by Eliot Burdett | Published on - September 7, 2016
While it’s easy to dismiss sales team names as a nonessential element of team membership, the fact remains that a relevant and unified sales team name creates alignment and helps foster a sense of unity within a group dynamic. Ultimately, the sense of belonging that comes from being in a group is a powerful component
by Ryan Thornton | Published on - June 15, 2016
The new VP Sales has the opportunity and responsibility to achieve aggressive growth targets, and make a deep impact on company-wide culture. That’s why we’ve hand-picked these 25 sales books (in no particular order) from the best in the field and organized them into the 5 key responsibilities of the new sales executive: Lead a
by Eliot Burdett | Published on - April 12, 2016
A sales process that maximizes the productivity of sales reps is the goal of every sales leader. To achieve that goal, the most successful sales leaders have turned to data – harnessing the power of analytics to get the insights and know-how to engage with prospects more effectively, improve processes, and increase rep efficiency. Research
by Eliot Burdett | Published on - April 5, 2016
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 positively to company culture. And these salespeople are rare, representing only 10-15% of the sales population, so when a company has great salespeople, it’s in its best interest to get
by Eliot Burdett | Published on - February 4, 2016
It is clear that 2016 will mark a period of change for the 4.5 million business-to-business sales professionals in the United States. Large industry trends such as new technology, reliance on social media, big data, the relationship between sales and marketing, workplace diversity, and the influx of Millennials will all have a major effect on