{"id":86,"date":"2006-06-06T18:43:28","date_gmt":"2006-06-06T23:43:28","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=86"},"modified":"2006-06-06T18:43:28","modified_gmt":"2006-06-06T23:43:28","slug":"chopping-down-trees","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/06\/chopping-down-trees\/","title":{"rendered":"Chopping Down Trees"},"content":{"rendered":"<p>Monster.com has an <a href=\"http:\/\/sales.monster.com\/articles\/horror_vacuum\/?WT.mc_n=rss2005_DMM\" target=\"_blank\">amusing, quick-read article<\/a> about sales demonstrations gone horribly wrong.  The example is predictable, but funny nonetheless.  Hidden inside this article is a reference to a tremendous Abraham Lincoln quote:<\/p>\n<blockquote><p>Abe Lincoln once said that if he had eight hours to chop down a tree, he would spend the first six hours sharpening the saw.<\/p><\/blockquote>\n<p>That euphimism is applicable to prospecting for new customers in today&#8217;s world.  Today, cold calling requires a salesperson to have, at a minimum, a cursory knowledge of the company and their basic business model.  Salespeople who cold call without that basic knowledge have sales careers that are already circling the drain.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Monster.com has an amusing, quick-read article about sales demonstrations gone horribly wrong. The example is predictable, but funny nonetheless. Hidden inside this article is a reference to a tremendous Abraham Lincoln quote: Abe Lincoln once said that if he had eight hours to chop down a tree, he would spend the first six hours sharpening the saw. That euphimism is applicable to prospecting for new customers in today&#8217;s world. Today, cold calling requires a salesperson to have, at a minimum, a cursory knowledge of the company and their basic business model. Salespeople who cold call without that basic knowledge have sales careers that are already circling the drain.<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[9],"tags":[],"class_list":["post-86","post","type-post","status-publish","format-standard","hentry","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-1o","jetpack-related-posts":[{"id":32,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/05\/interview-tips-part-3\/","url_meta":{"origin":86,"position":0},"title":"Interview Tips &#8211; Part 3","author":"Derrick Moe","date":"May 16, 2006","format":false,"excerpt":"The online training of candidates continues. This time, monster.com offers up Interview Prep Tips which provides a general overview of strategy for a successful interview (from the candidate's side). If you follow the link for Closing the Interview you will end up here. This complementary article is excellent advice for\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":439,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/work-life-perception\/","url_meta":{"origin":86,"position":1},"title":"Work-Life Perception","author":"Derrick Moe","date":"November 14, 2006","format":false,"excerpt":"Sales & Marketing Management has an quick-hitter of a story titled Motivational Forces in the Workplace. I thought we could keep the motivational\/rewards riff going from this morning's post, but this article is a quick rehash of a Monster.com study. The article is rather unremarkable except for this bullet point:\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":24,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/05\/more-from-monstercom-interview-cheat-sheet\/","url_meta":{"origin":86,"position":2},"title":"More from monster.com &#8211; Interview Cheat Sheet","author":"Derrick Moe","date":"May 13, 2006","format":false,"excerpt":"A cheat sheet from monster.com that is fairly comprehensive. These tips and prep questions are all excellent from the candidate side of the equation. These items become more troublesome when hiring salespeople. Even bad salespeople have some rapport-building ability that they incorporate into the interview process. There isn't a hiring\u2026","rel":"","context":"In &quot;Sales Candidates&quot;","block_context":{"text":"Sales Candidates","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/sales\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":690,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/10-simple-hiring-rules\/","url_meta":{"origin":86,"position":3},"title":"10 Simple Hiring Rules","author":"Derrick Moe","date":"February 24, 2007","format":false,"excerpt":"Monster.com offers Hire Great People: 10 Simple Rules which contains some straight-forward, sound advice for any hiring activity. The article starts out with one of the most important rules to hiring (and often least followed): Rule number one is clear, but very counterintuitive: Don't ever, ever hire somebody just like\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":259,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/08\/managing-other-communication-styles\/","url_meta":{"origin":86,"position":4},"title":"Managing Other Communication Styles","author":"Derrick Moe","date":"August 29, 2006","format":false,"excerpt":"Monster.com posted this article last week - Adapting Your Management Style. There isn't a lot of meat in this thing but it does address an important principle: Moniot helped the manager better understand different personality styles and then devised an innovative visual cue of a color-coded piece of paper, correlated\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1018,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/tips-for-extending-job-offers\/","url_meta":{"origin":86,"position":5},"title":"Tips For Extending Job Offers","author":"Lee Fratzke","date":"June 20, 2007","format":false,"excerpt":"I am going to chime in here a bit on the Velvet Hammer's post from below regarding the 1 week window for making offers to candidates. Last week, Selling Power had an excellent article in their newsletter that contained some great tips. Dan Miller, vice president of Talent Acquisition and\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"http:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/86","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=86"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/86\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=86"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=86"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=86"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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