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The Not So Fine Line Between Persistence and Stalking in Sales

by Eliot Burdett | Published on - November 4, 2014

A few years ago, sales expert Colleen Francis and I were talkingย about how persistence is a double edged sword that canย help but alsoย hinder sales results.ย Now a recent experience reminds me that the line is not always so fine at allย โ€“ sometimes the line is very clear. There is a Fine Line Between Persistence and Stalking!ย โ€“

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The Top 10 Factors for a Successful Sales Recruiting Project

by Eliot Burdett | Published on - October 23, 2014

Recruitingย high achieving sales professionals onto your sales team is no simple task for a few simple reasons: They are rare, They are employed, not looking for a new job, and areย constantly receiving offers from competing employers. Overcoming these challenges takes significant effort and commitment, but the investment is justified by the superior results that top

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What Priority Should Sales Recruiting Be for a Sales Manager?

by Eliot Burdett | Published on - October 20, 2014

Stackingย a sales team with great talent is one of the toughest jobs a sales manager will face. The constant pressure to meet immediate goals creates a natural barrier to being patient and waiting for the right person. Participating in a discussion on LinkedIn recently reminded me thatย many sales managers donโ€™tย believe that great sales people even

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Hiring The Right Salesperson: Sales DNA vs. The Resume

by Eliot Burdett | Published on - October 14, 2014

A few days back I was having a conversation with a B2B startupย exec who is in the process of building out aย sales team. The company provides a tech solution to a niche market and the primary trait the company is using to filter potential sales candidates is experience selling technology to the market beingย targeted โ€“

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Book Review: Nonstop Sales Boom

by Eliot Burdett | Published on - October 6, 2014

There is a lot to like in the latest book we are reviewing, Nonstop Sales Boom, by Colleen Francis. First of all, this is not simply a sales book. This is a book about avoiding the boom-bust cycles that are a major stress on many businesses and creating systems that will drive consistent business growth