by Eliot Burdett | Published on - June 1, 2016
Appeal to these salespeople’s insatiable drive to advance their career, differentiate your company, and embrace the domino effect. Your competitor’s top salespeople are grounded in industry knowledge, know the pain points your prospects have and what decision makers to target, and have a proven themselves to be successful in selling environments similar to yours.
by Eliot Burdett | Published on - May 3, 2016
Salespeople are the engine of a great company. They identify new opportunities for growth and are tasked with driving profitable revenue streams that propels organizations to achieve success. To help assess the effectiveness of their sales force, sales executives need to dive into their human capital metrics. When viewed as pieces of a larger
by Eliot Burdett | Published on - April 19, 2016
The ability to recruit, coach, and develop effective sales teams; have a relentless pursuit of key strategic goals; and posses a long track record of high integrity transactions with peers, customers, and partners are all traits employers look for in their next (or first) VP Sales. But in order to attract and hire a great
by Eliot Burdett | Published on - March 22, 2016
Top-performing salespeople have one thing in common – they consistently achieve their sales goals. To recruit these talented and rare salespeople, employers need to take a hard look at what they are offering prospective candidates, and if they are doing what it really takes to attract ‘A’ players. Hiring managers fail to acquire top performes
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