Eliot Burdett

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

Salesforce Inc. is a household name in the Customer Relationship Management (CRM) area. A pioneer in providing sales and marketing information and support over the internet, the company has gone a long way to becoming the most sought-after solution for on-demand CRM support. But they are not alone in the market. Two years ago, Oracle

I came across this article on the different styles of tech sales people (the tech sales styles, written by Lisa DiCarlo for ComputerWorld) and was reminded what a lot of buyers see when they are engaged by a sales person. Unfortunately it is not flattering. A sales person has to be extremely enthusiastic about what

We are often asked which sales methodology we advocate. This is a loaded question. We like them all, as long as they are used in the right situation. While there is no confusion over the value of employing a sales methodology (see some stats on the impact of employing a methodology), many of the methodologies