Collaboration Kills Commoditization

Derrick MoeNo Comments

There is a trend developing in the sales world that has caught my eye over the past couple years.  This Sales & Marketing Management article opens with a terrific summary of what I have experienced (emphasis mine): According to Harvard Business Review, “Traditional sales methods are increasingly unproductive. In fact, aggressive sales styles and product-focused selling are now so outdated that some customers are simply refusing to meet with salespeople using these techniques. In this situation, focusing on product features in the sales meeting is a waste of everyone’s time. In fact, there is plenty of evidence that high-performing sales people are those who listen and respond, who are flexible,… Read More

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Sales Departure Time

Derrick MoeNo Comments

I do think there is an impending, colossal jump of sales talent in the very near future.  The Herman Trend Alert speaks to this potential in their latest report: According to a new CareerBuilder survey, more than one-quarter (28 percent) of sales employers are concerned about losing their high performing workers in the second quarter, while more than one-third (35 percent) of sales workers said it is likely they will start looking for a new job when the economy picks up. And here is why: Increased workloads, longer hours and fewer resources related to the recession may be contributing to job dissatisfaction. Looking at key factors that influence job satisfaction… Read More

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2010 Unemployment

Derrick MoeNo Comments

9.3 to 9.7% That’s right, that is the expectation for the 2010 unemployment rate from the Federal Reserve based on this abcnews.com story.  I find that number shockingly high, but it is realistic. Then there is this bit of information from Reuters (emphasis mine): Speaking at American Economic Association’s mammoth yearly gathering, experts from a range of political leanings were in surprising agreement when it came to the chances for a robust and sustained expansion: They are slim. Many predicted U.S. gross domestic product would expand less than 2 percent per year over the next 10 years. The depressed economy combined with the high unemployment numbers has started to change… Read More

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Swamped By Applicants

Derrick MoeNo Comments

I am hearing more discussions about incredibly large responses to sales job postings in this present economy.  Some of the companies I talk to are overwhelmed by the sheer numbers of resumes they receive.  I went back to look at an old article we wrote back in 2005 when the economy was in a much stronger position.  In today’s economy, the points are even more applicable: If your ideal sale starts at the VP level, state in your ad that a needed skill is the ability to communicate at the VP level.  If your sale involves many competitors, state in your ad that the successful candidate is able to close… Read More

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When Will It End?

Derrick MoeNo Comments

The Great Recession roars on during this holiday season.  Our company is focused on sales hiring, both assessing candidates for our customers and running full recruiting processes.  The hiring outlook is of great importance to us and a topic I try to track closely. That being said, this abcnews.com article provides a mixed bag (emphasis mine): The November outlook by the National Association for Business Economics, which is set to be released Monday, shows economists expect net employment losses to bottom out in the first quarter of next year. Employers are seen starting to add to their payrolls after that. I would be more comforted by these economists if I… Read More

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The Future Of Social Networking

Derrick MoeNo Comments

The Herman Trend Alert’s topic this week is the future of social networking.  An excerpt for you (my bolding): “Social networking is in its infancy”, says David Nour, Relationship Economics CEO and Web 2.0 guru. “We’re on the upward swing of the hype cycle”. Lots of people are discovering the power of Social Networking and investing their time and energy to make it work for them. “The real power and promise of Social Networking is a mass collaboration platform, accelerating one’s ability to get things done”, adds Nour. Enlightened individuals are shifting from “not invented here” to “invented everywhere.” It gives us the opportunity to extend our reach beyond any… Read More

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Down 25%

Derrick MoeNo Comments

That is the number I continue to hear from salespeople in a variety of markets when I ask them how are sales?  That is a staggering number when you think about it.  Unfortunately, those are the times we live in for now. I continue to believe that the best method for offsetting this decrease is to go take business from your competition.  Who are their top customers?  Those accounts must always be your top prospects in any economy. In today’s economy, I believe it will be difficult to persuade companies to invest in new purchases.  However, if they are currently buying from a competitor, salespeople need to unhook the business. … Read More

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2 Jobs In 1

Derrick MoeNo Comments

The Wall Street Journal offers an article about companies combining 2 jobs into 1 and then hiring based on the lower level job.  The author explains it better than me: Some job hunters have been encountering a new kind of downsizing: companies that aren’t eliminating positions entirely, but are combining a mid-level position with a more junior one — then advertising it as a junior slot and offering a lower salary. I’m not sure this is the best approach to hiring in that you often get what you pay for.  One of my suggestions would be to assess the candidates if you go this route.  There are many talented, young… Read More

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Relationships Drive Sales

Derrick Moe1 Comment

Selling has always been about relationships, but it is becoming more significant in today’s world.  According to a recent study referenced in this Selling Power.com article – The Relationship Imperative – product superiority is not as big a driver in customers’ decision-making process. “Product superiority used to be a big advantage for companies,” says Jim Dickie, partner at CSO Insights. “But collapsing product lifecycles is changing that. If a competitor doesn’t have a feature or function today, they can catch up a lot faster than they could in the past.” The result: product superiority has dropped down to the number three reason companies win deals with just 35 percent of… Read More

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The Demand For Salespeople

Derrick Moe1 Comment

Salespeople, with strong skills, are always in demand in any economy.  Certainly some sales opportunities have an ebb and flow tied to the current economic conditions, but those are mainly business-to-consumer positions.  From that understanding comes a 2008 sales hiring outlook from Monster.com. First key graph: In 2008 as always, salespeople in nearly any industry will find work, if they’ve got the contacts, the product knowledge and the street savvy. “Any successful salesperson in any industry is able to write their own ticket,” says Brandon Gutman, director of marketing and business development for recruiter Stephen-Bradford Search in New York. Couldn’t agree more.  As companies make difficult decisions, some strong salespeople… Read More

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