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The Biggest B2B Sales Trends in 2016

by Eliot Burdett | Published on - February 4, 2016

It is clear that 2016 will mark a period of change for the 4.5 million business-to-business sales professionals in the United States. Large industry trends such as new technology, reliance on social media, big data, the relationship between sales and marketing, workplace diversity, and the influx of Millennials will all have a major effect on

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10 Reasons Your Sales Hiring Sucks and How to Fix it

by Eliot Burdett | Published on - January 22, 2016

Hiring poor and underperforming salespeople comes with a costly consequence. Mis-hires account for the vast majority of turnover rates (nearly 80%), have a lasting impact on sales team morale, and can cost businesses >$690,000 per hire, including wasted leads and lost customers. For sales executives with aggressive growth targets, failing to hire great salespeople will

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Sales Management. Simplified: One-on-One Interview

by Eliot Burdett | Published on - December 8, 2015

There are many sales books thatย help develop selling skills and provide inspiration. Few, however, focus entirely on sales management and Mike Weinbergโ€™s latest book, Sales Management. Simplified., does just that. Packed with actionable advice and hard-earned sales wisdom, the book reminds its readersย to go back to the basics of sales management and focus on what

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Sales, Lies, and Interviews – How to Get the Truth From Sales Candidates

by Eliot Burdett | Published on - November 10, 2015

Peak conductsย tens of thousands of sales interviews a year. The majority of candidates with whom our interview teams meet with are ambitious, capable, diligent, and accomplished professionals looking to advance their career. And quite simply, honesty is profitable.ย However, from time to time,ย we come across those candidates who are inclined to bend the truth about their

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Choosing the Right Sales Management Data

by Eliot Burdett | Published on - October 21, 2015

We are living in a time of information overload. With no shortage of internal and external data, sales executives need to carefully choose the data and information they use to make sales management decisions and determine strategy. Otherwise, they risk getting overwhelmed with too many data points that could hinder a focus on what is