by Eliot Burdett | Published on - July 12, 2012
Social selling; it’s not asking about your client’s weekend or their kids. It’s about utilizing social media to increase sales. Do you know how it works and should your sales reps even care? Sales has always been about doing business with people you know. Networking and leveraging relationships through meetings, conferences, organizations, etc., has been
by Eliot Burdett | Published on - June 14, 2012
How does your sales rep performance compare with the rep performance of 1,500 other firms spanning numerous industries? CSO Insights conducts an annual study to assess the strength of the sales world and the 2012 report includes an analysis of the 10 key trends of Sales Rep Performance. Check out where you are and what
by Eliot Burdett | Published on - June 8, 2012
According to the 2010 US Census, almost a quarter of the population is aged 45 to 64 years old. The median age in more than seven states is 40 years old. Some consider sales a young person’s sport. Salespeople work long hours, travel extensively and have a considerable amount of pressure. What is the impact
by Eliot Burdett | Published on - April 26, 2012
The top producer on your team has been pushing for a promotion and you need a new sales manager. If you promote your top person and put a team of five beneath him, will you have five more superstars? Just because someone can sell, does it mean they can manage? The process of promoting from
by Eliot Burdett | Published on - April 9, 2012
The sales community generally views thought leadership as a fancy name for marketing and something that is outside the purview of the sales function. Thought leadership is indeed a fancy name, but it’s not the name that makes it important. It’s the idea of going beyond business as usual and defining your organization as innovative