Eliot Burdett

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: “what happens if you stop producing marcom material, for a year? And most

Successful companies are very rigorous about sales force structure, process, management, incentives, hiring and development. All important. In today’s market and economy, fierce competition and tightening pockets, dictate every penny spent on the sales force produces results. The most successful companies also know that you can’t simply hire sales reps, throw them into the trenches

Great short post about how many recruiters fear sales assessments –> (Many Recruiters Fear Sales Assessments, by the Objective Management Group, a sales assessment company so it’s a bit of an advertorial). He is right that most recruiters, are not inclined to use assessments – and it should be no surprise, whether they are internal

We all know how hard it is to get the sales force to review losses. When big deals are lost, it is typical for the reps to feel increased urgency to close the next deal – the targets aren`t sympathetic. But managers can gain valuable insight from analyzing losses across the force. Good post by

Talk to any sales manager and they will tell you that hiring reliable sales people is one of the most difficult things to do. Even the ones who say they have a good hiring track record will typically admit that too few of their reps are at target. Why is that? What makes hiring great tech