Eliot Burdett

One of the biggest shifts in selling approaches occurred in the mid-1980s when Mike Bosworth, formerly of Xerox Computer Services, popularized “Solution Sales.” Bosworth championed the idea of selling “expert to non-expert”, in which salespeople proactively uncover a customer’s business requirements and position offerings as a ‘solution’ to these business needs rather than simply waiting for purchase requests.

When we launched Peak Sales Recruiting many years ago, we looked at the market and recognized the under served need for companies to recruit high achieving sales people. While it was overly common at the time for recruiting companies to specialize their services outside of a geographical region, we saw an even more acute need

It’s interesting to note that a paper in the American Psychological Association titled “Introverts and Extroverts” published in 1924 ends with a question about whether introverts and extroverts belong to personality types at all. The paper provides definitions of both terms – an introvert being “an individual in whom exists an exaggeration of the thought

Debate rages between sales experts that advocate cold calling is “dead” or “dying”, and those who see it as  “rising from the dead”, “not dead”, or only “semantically dead.” The truth is, sales tactics traditionally referred to as cold calling are still very much alive and is an important strategy utilized by sales management in high-growth companies (Profit

Hard work creates opportunity and there is still lots of time to find and close net new deals. Since December marks a great time to work hard towards a strong finish for you and your team, we have compiled the ten best ways to make sure your team hits target by year end: Communicate the Importance of