29 10, 2019

The First Interview Call Is Crucial When Hiring!

By | 2019-10-29T05:03:44+00:00 October 29th, 2019|Uncategorized|0 Comments

“You only have one chance to make a first impression.” This saying is known to everyone, there is a lot of truth to it. Despite the widespread understanding of this saying, in this very tight job market, I’ve witnessed many organizations begin the interview process poorly. This unfortunate circumstance ends up turning off top candidates. [...]

30 08, 2019

Should Salespeople Work Remotely?

By | 2019-08-30T02:55:22+00:00 August 30th, 2019|Uncategorized|0 Comments

It is becoming very common for salespeople to seek out jobs that allow them to work remotely. The digital age makes this a real possibility for workers, and many of them are trying to make the most of this new “office-less” era. I personally speak with many candidates who express interest in this path, even [...]

2 08, 2019

Why Hiring BDRs (aka Appointment Setters) Are Hot!

By | 2019-08-02T03:06:47+00:00 August 2nd, 2019|Uncategorized|0 Comments

I haven’t seen a hotter market for salespeople over the course of my sales recruiting career, especially for BDRs. Some of you reading this might not be familiar with the term BDR, which stands for Business Development Representative. This term is essentially interchangeable with titles such as SDR (Sales Development Representative), Lead Generation, and Appointment [...]

9 05, 2019

Why Are We Teaching Cold Calling But Not Cold Emailing?

By | 2019-05-09T19:33:04+00:00 May 9th, 2019|Uncategorized|0 Comments

A majority of sales organizations that I’ve worked with do a nice job of training their salespeople on the phone and preparing them for cold calling. Over the years, I’ve worked with hundreds of these types of sales organizations, which has provided me with a strong understanding of what’s working and what isn’t. Many of [...]

2 05, 2019

Want To Close Deals Without Cold Calling? Try This.

By | 2019-05-02T02:06:48+00:00 May 2nd, 2019|Uncategorized|0 Comments

The number of articles that I’ve read over the years along the lines of, “Don’t cold call, warm call” is abundant. Many of these articles shared similar content about the importance of networking, which is something that I significantly agree with. However, not many of these articles spend time focusing on the importance and power [...]

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 [...]