I haven’t seen this quote before, but it comes from the JustSell.com daily newsletter: “Every strike brings me closer to the next home run.” Babe Ruth (1895-1948) American baseball player So much of sales success comes down to perspective and attitude. The Babe’s approach would be a good starting point for prospecting, especially if you are facing many “no’s” from prospects.
Continue ReadingThe Wrong Stuff
Are you aware of all of the interview questions being asked behind close doors at your company? There are many hiring managers who are unaware of what constitutes a good interview questions. Most managers know enough to avoid questions regarding marital status, religion and ethnicity, but how about the oddball questions? Don’t ask, don’t tell from MarketWatch discusses some of the odd questions that occur during an interview. “Why aren’t you married yet?” “Would you join a church to get a job?” Those are just two examples of questions job seekers said hiring managers asked them in a job interview, according to a new survey of more than 3,000 job… Read More
Continue ReadingSelling-You Can Always Get Better
ManageSmarter.com offers this article – If You Want to Improve, Train Your Brain – regarding the need for salespeople to have a broader skill set in today’s market. That is a trend we have seen over the past few years and one that is sure to expand. Ok, I know sports analogies can get tiresome, but I did appreciate the “subtitle” of this one (emphasis mine): “Selling is like golf: You will never be perfect but you can always get better,” Johnston explains. “Even the pros lose their swing at times, and it is good to get coaching when that happens.” You can always get better at selling – how… Read More
Continue ReadingTopgrading The Sales Force
That is an excellent turn of phrase from Dave Kurlan’s recent blog post. He provides an excellent explanation of how hiring processes regress to the stereotypical approach that leads to “safe” hires that don’t produce sales. I know Kurlan is accurate because we see this regression occur first hand. Companies often become frustrated with the process itself. Some would rather hire anybody than wait for the right person to come along. When they get frustrated they don’t follow the process and won’t listen to expert advice, defaulting instead to their old position of taking somebody they like, who fits the industry profile, rather than the other compromise, taking someone who… Read More
Continue ReadingA Cover Letter With Odd Confidence
This excerpt is from the cover letter of a salesperson: Telemarketing There is no better. willing to work Short Term, Long Term, Temp. Commision, depending on rate of pay. Currently i am working a sales job, however, i do not like it, although i am very good, great at it I am only making $7 an hour. Pass.
Continue ReadingThe New Newspaper
Newspaper subscriptions are plummeting and have been for some time. I think it is pretty clear that this trend is going to continue as newspapers struggle to redefine their product. The future for them appears to be online according to Media Daily News: WHILE THEIR PRINT EDITIONS CONTINUED to slide, newspapers enjoyed an online audience boom in 2007, according to the Newspaper Association of America, which says the total unique audience for newspaper Web sites increased 9% in the fourth quarter to an average 62.8 million per month, compared to the same period in 2006. The figure from October, when 63.2 million people visited a newspaper Web site, is an… Read More
Continue ReadingWho Reads Blogs?
Kevin Wheeler has a good article on the ERE website today titled What Makes a Blog Work? There is excellent information within the article if you are looking to start your own blog (something I strongly encourage). Here is a juicy tidbit: A survey published last fall by Forrester’s Charlene Li indicates that “24% of Gen Yers read blogs, which is twice as often as the 12% of Gen Xers (ages 27-40) and three times the 7% of Young Boomers (ages 41-50) that read blogs.” Those types of stats are always fascinating to me. After that, Wheeler provides 4 tips that all have merit: Short and Fun Personal Story-based Authenticity… Read More
Continue ReadingBright Spots In A Bad Economy
Yahoo HotJobs has a story out today titled Recession-Proof Jobs in 2008. First, I love this old media trick: Economists at Merrill Lynch and Morgan Stanley say the U.S. is heading for its first-blown recession in 16 years, and a recent CNN poll found that 57 percent of the public believe the U.S. is in a recession already, with the economy topping the list of voter’s worries. 16 years? How about 8 years ago with the tech bubble? Are we in a recession if CNN does a poll and people say we are? Please, I would prefer to read what measurements show that we are in a recession today. Enough… Read More
Continue ReadingDressed For Success-Take Two
Ok, the whole candidate attire topic seems to be floating around the areas of the web I patrol. CareerJournal.com offers a follow up article titled Tassels, Pantsuits and Other Interview Fashion Faux-Pas. Great title. Here is a quick description of the debate from the article: Perhaps it’s lamentable that a person should be judged on how he maintains his car interior or what he wears. “I’ve encountered far too many empty suits who are perfectly groomed but have little relevant knowledge,” wrote Marty Robins, an attorney in Buffalo Grove, Ill. “Conversely, many people who emphasize keeping current their technical skills and industry knowledge do not have time to spend preening… Read More
Continue ReadingHiring Well Sounds Simple
CNNMoney.com’s quick-hitter advice article titled 7 ways to avoid employees from hell offers some simple advice. How about this one: Hire well Even the lowest-level prospect – the kind who is typically hired quickly – should be thoroughly vetted by at least two interviewers. Check references. Well, yes, “hiring well” is the key to strong employees. Eating well is also a key to losing weight…but that doesn’t make it easy to do. Two interviewers is a good start. Objective assessments are a better plan. Having a structured hiring process is the best plan.
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