Martin Peters

Xtatio 2020 B2B Sales Industry Survey

Xtatio’s 2020 annual global sales survey was conducted in July 2020. Responses consist of 60 global sales professionals: 93% in B2B sales, 83% with 5+ years sales experience, and 72% of whom manage a team.

Summer is Coming: How to Maximize the Slowdown

Optimize your summer

Jobs may have their rhythm and routine, but all that changes during summer. As people embark on longer periods of vacation and parts of Europe shut down entirely, working the same as before wouldn’t make any sense. Instead, you should adjust to match the new business environment. This is nothing new per se, yet a

5 skills you need to focus on by sales professionals

xtatio sales expert panel

There are many things that could affect your sales team’s closing rate, but skills (or competencies) would be one of the most crucial contributors. As a sales manager, the goal is not only to continuously improve on your sales professionals’ skills, but to anticipate new skills that will help them succeed in the ever-changing business

Mastering Feedback to Drive Development and Sales

Mastering feedback to drive development and skills

94% of sales representatives believe feedback has a meaningful impact on their sales performance. Research has validated their belief across multiple settings; for example, the Gallup organization examined 469 business units and identified greater profitability of 8.9% in those that had received feedback. Yet, despite the continued impact shown in research and real world settings, most sales representatives

Xtatio Reviews: The Sales Manifesto

The sales manifesto book review

Rating: 3.5/5. “Sales Manifesto” written by Sales King Jeffrey Gitomer, published earlier this year, marks one of the latest books to hit shelves in the sales category. It presents a crisp and concise overview of “directives and answers that lead to real world success” for the sales professional. It’s value lies in sharing a slew

Xtatio Reviews: The Challenger Sales

The challenger sales book review

Rating: 5/5. “The Challenger Sale”, written by Matthew Dixon and Brent Adamson of CEB, and published in 2011 remains in my opinion one of the most impactful sales books from this decade. It is engaging, fact-based, and well-written. The authors manage to disentangle different sales representatives as types and bring clarity and insight into not

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