I have a fair amount of skepticism associated with the common process of taking hiring assessments in order to evaluate talent, and I’ve always felt this way. A significant factor in my healthy level of skepticism is that I’ve dealt with many companies that utilize these assessments like they’re the hiring bible. Despite this dissatisfaction [...]
A common line of thought among most companies is, “I want to pay for performance”. Meanwhile, almost every candidate for any given job is thinking, “I need a higher base salary. I have bills to pay”. So, who is correct in their thinking? In my opinion, there is no winner here, and both the companies [...]
I've seen many companies lowball candidates when it comes to giving them an offer. Although they believe they're saving money by paying below the "market rate," it's actually costing them a lot. Let’s take a look at five specific reasons why you should never give a lowball offer. 1.) They'll Take Another Job If the [...]
We can probably all agree that networking is a critical part of conducting business, especially as a salesperson. One of the biggest challenges that I’ve noticed facing salespeople today is their approach to networking. A common misstep that I observe often is that salespeople primarily network when they need something, as opposed to doing so [...]
Is an unemployed salesperson “bad”? Throughout the years I’ve dealt with hundreds of sales leaders. What continues to amaze me is how many of these individuals say, “A good salesperson should never be unemployed”. I have even done business with companies that refuse to hire unemployed salespeople. My answer to this interesting question is actually [...]
Something I’ll never forget is my very first sales encounter with the ever dreaded “e” word; ego. I was speaking with a candidate on the phone, and he just wouldn’t stop telling me how great he was. I later flew to seem him, and his ego continued to overtake the experience. He continued on about [...]
I get it. If you dial more, you generate more conversations, you schedule more appointments, and you close more deals. This seems like a very practical approach to cold calling, and I don’t even disagree with it. However, too many companies put the greatest emphasis on call volume, and not call quality. A Low Quality [...]
The unemployment rate has been hovering around 4%, and too many companies don’t fully understand how this translates to their business. To me it, that you need your salespeople more than they need you. The best salespeople, or the ones that are considered “A” salespeople, are in extremely high demand. Ultimately they don’t need your [...]
Today I want to focus on one sales strategy that has been very effective for me in the past. For me, the most effective way to achieve this is to simply ask the question, “Why?” This question can open the door to new lines of thought, and reevaluation. Several months ago, I met a Vice [...]
One of the most important lessons that I have learned personally, is that success is highly based on networking. If you do right by other people, they’ll do right by you. The lesson is fairly simple, yet it amazes me how many people don’t recognize the power that it holds. A Recently Burned Bridge I [...]
