by Eliot Burdett | Published on - August 30, 2013
A colleague forwarded to me a copy of the the Accenture report Connecting the Dots on Sales Performance. The report, which analyses the 2012 CSO Insights Sales Performance Optimization Study, is a bit outdated, but still contains many useful insights. We have pulled some quotes and added our own commentary. The report suggests that changing customer
by Eliot Burdett | Published on - August 17, 2013
There are many different types of sales roles, but traditionally there have been two main divisions in selling: those who sell to the people that come to them (inside sales, aka in-house sellers, aka inbound) and those that go out and hunt down their own prospects then close the deal (outside, those who sell on
by Eliot Burdett | Published on - July 17, 2013
The harsh reality of being in management is that along with the buzz you get giving someone a job and a chance to earn their living and work at something they (hopefully) enjoy, there will be times when you have to fire the very same individual and in sales unfortunately this invariably happens more often
by Eliot Burdett | Published on - May 6, 2013
We have said it many times. The world’s second oldest profession has changed more in the last fifteen years than it has through all of time. Dan Pink’s latest book, To Sell Is Human: The Surprising Truth About Moving Others, covers this evolution and if you love selling as much as we do, you will love this
by Eliot Burdett | Published on - December 11, 2012
Photo courtesy of Ottawa Business Journal These days it is tough to talk about sales excellence without talking about the mobile computing technologies that are helping sales teams be successful. We recently caught up with tech entrepreneur, mobile industry expert, UNTETHER.TV host and author, Rob Woodbridge, to talk about the latest mobile technologies and how