by Eliot Burdett | Published on - April 20, 2018
Early stage companies are painfully “misfiring by mis-hiring” the most important role on the sales team. Don’t hire one until… In Tech, The #1 Most Common Mis-hire is the VP/Head of Sales In fact, there’s a venture capitalist saying I hate that goes something like “You’ve Got to Get Past Your First VP of Sales’ Carcass”
by Eliot Burdett | Published on - February 28, 2018
The San Francisco Bay Area has consistently been ranked number one in the United States for quality of living. It’s also widely considered to be one of the best places for young and hungry software salespeople to establish and grow their careers. As a result, it has long been a tech powerhouse that is only
by Eliot Burdett | Published on - May 9, 2017
Great salespeople do more than just consistently drive profitable revenue for their employers. They inspire confidence in customers and partners, increase brand trust, and contribute to a positive company culture. And, these salespeople are rare, representing only 10 to 15 percent of the sales population. If you want to accurately identify these top salespeople in an interview
by Eliot Burdett | Published on - May 2, 2017
Evidence of common attributes amongst top salespeople comes from many high profile studies. Spend some time with top sales talent and it will quickly become evident that they share common characteristics. Sales leaders of high performance sales teams understand that knowing these traits is critical in the hiring of their sales reps. So, what are the characteristics
by Eliot Burdett | Published on - February 21, 2017
Today’s buyers are overwhelmed with too much information — delaying purchasing decisions and resulting in lost sales. In order to compensate, several sales professionals are either over-accommodating or creating high pressure which alienates prospects in the process. So, how does a salesperson meet sales targets while satisfying the customer’s desire for a heartfelt, authentic sales approach? Shari