Mark Burdon

High-performing sales professionals aren’t triggered to surrender by a sales objection. Instead, they use objections to craft personalized value propositions to differentiate their company, their offerings — and ultimately close the deal.
As a long-time sales and business development professional, I’ve always seen sales objections as guideposts along a buying process: they tell me what a prospect needs to move forward.
When overcoming objections in sales, salespeople must be curious, intuitiv...

Before entering the IT business development and sales profession, I resisted working in automotive sales because of my distaste for shady sales negotiation tactics. I preferred to work for companies that were open to negotiations on price, provided the customer bought within a certain timeframe.

I’ve had some great sales training experiences throughout my career, including live coaching, online courses, and stacks of books from sales gurus. But are a lot of ideas around how to skill up your team, but the sales training ideas that I found most memorable and effective included elements of competition, reward, and relevance to my day-to-day role.

CDW Canada helped deploy WLAN connectivity for enhanced reliability, security and scalability. The Challenge
The LCBO (Liquor Control Board of Ontario) was about to embark on a multiyear transformation program that would rely on a strong technology foundation for success. The crown agency was tasked with modernizing its MPLS wide area network and streamlining its stack of 400 applications.

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.