by Eliot Burdett | Published on - November 24, 2011
The Vice President of Sales is the hottest seat in any company, and one that turns over most often. When a company hires a new VP of Sales, he or she is more than likely taking over a sales function that has been under performing and there is a usually a mandate to turn things
by Eliot Burdett | Published on - October 14, 2011
One thing that separates winners and losers: attitude. It doesn’t matter whether it is sports, business or life. People succeed in spite of odds because they decide they want to be successful and will be successful. Their attitude is everything. People begin to become successful the minute they decide to be. — Harvey Mackay Next
by Eliot Burdett | Published on - August 30, 2011
If you are like most sales managers at this time of year you have a few sales reps who are falling behind in their numbers. You are optimistic that the fall will mean a bounce-back but you don’t want to carry dead weight on your team either. While successful sales hiring is matter of science,
by Eliot Burdett | Published on - August 26, 2011
Today a guest post from Aaron Ross, CEO of Pebblestorm who has just published a book called Predictable Revenue. Enjoy the post. My comments are at the end. For companies selling products worth less than $100,000-$250,000, the old school strategy of hiring more feet-on-the-street to drive revenue growth is failing more often. Or just fails.
by Eliot Burdett | Published on - May 24, 2011
Picture this competitive scenario. Your company is in a dog fight with two other companies to win an important piece of business. One of your competitors is a large, well-known market leader and the other always offers aggressive price discounts, while your company has the superior product. Who will win the business? The answer is