by Eliot Burdett | Published on - October 23, 2014
Recruiting high achieving sales professionals onto your sales team is no simple task for a few simple reasons: They are rare, They are employed, not looking for a new job, and are constantly receiving offers from competing employers. Overcoming these challenges takes significant effort and commitment, but the investment is justified by the superior results that top
by Eliot Burdett | Published on - October 20, 2014
Stacking a sales team with great talent is one of the toughest jobs a sales manager will face. The constant pressure to meet immediate goals creates a natural barrier to being patient and waiting for the right person. Participating in a discussion on LinkedIn recently reminded me that many sales managers don’t believe that great sales people even
by Eliot Burdett | Published on - October 14, 2014
A few days back I was having a conversation with a B2B startup exec who is in the process of building out a sales team. The company provides a tech solution to a niche market and the primary trait the company is using to filter potential sales candidates is experience selling technology to the market being targeted –
by Eliot Burdett | Published on - September 25, 2014
As we have written about before, top performing B2B sales people want to work for industry leading and highly reputed companies which their chances of success are greatest. Since there is excess demand for the services of top sales people, why wouldn’t they be selective in who they work for? In an Internet dominated world, a key question
by Eliot Burdett | Published on - September 22, 2014
Let’s be honest. Not all sales conferences are created equal. You probably don’t even remember the worst conferences you ever attended. After all, they were far from memorable, but suffice it to say you ducked out as soon as possible, feeling like you would never get that time back. With so many conferences to choose from, and