Most professionals go into sales because of the potential for substantive financial rewards. However, there will always be competitive companies that offer great salespeople more money. This is especially true for small to midsized businesses that don’t have deep pockets for new hires. Money isn’t the only way to motivate salespeople as many salespeople are [...]
“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. [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
