Dave Boyce | Chief Strategy Officer Chris Harrington | Chief Executive Officer THE FUTURE OF SALES ARTICLE2 FUTURE THE OF SALES Dave Boyce Chief Strategy Officer at XANT Chris Harrington Chief Executive Officer at XANT3 If you run a B2B business, ask yourself: “Does my sales operation look more like 1990s Oracle or more like Crowdstrike, the fastest-growing SaaS company to IPO last year?” If you are like 1990s Oracle, you probably have: • A large and well-paid field sales force • Large average initial deal sizes (>$100K) • 9-12 month sales cycles • Lumpy bookings on a quarterly basis • Poor bookings forecast accuracy • Difficulty knowing what each rep is doing on any given day / week If you are like 2020 Crowdstrike, you probably have: • A large remote sales team, complemented with fi

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