Posts by Aaron Janmohamed
Stop Guessing. There’s a Way to Guide Selling
Sales is going through a transformation. We always say that, but it’s always true. The way we use data, though, is reshaping our experiences in a big way. Our relationships with brands changed once we got our hands on smartphones. Brands consumed huge amounts of data to understand us and to give us relevant suggestions.…
Read MoreXANT Announces New Transformative Product Innovations
What’s really worth your time? When the *stuff* hits the fan, most will double down on what they’re already doing, but with a little more grit, more snarling, more sweat. In sales, we mistakenly call this productivity, but really it’s a synonym for increasing activity. What’s really going on is movement without direction. Battle strategists…
Read MoreStop Sitting on Leads—Speed Matters
Your first and most important priority in the sales cycle, after marketing does its thing, is to connect reps to buyers. It’s not to rack up an impressive list of random activities, nor is it to enroll people into generic email nurture. The problem is that the default strategy for business development and sales teams…
Read MoreIntroducing Shared Records: Simplified Speed-to-Lead for High-Volume Sales
50% of buyers still choose the vendor that responds first. How do you make sure you’re first? Since contact and qualification rates plummet by 100x after the first 5 minutes, shortening your speed-to-lead is key. The problem: Buyers aren’t sending you signals of interest until they’re already 60-70% through their buying decision. Your ideal window…
Read MoreAnnouncing 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,…
Read MoreIntroducing 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 more…
Read MoreFuture 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…
Read MoreTwo 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…
Read MoreTAKING 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…
Read MoreForrester 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 Wave Report for Sales Engagement, which we believe means recognition of our category as…
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