In January I am often asked, “How do you develop your sales and recruiting strategy and what will your underlying tactics be to ensure you hit your goals in the upcoming year?” “How do you plan for the new year?” “How do you intend to identify new accounts and decide what market segments [...]
Artices Tagged ‘sales’
2010 Strategic and Tactical Sales Planning
January 29th, 2010
The Art and Soul of Hiring Professional Sales Talent
November 3rd, 2009
The interviewing and evaluating of sales professionals is a lot like raking leaves on a windy day in early November. If you insist on trying to get every leaf into the bag, or uncover every last candidate in the available talent pool and scrutinize all of their credentials, the process will overwhelm you. A process that can [...]
Master the Art of Patience to Yield Big Results
June 24th, 2009
For as long as I can remember, patience has never been my virtue. One thing I have learned from my career in professional sales is that patience is a critical success factor. So I thought I would discuss the importance of patience and how it can play a key role in your success in the world [...]
The Toughest Objection of Them All
June 3rd, 2009
If you are like most sales and recruiting professionals in the staffing industry, you’re probably frustrated hearing your prospects and customers tell you, “We’re not hiring and we have no budget.†How does one overcome such an objection? Better yet, how does one even engage in a meaningful conversation when you know your prospect or customer is [...]
Five Sales Habits of Top Recruiters
May 18th, 2009
I’m excited about my third-annual appearance at Fordyce Forum next month, and I really look forward to it each year. My topic for Fordyce 2009 in Las Vegas is Sales & Marketing Skills for Recruiters. After all, recruiting is selling! Everyone is always looking for the silver bullet that can take them to the next level. [...]
Cold Calling Tips & Techniques for Selling Staffing Services
April 22nd, 2009
Unless you were born into royalty, you are a former president of a country, or a CEO of a Fortune 500 organization, you are going to have to make cold calls in order to be successful in the field of sales. It’s fascinating when marketers promote “cold calling is dead,†“cold calling doesn’t work,†and “stop [...]
Strategic, Tactical Sales Planning for the New Year
December 23rd, 2008
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