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Sales is a Team Sport

by Eliot Burdett | Published on - November 15, 2006

I have a bit of a problem with the notion of a “rainmaker” sales person. To be sure, a great sales person does work long and hard to create business where none existed before, but there is no magic rain that falls from their individual efforts. In order for a sales person to be highly productive,

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Spin Selling

by Eliot Burdett | Published on - October 1, 2006

I just finished reading Spin Selling by Neil Rackham. I have wanted to read this book for ages. The author studied the characteristics of big and small ticket sales as well as the behaviors associated with those that were successful selling each. For instance, in small ticket sales, particularly when selling to a consumer, often