Where Salespeople Go Wrong in Client Meetings

Where Salespeople Go Wrong in Client Meetings

Steve Jobs had a great approach to meetings: he established a DRI - a directly responsible individual - For each line-item on the meeting’s agenda. This person was tied to the delivery and/or follow-up necessary to bring each task to completion.  

As a salesperson, you are always the DRI. Don’t leave your meeting without knowing what’s next.

While you can’t control every aspect of client relationships, controlling what you can is important. Organizing a productive meeting is one of those controllable factors.

When Will Your Sales Hires Reach a Tipping Point?

When Will Your Sales Hires Reach a Tipping Point?

The Tipping Point, by Malcom Gladwell is a staple in the required reading at most business schools. It’s defined as: That magic moment when an idea, trend, or social behavior crosses a threshold, tips, and spreads like wildfire. 

When applied to new sales hires, I think it can be translated into: That magic moment when your sales person stops costing you money and starts earning you money.

The Cost of Being an "Average" Recruiter

The Cost of Being an "Average" Recruiter

You leverage social media as part of your recruiting strategy… great! So does 92% of the recruiting profession.

You “bang the phones”… awesome! Is it more than 40-75 calls a day? Because that’s the number of calls the average recruiter makes each day.

But what is average to you? Is average a goal, a benchmark, or maybe even an excuse? In the recruiting profession, being average puts you here...

Hunter vs. Farmer - Perception vs. Reality

Hunter vs. Farmer - Perception vs. Reality

You need to hire a salesperson. So you write a job description that looks something like this:

“The ideal candidate is competitive, energetic, passionate and aggressive in their pursuit of excellence. Responsibilities include: generating new sales in prospective accounts, develop and maintain a database of qualified leads, follow up on new leads…”

Sounds familiar, right?

But what you really mean is this: “Looking for a savage animal who will bang the phones relentlessly.”