Eliot Burdett

The age old rivalry between marketing and sales is never more contested than in the context of leads. We have all seen it. Marketing complains that sales can’t convert quality leads and sales complains that marketing provides poor quality leads. In an ever more internet-connected world, companies feel compelled to spend an increasing amount of

Selling in a startup or a small company is a lot different than selling in an established company. On the pro side, selling in a startup means less red tape so reps can be more opportunistic and aggressive on pricing. On the con side, reps have to sell without an established brand, references or much

Some interesting points for employers hoping to find top performers via job boards. The downfall of this mass marketing approach is the complete lack of focus and specialization. Of course they get tens of thousands of visitors a day but do you care? When you are looking for a sales person it doesn’t matter how

Are you always looking for more time? Do you find you do allot but never get to the most important items on your list? While most managers start the day with a schedule many managers let the events of the day hijack their schedule, which can wreak havoc on productivity and ability to manage sales

I was recently interviewed by Inc Magazine on the topic of cold calling. Darren Dahl put together a great article on tips and techniques for improving cold calling success (see article here >> How to Improve Your Cold Calling). As an extension to the article, I have added some additional tips since our projects often involve