I’ve read many sales technique articles recently that discuss how to approach a prospect. Salespeople are expected to have a cursory knowledge of the company itself, it’s market and, to some extent, whether or not they have a solution that may be a fit for this prospective customer. Gone are the days of cold calling a prospect and asking what it is their company does. I think everyone can agree with that paragraph. So why do companies still expect hiring managers to go through the added discovery of sorting out communication styles, motivations and skill sets? Granted, most managers want to verify these items, but assessments provide a starting point… Read More
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