We're gathering insights on AI in salesโ€”join the conversation by taking our quick survey
Skip to content
Post Image

Habits of Highly Effective Sales Leaders

by Eliot Burdett | Published on - February 20, 2009

Habits, the process in which the brain โ€œconverts a sequence of actions into an automatic routineโ€ (Duhigg, 2012), help define the rational behind our personal and professional actions. At the core of every habit exists a loop consisting of a cue, routine, and reward that can be altered, removed, or added (Smith and Bolam, 1990).

Default Image

Checklist for Hitting the Sales Target this Q

by Eliot Burdett | Published on - February 15, 2009

How are your numbers looking one month into the quarter? We polled our network of VP Sales to see what is at the top of their dashboard for evaluating the health of the sales effort running towards quarter end. Here are the top responses: 1.ย ย ย  Pipeline โ€“ is it above or below the target multiple

Default Image

Are Your Sales Candidates Producers or Posers?

by Eliot Burdett | Published on - February 9, 2009

Right now with a lagging economy, there are more sales reps on the street or looking for work. Many companies with open sales positions have a deluge of applicants, desperate to secure a job. Successfully screening sales applicants is one of the toughest jobs at the best of times, but when there is intense competition

Default Image

Why It’s Easy to Have a Poor Sales Hiring Record

by Eliot Burdett | Published on - November 6, 2008

A colleague pointed me to a great Seth Godin post this morning on hiring (thanks G): โ€œIt only takes 10% as much effort to hire someone in the bottom 90% of the class. And it takes the other 90% to find and cajole and retain the top 10%.โ€ Many companies are lackadaisical about hiring, so

Default Image

Where to invest your money when times get tough: Sales vs. Marketing

by Eliot Burdett | Published on - October 7, 2008

Spending on marketing vs. spending on sales in B2B companies? The debate over which path yields higher results will continue into perpetuity. In a recent SoftwareCEO.com article, author Maureen Blandford asks some good questions about how marketing investments actually benefit B2B sales: โ€œwhat happens if you stop producing marcom material, for a year? And most