Peak Sales Recruiting

We know we sound like a broken record on the evolution of sales. Selling is not the same as it used to be. Just 20 years ago, golf memberships, long lunches and snazzy promotions had a huge influence on customer decisions and Herb Tarlek’s character on WKRP in Cincinnati was a funny depiction of the [...]

Many of our coaching clients are CEO’s with limited or no sales background and a question we are often asked is what sales tactics should be learned to close more business. My response is not what you might expect. Rather than quoting sacred sales theories or the latest and hottest sales training, I suggest not [...]

Every CEO wants predictable revenues, but in this economy that can sometimes be tough. Are there ways to build a lead generation machine that generates quality leads, creates predictable revenue, and meets your CEO’s goals without your constant focus and attention? Can you make yourself indispensable to your CEO and Board in an unpredictable economy? [...]

One of our readers asked us whether they should hire a junior sales person or a telesales company. On paper, outsourcing the sales function looks quite attractive. Risk and costs are assigned to a third party that specializes in sales and management overhead is decreased. In practice things are a bit different and here is [...]

Most companies have a good understanding of their ideal client, behaviors and buying patterns, but few differentiate between male and female buyers. There are mountains of studies that show that women and men think differently on a variety of different topics, so it stands to reason that they buy differently, so why don’t more companies [...]

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 [...]

One of our readers posted the following question to us: Dear Eliot, I am the founder and CEO of a software start-up in the legal sector. My firm is almost 2 years old, bootstrapped and we have some sales, but we are not where we need to be in terms of sales results. We have a [...]

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 [...]

Have you ever wondered if anyone picks up their phone anymore? Do you wonder if the Internet has made cold calling obsolete? Well it is not dead at all. Prospecting has however, certainly evolved in the last few years. If you want to turn your sales organization into a selling machine and create predictable revenue, [...]

Most of our readers will be familiar with Stephen Covey’s great book, The 7 Habits of Highly Effective People. Basic stuff we know, but what percentage of your sales force has read this book and how many are practicing the habits? Junior reps, in particular, are good at being busy, however they are not always [...]