Eliot Burdett

One of our readers asked us whether they should hire a junior sales person or a telesales company. On paper, outsourcing the sales function looks quite attractive. Risk and costs are assigned to a third party that specializes in sales and management overhead is decreased. In practice things are a bit different and here is

In case you missed the presentation yesterday, here is a recording in which we share some of the concepts in our upcoming book Sales Recruiting 2.0 – How to Find Top Performing Sales People, Fast: Click here to purchase Sales Recruiting 2.0 – How to Find Top Performing Sales People, Fast from Peak Sales® Recruiting.

Most companies have a good understanding of their ideal client, behaviors and buying patterns, but few differentiate between male and female buyers. There are mountains of studies that show that women and men think differently on a variety of different topics, so it stands to reason that they buy differently, so why don’t more companies

The age old rivalry between marketing and sales is never more contested than in the context of leads. We have all seen it. Marketing complains that sales can’t convert quality leads and sales complains that marketing provides poor quality leads. In an ever more internet-connected world, companies feel compelled to spend an increasing amount of

Selling in a startup or a small company is a lot different than selling in an established company. On the pro side, selling in a startup means less red tape so reps can be more opportunistic and aggressive on pricing. On the con side, reps have to sell without an established brand, references or much