Posts by Mary Elizabeth Hammond

Part of sales is thinking about your pipeline, your process, and how you can optimize or improve it. Qualifying more leads and closing more deals requires you to assess the black holes in your process, where it breaks down how it creates friction with customers. If you notice that buyers aren’t responding to your emails…

LinkedIn and social selling give sales reps powerful tools to learn about their prospects and communicate with them. Many reps aren’t using the platform to its full potential and feel stuck with sharing canned, impersonal messages that are promptly ignored. Build real, meaningful relationships with valuable content and use the many tools at your disposal…

The handoff of the customer from sales to CSMs should be smooth and offer the same level of care and attention they’ve come to expect from your organization. CSMs are in charge of keeping customers successful and happy—they’re the key to retention. But when CSMs are overloaded with accounts, it’s easy to get bogged down…

Cold calling and email spamming, or the famous spray and pray method, is not an effective way to spend your time or to reach your customers. Unfortunately, sales automation has become synonymous with spam, and some organizations might find their emails end up in their customers’ trash folders or even perpetually suppressed and never delivered…

Building a successful and unified sales team requires a lot of work and can be tough even in the best circumstances. Trying to do it virtually is a whole different ball game—it means you need to rethink how your team can be unified when spread across different work environments.  As part of the XANT Sales…

In 2020, everything has gone digital. We shop for groceries on Instacart, we meet with co-workers over Zoom, we get our travel fix on Instagram, and then, of course, there’s Amazon. 2020 has pushed the notion of digital transformations from a rising trend to a necessity.  These shifts were already in motion, though; the pandemic…

The most effective revenue organizations have marketing and sales teams that work together. But these two functions are too often siloed—marketing drives MQLs but they fall through the cracks and don’t make it to sales, or sales doesn’t follow up on marketing’s hard-earned leads. Most often, it’s a little bit of both. So, what does…