I’m traveling for business this week (I’m in Tewksbury, MA as I type) and heard a sales discussion in the lobby this morning. One salesperson was working hard to convince 2 others about, well, I’m not sure the exact pitch, but it did involve purchasing produce. Hear is what caught my ear during the salesperson’s pitch: Nobody knows more about tangerines than Jim… Absolutes = unbelievable. Absolutes like always, never, nobody, etc. trigger an effect in prospects to disprove or doubt it especially if they are not familiar with the absolute being stated. Jim may know more than anyone else, but I am skeptical. Instantly I start wondering about who… Read More
Continue ReadingA Filtering Economy
This economy is tough for everyone but especially for salespeople. Money is tight, companies are delaying decisions and jobs are on the line. Yet, through it all sales must continue…and they do. One, well, macabre thought through this time is that this economy is a tool that separates the order takers from the closers. If you think about it, the salespeople who have rested on a strong territory, one large customer or golden leads are now having to face a prospecting situation. For some this is a nightmare of slasher movie proportions. I have seen a company’s perception of a “strong” salesperson change dramatically during similar economic times. This downturn… Read More
Continue ReadingThey May Not Be High Tech
Honestly, I read this line on the “about us” page of an engineering company’s website: All information and engineering is conducted using networked personal computer workstations. Do you think that even warrants a single line on a website? The context of the sentence was to support their cutting-edge approach. As a candidate, I would have some serious concerns after reading that sentence.
Continue ReadingJob Ad – Requires Skin Lotion
Another example of proof-reading being foolishly replaced by an automated spell check: Lead the development, scheduling and distribution of market/sales client tough points (new product launches, enhancement announcements, holiday cards, etc.) That is from an employment ad that, despite using lots of words, does not identify the industry beyond – manufacturing. Maybe Mickey Rourke will apply.
Continue Reading10 Cold Calling Nuisances
I hate to admit it, but I’m a fan of Jeff Foxworthy and his, “You know you’re a redneck if….” Eyes on Sales has an article by Drew Stevens that puts a spin to Jeff’s famous cliche, “You might be a cold calling nuisance if…” Drew has 10 quick tips that are great reminders that you should review before making a cold call. So here goes, you may be a nuisance if . . . You pick up the telephone and have no idea who you are calling. After hello you begin with chitchat. Speak with conviction and have a purpose for every call. You call and have conversations with… Read More
Continue ReadingTravel Time
This economy has caused many companies to limit travel and rightly so. Discretionary travel is restricted. However, salespeople still need to get on the road and visit customers even if it is just across town. National and international travel is still needed too. The first, obvious reason is true no matter what the economy – there is still business to be had out there. I think the drumbeat of negativity from the media gets many people to think outside of the right context. The economy, slow as it is, continues to move. Deals are being closed and products/services are being purchased. There is no option to close down the country… Read More
Continue ReadingBest And Worst Jobs For 2009
I was disappointed when I didn’t see salesperson on the list of best jobs for 2009 at Recruiting Trends, but at least it wasn’t on the list of top 10 worst jobs! Here is the list of top 10 best & worst jobs: 10 BEST RANKED JOBS Mathematician Actuary Statistician Biologist Software Engineer Computer Systems Analyst Historian Sociologist Industrial Designer Accountant 10 WORST RANKED JOBS Lumberjack Dairy Farmer Taxi Driver Seaman Emergency Medical Technician Roofer Garbage Collector Welder Roustabout Ironworker Derrick adds: I just encountered a position for the worst list – trade show salesperson. I heard a call yesterday that was quickly dismissed by the decision maker. I have… Read More
Continue ReadingWhere The Jobs Aren’t
When the economy is in a downturn, most people wonder when will it bottom out. I’m not sure if we have bottomed yet or not, but Yahoo has a quick story listing the 5 cities that will lose the most jobs this year (speculative, of course): The New York area is expected to lose 181,000 jobs in 2009, the report said. Consulting company IHS Global Insight produced the report for the group. The Los Angeles area is expected to see 164,000 lost jobs, in part because of the huge drop in home prices that has punctured the California economy. After New York and Los Angeles, the Miami area is expected… Read More
Continue Reading“Stable” Sales Recruiting
There is a common marketing approach used in recruiting that states some form of “we locate the candidates who aren’t looking.” I suppose the hook is that we can find amazing candidates that you can’t find. It’s a hook, I guess. Anyway, here is one I received in an unsolicited email: What we do is go after the best candidates & the elite that are not currently looking for a job as they already have one. We personally present and sell your specific company’s opportunity to their individual needs. Our clients find that these hidden candidates are more stable, more qualified and haven’t been interviewing all over town. Stable? More… Read More
Continue ReadingStarTribune Circling The Drain
My apologies to Bob Dylan, but the chapter 11 bankruptcy of one of our local papers, the StarTribune, has been a slow train coming. Clearly this is one of the worst dailies in the entire US. Mismanaged, cash-strapped and unbelievably biased, this newspaper has been on the edge of inevitability for 2 years. Yesterday they finally filed. I am certain they will cut costs and restructure their debt before coming out of bankruptcy, but in the end I don’t think it will matter. The game has changed; day-old news printed on paper is a thing of the past. The world is steadily moving towards instant, on-demand. Clearly reporting will continue…it… Read More
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