Soft Skills Needed In Sales

The customer experience shift occurring right before our eyes is causing a sea change in sales.  The transactional sale is being consumed by a myriad of company websites offering products and solutions.  I think this description from the TTI blog deftly describes the trend in sales hiring: Only a few decades ago, a customer was mainly dependent on what was on supply. These days, a customer has so many options that the customer journey has become a key concept in the boardroom. Whoever delivers the most flexible, attractive, trustworthy and innovative product and/or support wins over the customer. The change is a supply issue – prospects have multiple solutions at… Read More

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1 Minute On The Internet

This information is difficult to comprehend.  These are the activities that happen in 1 minute on the Internet in 2019.  I don’t know how this information is calculated, the numbers are staggering.

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The Shrinking Attention Span vs. Relationship Sales

Here is a problem I have seen developing in sales over the past 10 years – shorter attention spans in salespeople having to deal with longer sales cycles. First, some background from a quick American Management Association: Whenever I teach students, I tell them, “Your chance of being successful has gone up exponentially because all you’ve got to do now is actually try to pay attention for more than five minutes.” Ok, that is disconcerting.  You can see where this is going.  The integration of the Internet into our lives has provided prospects with a unique ability to research your company, and more importantly, your solutions.  We often talk about… Read More

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Interviewed By A Robot

You’ve probably used the term “robot” to describe some of the people you have worked with or, in my case, some of the hiring managers with whom I interviewed over the years. But I’m not talking metaphorically now.  This BBC news article introduces (is that the right word?) us to Tengai, the job interview robot. Here is Tengai: If Tengai is here, surely our robot overlords are not far off in the future.  Can you imagine interacting with that robot on a serious job interview?  The European company that has created Tengai explains their thoughts on the robot’s interactions: The firm has spent the past four years building a human-like… Read More

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It’s All About Their Career Path

LinkedIn recently surveyed over 10,000 people who changed jobs in 2015 to find out why they made a change.  Some interesting findings: #1 reason they left – Lack of advancement opportunities (45%) #1 reason they choose their new employer – Career path & opportunity (59%) I’m convinced that there are always a myriad of reasons behind a job change, but the primary reason is simply the most interesting.  I’ve been beating this drum for some time, but it warrants repeating – you must provide a general career path to all new hires today.  Many times in sales the thought process is to simply hire a strong salesperson and let them… Read More

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Tattoos Hurt You

I’ve written about this before, but it keeps coming around – tattoos hurt your chances of landing a job according to this salary.com article.  I am a bit old to participate in the tattoo craze so I probably come across as a stodgy old man on this topic.  However, the millennials seem to be enthralled with tattoos even in open sight.  To give you proof: A recent study from the Pew Research Center found nearly 40% of people between the ages of 18 and 29 have at least one tattoo… Think about that stat – 40%!  That is more than a fad.  But here is where the problem develops: The… Read More

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Managing Paradoxes

From the Herman Trend Alert email newsletter (sorry, no link): Agile Thinking Skills. In this period of sustained economic and political uncertainty, and, agile thinking and the ability to prepare for multiple scenarios is vital. In industries that face significant regulatory and environmental challenges, including life sciences, and energy and mining, the ability to prepare for multiple scenarios is especially important—72 percent and 71 percent respectively, compared with 55 percent for the overall population of respondents. To succeed in the changing marketplace of the future, HR executives also placed a high premium on innovative thinking (46.0 percent), dealing with complexity and managing paradoxes (42.9 percent). I couldn’t agree more with… Read More

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Spinning The Bad Economy

The economy is in rough shape as most people know.  However, I give credit to the Business Journal for attempting to spin a good story out of this hot mess.  Here is the headline: Challenger report: June job cuts hit 13-month low Sounds positive and they lead off with this info: Nationally, the country’s employers announced plans to slash 37,551 jobs in June, down 39 percent from May, which marks a 13-month low for planned cuts, according to a new report from human resources consultancy Challenger, Gray & Christmas Inc. Ah, but the truth often lies in the later paragraphs: Still, halfway through 2012, there have been a total of… Read More

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It Is All About Communication

From today’s Herman Trend report (emphasis mine): The other highlights of the study are fascinating: the least happy of the generations is the Baby Boomers. They expressed the strongest discontent with their employers and the greatest frustration that their loyalty and hard work have been neither recognized nor rewarded. “Almost one-third (32 percent) of Baby Boomers surveyed say a lack of trust in leadership is a top turnover trigger—the highest ranking by any workforce generation.” Employers are most vulnerable to lose their Generation X workers. Lack of career progress is their top exit trigger (65 percent). Only 28 percent of Gen X employees surveyed expect to stay. This intention to… Read More

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A Hiring Boom

Well, it is good to be back at it after a nice Christmas break with the family.  It is even better to come back to read an article like this one from CNNMoney.com.  How about this: "We’re looking at some leading indicators on employment, and they’re all flashing green lights," said Bernard Baumohl of the Economic Outlook Group, a Princeton, N.J. research firm. Though most economists still expect a painfully high unemployment rate of about 9% at the end of this year, Baumohl and others think that stat masks more important signs of strength. Baumohl and some other economists forecast between 2.5 million and 3 million jobs being added to… Read More

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