Mark Burdon

Does the following scenario seem familiar? You email a timely objection response to a prospect to address their concern. You’ve presented and met with them numerous times over several months. You feel your offering is an ideal fit for addressing this company’s goals, and the prospect has expressed enthusiasm for working with you several times. You’re brimming with confidence.
But then, an hour later.....

To compete and win in business in our digital age, sales leaders must trust their company’s data and make timely decisions based on insights they can extract from it. Sales reports enable executives to identify sales trends and customer behavior patterns impacting their company’s growth trajectory and take decisive action, whether to continue their current strategy or change course towards more profitable outcomes.

Sales is a naturally competitive role that attracts people with a competitive spirit. If you run a sales team, you’ll likely find there are times when you need to inject that extra boost of competition into your team culture. A sales contest or competition is often the best way to harness your team’s enthusiasm for victory with healthy team rivalry.

Artificial intelligence (AI) has emerged as a major focal point in discussions, ranging from media coverage to strategic business frameworks. The central theme of these discussions revolves around how AI can significantly enhance business productivity, improve employee efficiency, and lead to more favorable business outcomes. Despite the apparent benefits and advantages, there are contrasting emotions surrounding the adoption and integration of AI within industry and society.

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical.
In this article, I explain more about what a great lead list looks like, and I share my ideas on how to build one.

I’ve held numerous business development roles with successful, innovative companies. These roles equipped me with excellent resources for managing my “book of business” in my assigned industry and territory.

As a former salesperson in hyper-competitive industries like tech, telecommunications, and media, I’ve seen firsthand the importance of getting your product and service pricing approach right.

A well-crafted AI-powered pricing strategy helps companies to be competitive in their target market. It can help them to be resilient to changing market conditions, and achieve their profitability goals. Striking the right balance between profitable margins and winning competitive deals is challenging.

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Key results from an experiment to validate Geotab’s curve logging method of GPS logging and why fleet data quality is critical for managing driver safety and risk. An experiment-based white paper.

Quick guide for managing fuel economy and idling. Written for a campaign which started as fuel prices spiked during the pandemic and conflict in Ukraine.

I wrote, edited, and collaboratively designed a brochure pertaining to the Fleet Complete Vision solution, comprised of an AI-powered dashcam and mobile/web enabled application for fleets across many industries.

Strategic initiatives like fleet electrification are becoming key to corporate sustainability programs, which are critical to meeting the expectations of stakeholders, including employees, customers, investors, and regulators.

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Then, the game changed when I leveled up my sales email writing game with curiosity-provoking subject lines, strong body text, and compelling closing statements. From there, initiating conversations and strengthening relationships with business buyers and influencers got easier.

Growing up, my father owned businesses in the automotive industry. From the sidelines, I saw how building, sustaining, and growing a company in a highly competitive industry is often very challenging. But, it can also be highly rewarding for those who persevere, sacrifice, and execute a solid strategy.

Learn about the different kinds of business playbooks that can help your business live long and prosper.

Looking to motivate your sales team to smash their goals next quarter? There are many tools to coach your sales team into the best version of themselves, but one that’s often overlooked is the sales performance evaluation.

A sales performance evaluation is a chance for a manager and a sales professional to align their goals and determine a strategy for achieving them. When done right, this formality can turn into an opportunity for growth.

I wrote a case study about wine subscriptions as an example of compelling e-commerce use cases for OSF Digital, a Salesforce Commerce partner.