Monster.com has an amusing, quick-read article about sales demonstrations gone horribly wrong. The example is predictable, but funny nonetheless. Hidden inside this article is a reference to a tremendous Abraham Lincoln quote: Abe Lincoln once said that if he had eight hours to chop down a tree, he would spend the first six hours sharpening the saw. That euphimism is applicable to prospecting for new customers in today’s world. Today, cold calling requires a salesperson to have, at a minimum, a cursory knowledge of the company and their basic business model. Salespeople who cold call without that basic knowledge have sales careers that are already circling the drain.
Continue ReadingThe Tightening Market
Strangely the economic news seems to have a hard time making it in to the mainstream media. In case you missed it, unemployment is down to 4.6% which is the lowest it has been since July 2001. We have entered our 34th straight month of manufacturing expansion – the longest stretch in almost 20 years. The labor market has tightened dramatically and finding strong candidates is becoming more challenging. We endorse the approach of looking for talent that will transfer into the needs of your position. When we define a sale, we build a blueprint of the skills, aptitudes, motivations and style that will be the best fit for successfully… Read More
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