How to Find the Right People to Contact

Presented by

Michael Murff, Director of Data Science Products at XANT, Steve Eror Director of Business Development at XANT

About this talk

Hunting for the right people to reach out to consumes a considerable amount of valuable selling time for reps. In fact, we published a study last year that showed reps only spend 35.2% of their time actually selling. Even when they are selling, reps too often find themselves deep into a sale before realizing they aren’t reaching the entire buying committee, or they’re pitching to the wrong people. As a sales rep, how do you ensure you are spending your time selling to the right people? How do you ensure you are identifying the buying committee and still spending time selling? Michael Murff, Director of Data Science, and Steven Eror, Director of Business Development, will show you how you can find the right people to engage with, giving you and your team more time to sell. PeopleFinder identifies engagement patterns and then suggests NEW people (even ones outside of your CRM) you should contact based on those patterns. This allows you to find the right people to work with and gives you more time to actually sell.
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