revenue insights through the most potent combination of data available today.

What didn’t change?

From the beginning, our use of collective intelligence and data from across all our customers have been unrivaled. That will never change. We will continue to pioneer the use of collective data for B2B sales – similar to how consumer technologies like Waze, Netflix, and Amazon are fueled. We are committed to changing how B2B enterprises function and how AI, powered by Real Data fueled by buyer behaviors, can help sellers better connect and engage with buyers to close more of the right kind of deals.

So, there you have it. An inside look at our rebrand. XANT, pioneering the future of growth for B2B enterprise buying and selling, by putting people first.

Matt Langie
Chief Marketing Officer

9 Top-Notch Products for Sales Teams for 2019 | Online Platforms and Apps

1. XANT Predictive Playbooks

XANT’s Predictive Playbooks is among the best products for sales teams available on the market today. Predictive Playbooks consists of intelligent electronic modules that can help your sales team boost their engagement and build better and faster pipelines.

Playbooks can help reps answer these questions:

• Who do I sell to?
• How do I engage?
• How do I stay organized?

This app can serve as a bible for sales reps. It provides them with custom-built or downloadable contact strategies that XANT calls “Plays,” and consists of the following:

• Sales purpose
• Target list
• Assets that offer value
• Yield to report outcomes
• Series of activities to contact and qualify prospects

Every playbook helps you organize a schedule of activities that help remind you and your team about which prospects or companies to follow up on. You can even run several Plays at a time across multiple channels without losing connection or getting lost in the process.

Here’s a list of just some of the features your business can enjoy with XANT’s Predictive Playbooks:

• Plays
• Schedule Appointments
• Email Tracking
• Automatic Email Send
• Local Presence
• Sales Navigator Integration

2. Salesforce CRM

Using software to enhance sales

Salesforce CRM is considered by some to be the best customer relations software because of its functionality and flexibility. Its 150,000 customers enjoy the software’s wide array of cloud-based CRM tools:

• Sales Cloud
• Marketing Cloud
• Service Cloud
• Analytics Cloud
• Data Cloud
• Community Cloud
• App Cloud
• Internet of Things (IoT)

Compared to other customer relations software out there, Salesforce CRM uses a “pay-as-you-go” model. You can pick and choose the functions you’ll avail of, giving you a tailor-fitted customer relations software at a price point you can afford.

Salesforce CRM also gives you the opportunity to test out the system for free. To help you get a feel for what Salesforce has to offer, avail of its free 30-day trial so you can see for yourself what the software can do for your business.

CRM Definition: An acronym that stands for “Customer Relationship Management.” Sales companies use CRM software and strategies to boost their customer relations game.

3. Gong

Gong is a sales conversation intelligence platform. It tracks all of your sales correspondences and uses Artificial Intelligence (AI) to know which words can drive or tank a sale.

By incorporating AI intelligence into Gong, the software itself can help you and your sales team to encourage prospects to buy your biggest selling product or avail of your most popular service.

This software also acts like your effective personal secretary. Gong will automatically take notes and generate call summaries every time you have a call with one of your prospects.

With automatic software taking detailed notes of your calls, you can focus all your attention on listening and responding to your prospects.

Sales leaders can even use Gong to help turn rookies into all-stars in half the time. This software gives everyone in your team easy access to deal-winning correspondences and tactics, ensuring that they stay on message every time.

Gong also comes equipped with Whisper. It’s like a personal trainer that gives you words of encouragement to help make every one of your calls better.

4. ZoomInfo

ZoomInfo is an all-around platform dedicated to business-to-business (B2B) sales. It’s designed to help sales representatives get in touch with the right contacts and companies.

With ZoomInfo, you can craft an updated, detailed, and accurate contact list of prospects. Use this list to create targeted campaigns guaranteed to get your buyers to say yes.

The database you make with ZoomInfo also helps you grow your business. It helps you uncover gaps and identify business trends within your customer base so you can reach out to the prospects that most need your attention.

RELATED: 10 Sales Management Software And CRMs Used By Sales Teams

5. DocuSign

Managing documents using sales products

Take your sales team to the digital age with DocuSign. You can have a customer sign an agreement, approve a purchase, or close a sale, from anywhere in the world through this electronic signature platform.

DocuSign is a convenient and safe way to send, sign, and approve important sales documents. You can upload and send the paperwork through any device such as your personal computer, laptop, or smartphone.

Here’s how the online DocuSign platform works:

• You, as the salesperson, upload the document on the DocuSign platform.
• Place the signature tag on the part of the contract where you want your customer to sign.
• Link the signee to the document by adding her or his email address.
• Hit the send button so the document will be sent over to the signee’s inbox.

As soon as your customer receives the document, all they need to do is open their email, upload a picture of their signature, and send it back to you through the same platform. If they’re working on a device with a touchscreen, your customer can easily sign the document like a normal piece of paper.

6. LinkedIn Sales Navigator

As its name implies, the LinkedIn Sales Navigator is a special function of LinkedIn, the more professional and business-oriented social media equivalent of Facebook.

LinkedIn Sales Navigator is a platform you can use to target your sales prospects. Like Google, LinkedIn Sales Navigator has enough search experience that lets you find the right people and companies.

The platform won’t just help you find prospects, it’ll help you keep track of them, too. LinkedIn Sales Navigator also develops sales leads and gives recommendations on how you can best approach them.

As with Salesforce, LinkedIn Sales Navigator also comes equipped with a CRM function. Through this function, you can save a list of prospects on your LinkedIn account and contact them directly.

7. DiscoverOrg

DiscoverOrg is an all-in-one platform for sales and marketing intelligence. In a nutshell, it can provide sales representatives with in-depth data on customers and companies conveniently presented in easy-to-understand figures and charts.

Trust that you can leave all the tedious data-cleaning with DiscoverOrg. By letting the platform do the time-consuming work, you can spend more time calling and pitching to your prospects.

DiscoverOrg may be good at collecting a ton of data on your target market, but that’s not all it can do. The platform can also look through everything and help you find important insights within the data.

With these data points and insights, you can change your sales strategies so your approach matches your prospect’s needs. DiscoverOrg also lets you make buyer and account profiles so all your sales and marketing efforts stay aligned.

8. Infusionsoft by Keap

Using sales products to organize daily business

Keap created Infusionsoft specifically for small businesses. With Insusionsoft, startups can have CRM, e-commerce, email, and social marketing tools all in just one sales software.

You can automate your sales, marketing, and business operations using Infusionsoft. The platform can help you make task checklists to keep you on top of operations.

Infusionsoft can even help you automate follow-up sales emails and correspondences. According to customer reviews, this specific feature allowed them to save almost 47 hours worth of administrative work!

9. SalesLoft

SalesLoft boasts of perfecting the art and science of sales engagement. Reputable companies like Alteryx, Dell, Facebook, Horizon, and MuleSoft use SalesLoft’s services in their sales and marketing strategies.

With SalesLoft, you can give automated sales emails a human touch and personalized feel. This feature works on almost all email platforms, including Gmail and Outlook.

SalesLoft also has a real-time email tracking feature. This allows the platform to collect data that gives you and your sales team actionable insights to help you streamline your strategies.

You can train your sales reps and optimize your marketing strategies by integrating these new products for sales teams in your business. Before buying a subscription plan for any of the products on this list, check out their free trials or demos first. This way, you get to see which specific program best suits the needs of your sales team and business as a whole.

Do you use any of these nine best products for sales we’ve tallied on this list? How has it helped your sales and marketing strategies so far? Tell us in the comments section below!

Up Next: SPIN Selling | Perfect Way To Drive A Sales Conversation

Free Tickets to the Silicon Slopes Tech Summit

As part of the Silicon Slopes Title Sponsorship, the company is also giving out free tickets to the event, for anyone who wishes to attend. The first 500 people to RSVP will receive a complimentary full access pass to the summit.

To claim your free ticket, go to: www.www.insidesales.com/silicon-slopes-2019.

XANT executives will be on-stage at the Silicon Slopes Tech Summit:

• Jan. 31 at 12:15, moderating a fireside chat with Aileen Lee of Cowboy Ventures
• Feb. 1 at 10:45 a.m., alongside Jeff Sandquist from Microsoft

About The Silicon Slopes Tech Summit 2019

Silicon Slopes Tech Summit is hosted by the Silicon Slopes organization and community, and presented by Nasdaq. It offers prominent keynote and breakout sessions with some of the most prominent and brightest minds in the tech industry. Attendees also have access to entertainment, parties, networking opportunities as well as an exclusive screening of a motion picture from the Sundance Film Festival.

Silicon Slopes is one of the largest and most notable annual tech events in the world. Every year, the summit brings out more than 20,000 attendees to the Utah Valley. The amount of talent and experience that’s on display makes this a unique tech event, and XANT is proud to help bring it to the Utah community.

About XANT

XANT accelerates business growth with the first full-stack AI sales platform that helps sales teams consistently achieve quota and grow revenue by as much as 30 percent. Only XANT gives Amazon-like buyer recommendations powered by AI with collective intelligence into billions of buyer interactions to inform better buying experiences, optimize sales efficiency, and provide meaningful growth for companies of all sizes. Today, more than 1000 companies including Caesars Entertainment, American Express, Cisco, CenturyLink, T-Mobile, Fidelity Investments, Microsoft, West Corp., Broadridge, Ten-X, Waste Management, and Workday rely on the CRM-agnostic XANT.

The AI Growth Platform for Sales

The combination between Microsoft’s database of business contacts, through the LinkedIn professional network, and the deep learning and machine learning predictive analytics capabilities of the XANT Neuralytics AI is poised to bring powerful insights for sales professionals using the XANT platform.

“Our continued partnership with XANT will advance integrations already underway that deliver proven AI and demonstrable impact to enterprise sales teams,” said James Phillips, corporate vice president, Microsoft Business Applications Group.

“We believe technology integrations with XANT and Microsoft’s leading cloud services for business — including Dynamics 365, Office 365 and LinkedIn Sales Navigator — create a uniquely valuable toolset for sales teams across the globe,” said Philip, according to a company press release.

“Leveraging the unique Microsoft social, email and business solutions, along with Azure and the Common Data Service engine, will accelerate our AI robustness and product innovation, and bulletproof our infrastructure,” said Steve Brain, former senior leader at Amazon and CTO of XANT.

T-Mobile, CenturyLink, Bank of America, First Data, AvePoint, FIS and dozens of other leading global enterprises have chosen XANT as their AI growth platform for sales.

Microsoft Expanding Old Friendship With XANT

XANT will share additional details about this strategic partnership with Microsoft and much more at the annual executive growth summit, Accelerate 2018 at Snowbird Utah, March 5-7, 2018.

The relationship between XANT and Microsoft has strengthened in the last few years, with Microsoft becoming more involved in tech integrations with the sales acceleration leader.

XANT became a Microsoft Dynamics Global ISV Partner in 2015. In March that same year, XANT received a round of investment of $60m, with Microsoft and Salesforce among strategic backers.

Microsoft further expanded its investment in XANT in January 2017, and was named as a strategic customer.  The deepening relationship continued in April with Playbooks integration into Microsoft Dynamics CRM, and Azure integration in November.

About XANT

XANT offers the leading artificial intelligence (AI)-fueled sales acceleration platform. Powered by Neuralytics®, a predictive analytics and AI engine with the industry’s largest collection of sales interaction data, the platform helps sales teams close more sales by efficiently engaging with the right prospects, at the right time, in the right way.

Industry awards include the Forbes Cloud 100 list, CNBC Disruptor 50, and the 2017 AIconics Award for Best Artificial Intelligence Application for Sales and Marketing. Customers include ADP, Bank of America, Caesars Entertainment, CenturyLink, Fidelity Investments, Groupon, and Microsoft.

To see what Artificial Intelligence can do for your business, click here.

“Our vision is clear—accelerate each step of the sales process to give our customers actionable predictive insights through the power of real AI and machine learning,” said Dave Elkington, CEO and founder, XANT.

“We use billions of pieces of cross-company data. We can predict the best telephone number to dial, the best email to use, and the best day/time to contact in conjunction with hundreds of other predictive insights. That is the power of real AI.”

XANT CEO Dave Elkington

Features Enhance Predictive Capabilities.

• Predictive Playbooks is the sales cadence tool which increases conversations with the right prospects and customers and builds pipeline for sales teams. It now includes a Best Email feature. This feature leverages the same cross-company data to predict the best email address for best contact results.

“While we have many premium AI capabilities, ‘Predictive for All’ is our goal,” Elkington said. “No other enterprise solution provider has the breadth of predictive features powered by data and AI, and makes those features available to every customer.”

XANT – A Leader in the Sales Acceleration Space

XANT offers the industry’s leading AI-fueled sales acceleration platform powered by Neuralytics. Neuralytics is a predictive and prescriptive self-learning engine that drives revenue growth. The platform helps companies acquire new customers faster, improve cross-sell/upsell conversions, and rep performance.

XANT has received numerous industry awards including the 2017 AIconics Award for Best AI Application for Sales and Marketing and Forbes Cloud 100 list. We’ve won CNBC Disruptor 50, AlwaysOn Global 250, OnMedia 100 Top Private companies, and more.

We’re proud to now offer the benefits of Artificial Intelligence in sales to all of our customers.

We expect this update will bring improved sales results for all our customers – some XANT clients have seen improved results of up to 30 percent after adopting our platform.

The Sales Strategy That Got 85% Appointment Attendance

To kick off Dreamforce, XANT picked 10 people from the Playmakers Facebook community sales group to send the Yeti Cup Play.

This sales strategy helped one of our reps schedule and hold 36 out of 42 appointments. It involves – you guessed it – sending a yeti cup to target accounts asking for an appointment. We’ve successfully implemented this play as an account based marketing campaign.

During the Dreamforce week (6-9 Nov), XANT will be giving away prizes each day to members of the #Playmakers group. You can get tried and tested sales strategies, or other prizes: T-shirts, socks or poker sets.

You have a chance to receive the giveaway just for being a member of this group, so don’t wait and join now!*

About the Playmakers Facebook Sales Community

The playmakers are a select group of salespeople who are passionate about their game. Playmakers know that data and science can make a difference in sales, and they consistently use this knowledge to hit quota.

*Winners be picked at random from the group after 11:59pm PT. No purchase necessary, open to all residents in the US and Canada. Send us a message for official rules and details.