Eliot Burdett

There is a lot to like in the latest book we are reviewing, Nonstop Sales Boom, by Colleen Francis. First of all, this is not simply a sales book. This is a book about avoiding the boom-bust cycles that are a major stress on many businesses and creating systems that will drive consistent business growth

We see it all the time. A great sales candidate meets with a prospective employer who rejects the candidate and elects to hire someone else. Oftentimes the reasons are legitimate – such as poor cultural fit – but many times, there are no logical reasons for the decision not to consider the candidate who would

As we have written about before, top performing B2B sales people want to work for industry leading and highly reputed companies which their chances of success are greatest. Since there is excess demand for the services of top sales people, why wouldn’t they be selective in who they work for? In an Internet dominated world, a key question

Let’s be honest. Not all sales conferences are created equal. You probably don’t even remember the worst conferences you ever attended. After all, they were far from memorable, but suffice it to say you ducked out as soon as possible, feeling like you would never get that time back. With so many conferences to choose from, and

Many sales managers accept the 80-20 rule – that 20% of their reps make 80% of the sales – which I suppose is acceptable if the sales manager is consistently meeting targets, but it certainly is not a recipe for superior results. There are many downsides to allowing under-performers to exist on your sales team. Sales leaders