STAFFING UP: PART 4
FURTHER SCREENING APPLICANTS WITH A PHONE INTERVIEW Over the last few weeks, we’ve examined the best way to handle hiring staff in today’s job market. Just as it is a buyer’s market in real estate, it...
View ArticleSTAFFING UP: PART 5
HOW TO CONDUCT FACE-TO-FACE CANDIDATE INTERVIEWS For weeks, we’ve been going over the steps on how to find the best candidate to fill an open position. After years of not hiring, many have gotten rusty...
View ArticleFIRST IMPRESSION… LASTING IMPRESSION
Everyone knows the cliche “You never get a second chance to make a good first impression.“ Getting off on the right foot when meeting someone new cannot be overemphasized. People tend to stereotype...
View ArticleTHE ELEVATOR PITCH: GETTING YOUR POINT ACROSS IN TWO MINUTES OR LESS
I’m sure every entrepreneur, salesperson and business owner has thought, at one time or another, “I know I could help (fill in the person or company’s name) if I could just get them to talk to me for...
View ArticleEMAIL AS A SALES TOOL
Are you e-mailing hundreds or thousands of anonymous prospects in lieu of calling them? Has e-mail become your selling ‘crutch’ of choice because it gives you the impression that you are bypassing the...
View ArticleSELLING IN AN ECONOMIC RECOVERY
It used to be that if a person wanted to make ‘big money’ fast (and they weren’t technology gurus, inventors or scientists), he or she became a salesperson. Case in point. During the most recent real...
View Article32 QUALITIES OF A TRUSTED ADVISOR
What does it mean to be a trusted advisor? The term ‘trusted advisor’ has been used and abused to the point where it has lost its meaning. Salespeople, pushing to establish overnight relationships...
View ArticleTHANKSGIVING EVERY DAY
With Thanksgiving Day just past, I’m sure many took time last week to think about all the things for which they were grateful. As Martha Stewart would say, “It’s a good thing.” Perhaps you took a...
View ArticleGIVING THANKS: THE ART OF GIFT-GIVING AT WORK
Last week, we considered the concept of having a truly thankful heart every day, not just on Thanksgiving Day. A genuinely grateful attitude is empowering and uplifting for both you and those around...
View ArticleFINDING YOUR BLIND SPOTS
Everyone has a blind spot in their eyes. Located in the back of the eye, there is a point on the retina where the optic nerve joins. This point has no color or light receptors at all. The lack of light...
View ArticleMeasure Marketing Effectiveness
At many companies, marketing is seen as a creative, costly — but often vague — process. Unlike sales, which is viewed as the revenue-generating golden child, or operations, which is seen as the...
View ArticleTo Be A Top Salesperson in 2015, Embrace Rejection!
Being a salesperson can be a challenging – and at times even downright daunting — occupation (which is perhaps why they are usually very well-compensated). Selling involves a number of skills that...
View ArticleHandling Difficult People – Part 1
Part 1: The Challenging Client According to Sam Walton, founder of Walmart, “There is only one boss. The customer. And he can fire everybody in the company from the chairman on down, simply by...
View ArticleThe Six Keys to Fulfillment and Work-Life Balance
In the U.S., work consumes a huge part of most people’s lives. In 2014, 40% of all U.S. employees worked an average of 40 hours per week, not including the time it takes to get ready to go to work and...
View ArticleTop 10 Reasons Employees Stay with their Employer, Part 1
According to the U.S. Bureau of Labor Statistics, employee turnover is highest in industries such as hospitality, banking and finance, healthcare and the service sector. Turnover also seems to vary by...
View ArticleThe Many Facets of Leadership – Part 3
Word Count: 1468 Estimated Read Time: 6 min. Mistaking Confidence for Competence Hiring managers often claim to prefer employees with the right character traits and organizational fit over those...
View ArticleThe iGen and the Alpha Generations
Word Count: 1,309 Estimated Read Time: 5 min. The first rule of sales is “Know Thy Audience.” Anyone who deals with sales and marketing probably knows at least a little about the various...
View ArticleThe Video Revolution – Part 1
Word Count: 1,347 Estimated Read Time: 5 ½ min. Using Video to Recruit and Hire The video revolution has been six decades in the making. The first video cameras to capture color images were used...
View ArticleThe Video Revolution – Part 4
Word Count: 1,856 Estimated Read Time: 7 ½ min. The Video Revolution – Part 4 Using Video for Marketing In a world where reading has become increasingly passé, video is emerging as the go-to tool...
View ArticleStaying Top-of-Mind… For Better or Worse?
Word Count: 1,432 Estimated Read Time: 6 min. Part One: For Better There’s a saying that goes: “Talk good about me; talk bad about me; just as long as you’re talking about me!” It is also...
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