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
by Eliot Burdett | Published on - May 5, 2011
Love this post by Anthony Iannarino on the most common difference between successful and unsuccessful sales people: the willingness to do whatever it takes. While we can ruminate on this trait or that trait that will make a sales person successful, at the core it is the ambition, drive and ability to execute that is the
by Eliot Burdett | Published on - March 17, 2011
We have all seen the different types of sales managers and probably even worked for a few. When we looked back over our own experience, we identified seven different types of sales managers, which we have affectionately named below. Which one are you? The Fire Marshall – This type of sales manager can trigger immediate
by Eliot Burdett | Published on - March 10, 2011
Many moons ago, we blogged about the Six Reasons Not to Promote your Top Reps to Sales Management, and here are the top seven reasons you as the company executive or business owner *would* promote your top sales rep to a sales manager position. There is a common understanding between yourself the rep that this is
by Eliot Burdett | Published on - February 17, 2011
New research from the Boston University School of Management suggests that the best phrase a sales person can use to build trust and increase the likelihood of closing a sales is to respond with “I don’t know” when stumped by a question rather than making up an answer. Perhaps this has to do with the