CareerBuilder has a new article – Top 4 Strategic Interview Styles – that provides some thoughtful approaches to interview strategies. However, I take umbrage with the opening sentence: Interviews are the most important piece of the hiring process. Wrong. Of far greater importance is knowing what traits lead to success in the position. This truth is even more evident when hiring salespeople. If we were to pick one of these 4 interview styles, we would go with the “panel interview.” From the article (emphasis mine): Panel interviewing method forces the candidate to react to a variety of questions and personalities, and will show if the candidate can handle a situation… Read More
Continue ReadingPutting Your Value Proposition in Play
Why Should Customers Do Business with You? provides some guidance in determining your value proposition. A jaw-dropping stat from the opening paragraph (emphasis mine): …business consultant Jaynie Smith could find only two out of 1,000 CEOs who could name their competitive advantages. That’s a stunning figure because competitive advantage, and a company’s ability to trumpet that advantage to the marketplace, is the most surefire way to close deals, retain clients, and stay miles ahead of the competition, says Smith. I realize that CEO’s are occupied with all facets of the business beyond sales, but every company I have worked for has integrated the CEO into large customer interactions. At one… Read More
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