8 04, 2019

Spending Too Much on Trade Shows? Here’s A Better Answer

By | 2019-04-08T22:56:26+00:00 April 8th, 2019|Uncategorized|0 Comments

During my years as a salesperson, I worked for several smaller companies. Being a smaller company often means that there aren’t enough finances to exhibit at trade shows, which forced me to get creative. In order to find a solution, I asked myself. “How do I still have the benefits of exhibiting at trade shows [...]

27 03, 2019

How Do You Compete For Top Sales Talent As A Small Company?

By | 2019-03-27T03:03:27+00:00 March 27th, 2019|Uncategorized|0 Comments

A number of my clients are small to medium sized businesses.  One thing many of them tell me is that it’s challenging to compete with the big dogs such as Salesforce, Oracle, Amazon, and Google when it comes to hiring top sales talent. Not only do these large companies have strong reputations, but they also [...]

20 03, 2019

Beware of Online Company Reviews & Awards

By | 2019-03-20T18:32:23+00:00 March 20th, 2019|Uncategorized|0 Comments

I’m not afraid to admit that I’m one of the first people to peruse through the occassional online review. Whether I’m craving something tasty to eat and decide to look at Yelp, or I’m evaluating a new company on Glassdoor, I love a good review. Online reviews can make you feel much better about where [...]

17 02, 2019

Why Are BDRs So Difficult To Hire?

By | 2019-02-17T19:50:49+00:00 February 17th, 2019|Uncategorized|0 Comments

Historically, they go by a variety of different name, BDRs (Business Development Representatives), SDRs (Sales Development Representatives), or appointment setters. When it’s all said and done, all are more or less interchangeable. Over the past year, I’ve noticed a definite increase in the number of people who ask me, “Why are these roles so difficult [...]

17 02, 2019

Why Your Interview Process Should Take 2 Weeks

By | 2019-02-17T19:36:39+00:00 February 17th, 2019|Uncategorized|0 Comments

Right now it’s a candidate’s market, making it a challenge to find strong salespeople. When you do find the right one, it can often turn into a bidding war. These bidding wars tend to be very hard to win when you have some of the biggest and most reputable brands competing with your small or [...]

29 01, 2019

Don’t Hire A Salesperson Yet

By | 2019-01-29T02:40:48+00:00 January 29th, 2019|Uncategorized|0 Comments

When making a new hire, one of the worst things you can do is invest time and money into a salesperson with no plan of how to manage or train them. You are setting yourself up for failure, and likely going to see a high amount of turnover if this becomes a trend. A few [...]

23 01, 2019

Selling by Trial & Error

By | 2019-01-23T04:57:54+00:00 January 23rd, 2019|Uncategorized|0 Comments

Over the years, I’ve held a variety of different sales jobs.  These jobs have opened by eyes to the nuances that exist within the field in regard to approach and tactics. During this time, one of the things that I’ve noticed is how my approach to sales differed from my colleagues, and most other salespeople [...]

19 12, 2018

How Do You Know If A Company Is Being Honest About OTE (On Target Earnings)?

By | 2018-12-19T04:35:13+00:00 December 19th, 2018|Uncategorized|0 Comments

A common question that I ask on a daily basis is, “Why are you looking to leave your job?”. Too often, the response I receive is as repetitive as a broken record. I regularly hear “I was told I’d make $100,000 and I’m making $65,000 plus nobody on the team is above 80% of quota.” [...]

1 12, 2018

The #1 Mistake When Interviewing Salespeople

By | 2018-12-01T05:58:27+00:00 December 1st, 2018|Uncategorized|0 Comments

When I think back on the years I’ve spent in the recruiting space, I’m reminded of hundreds of salespeople that I’ve gotten hired. The commonality among most of these instances is that sales managers would express that, “We lost the candidate because another company was able to make a higher offer.”  Although this is sometimes [...]

28 11, 2018

Hiring Salespeople On A Budget

By | 2018-11-28T06:25:05+00:00 November 28th, 2018|Uncategorized|0 Comments

Sales, recruiting, and baseball; These three things are my biggest passions in life. Naturally, having grown up in Cleveland I’m a huge Indians fan. For those of you that don’t follow baseball, the Indians are a smaller market team, which means they can’t really afford to sign the big name players. Seemingly every year, like [...]