by Eliot Burdett | Published on - February 17, 2008
We are often asked which sales methodology we advocate. This is a loaded question. We like them all, as long as they are used in the right situation. While there is no confusion over the value of employing a sales methodology (see some stats on the impact of employing a methodology), many of the methodologies
by Eliot Burdett | Published on - January 1, 2008
Happy New Year! It is January 1 and everyone has just set their goals for the new year. While I don’t think January 1 is all that significant from a personal perspective (winners set goals all year round), the day is symbolic of a a fresh start and a convenient time to set what you
by Eliot Burdett | Published on - October 11, 2007
I ran across a site with some great articles for sales managers. The author, Brian Jeffrey, runs Sales Force Assessments, and helps companies evaluate team members. He has a long history in sales leadership and coaching sales teams to higher performance. Be sure to check out his articles on Management and Leadership. There are also
by Eliot Burdett | Published on - October 5, 2007
Our good friend, Alfredo Coppola, is Partner at e-Storm International Consulting, a marketing services company with offices in Canada, California, Europe and Asia. He recently offered his advice for Canadian tech companies wishing to sell into the US. “Before investing the time and financial resources on setting up regional US sales offices, consider these three
by Eliot Burdett | Published on - September 3, 2007
Unless you have a product that sells itself (no such thing?), then you need an overachieving sales team to deliver growth. “A” players in the context of sales, simply means that they consistently create revenue from thin air, outsell their peers and make the company look exceptional. Because “A” players are creative and successful, they