by Eliot Burdett | Published on - March 7, 2016
When millennials think about B2B sales roles, they imagine sleazy deals and rounds of golf. These deep-seated misperceptions fail to capture the needs of a 21st-century sales landscape and overshadow the reality of a fulfilling career in sales. Based on a false understanding, millennials forgo these lucrative, meaningful jobs to pursue other options. Research from
by Ryan Thornton | Published on - March 1, 2016
San Jose is the largest city in Silicon Valley, home to a world-class roster of companies that have defined our era and irrevocably influenced the global economy. The region is a base for established Fortune 500 businesses while new, innovative startups are fueled by the highest concentration of venture capital in the world. The area
by Eliot Burdett | Published on - February 24, 2016
The sales resume is often the first contact a hiring manager will have with the person who could become the next best performer on his or her sales team. However, with managers stating that one in five hires are “bad” or “regrettable”, the reality is that most have trouble distinguishing a bad salesperson from a good
by Eliot Burdett | Published on - February 9, 2016
Sales conferences can be extremely beneficial for sales teams – attendees are introduced to new strategies, hard-earned insights, and new connections from B2B sales world. In fact, SalesForce notes their past events have proven to increase sales productivity of attendees by 30%, increase marketing campaign effectiveness by 59%, and increase customer retention by 31%. While
by Eliot Burdett | Published on - January 22, 2016
Hiring poor and underperforming salespeople comes with a costly consequence. Mis-hires account for the vast majority of turnover rates (nearly 80%), have a lasting impact on sales team morale, and can cost businesses >$690,000 per hire, including wasted leads and lost customers. For sales executives with aggressive growth targets, failing to hire great salespeople will