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Sales is About Results – Pure and Simple

by Eliot Burdett | Published on - March 8, 2010

Iโ€™m not out there sweating for three hours every day just to find out what it feels like to sweat. Michael Jordan relpost-thumb-wrapper Related posts What I Wish I Knew Before Becoming a Sales Manager: 29 Expert Tips B2B Sales Team Structure: A Simple Strategy for Creating a Winning Team B2B Sales: 7 Ways It’s

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Question on 100% Commission Plans

by Eliot Burdett | Published on - March 6, 2010

We recently responded to the following question on LinkedIn: Sure seems like nobody wants to work for commission only anymore.. selling software … Anybody know why? Its a job. Great question and I agree with the other posters here – this is a rough economy and people know that in many companies, the sales aren’t

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4 Ways to Move Stalled Deals Through the Pipeline

by Eliot Burdett | Published on - February 24, 2010

As the new quarter just kicked off, it’s the perfect time to set a strong pace for your sales team. Ensuring that all your reps are effectively managing and advancing their pipelines is crucial. Occasionally, some deals may begin to move slowly or even stall. Below you will find four strategies your reps can employ

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10 Hot Points for 2010 Sales Goals (Requires 35 seconds to read)

by Eliot Burdett | Published on - December 22, 2009

This is the time of year most people think about goals (of course, our readers think about goals year round). Whether you make detailed sales plans or tend towards goals that fit on a napkin, make sure to include the following hot topics in your thinking for 2010 sales goals. Besides the economy, how did

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Commission Plans that Backfire

by Eliot Burdett | Published on - December 9, 2009

A few days ago I bought a new cellphone at a retail outlet and thought I would share the experience since it highlights how not to design a comp plan (no need to mention the company). The store rep was great, engaging me, asking questions, showing various different products and sharing facts and opinions on