When recruiting for sales positions, many may feel all sales jobs are similar. This is fairly far from the truth, however, as business to business sales (B2B) and business to consumer (B2C) sales are each distinctive. While sales careers often offer the advantage of mobility within one’s career, experts agree it can be difficult to change types of sales careers.
What are the Major Differences between B2B and B2C?
I have trained thousands of recruiters in my time. So I would like to think that I know what works and what doesn’t.
Recruiting is sales.
There. I said it.
Sure it’s about helping candidates get jobs; or finding the best talent for employers. But when all is said and…Continue
Besides the regular recruitment processes with all of your staff, someone you want to be on your side, at the best and worst of times, is the Sales Executive.
Their role in your company is vital to stepping up on a spectrum of the business world. However, these are a few things to take a step back if you happen to see them in front of you...
I recently read a blog post “Think Recruiting Is Sales? Think Again.“ and then Amy Ala wrote a response …Continue
I’ve always thought of my profession as sales. Always. I started recruiting in the early days of the internet, where training was basically “wanna buy a chicken? No? How about a duck?” until I got my hands on some Danny Cahill Placement 2000 VHS tapes.Ahhh then I was in…Continue
This baffles me.
If we manage our client’s expectations, if we let them know exactly what they can expect and then deliver on, and if possible…Continue
Any person who works in sales, recruitment or executive search knows we get our fair share of "no's". No matter how much industry intelligence and experience you put out there we know that not everyone will use it. So when people come direct to us for our expert advice, we feel it's well…Continue
Rule 001 Once you have their money, you never give it back.
Rule 002 The best deal is the one that brings the most money.
Rule 003 Never spend more for information than you have to.
Rule 006 Never allow family to stand in the way of opportunity.
Rule 007 Keep your ears open.
Rule 008 Small print leads to large risk.
Rule 009 Opportunity plus instinct equals money.
Rule 010 Greed is eternal.
Rule 011 Even if it’s free, you can always buy…Continue
Added by Keith D. Halperin on October 11, 2013 at 3:20pm — No Comments
Having to tell my son, Ben, his dog had to be euthanized this past Tuesday is now on my top ten list of life’s crappy moments. Seeing him cry as he said goodbye to Max, yep, that’s on the list as well. That same day, a girl with whom he was starting a relationship suddenly ended their friendship by text. As Ben put it, “this day can’t get any worse.”
As a Dad, I want to shield Ben from these hurts in life. But I can’t, which really pisses me off at times! So I did the next best…Continue
Added by Scott Wintrip on October 3, 2013 at 10:37am — No Comments
Cans work well for beans and vegetables but fail miserably in sales. Yet, many sales organizations mandate that salespeople memorize or read specific soundbites designed for specific situations. Would you want to be on the receiving end of one of these impersonal, canned statements? This type of sales practice is just one of many reasons why people dislike hearing a sales pitch.
In Sales Yoga, we practice the art of Integrative Questioning to build rapport, develop…Continue
Added by Scott Wintrip on May 30, 2013 at 8:30am — No Comments
Earlier this week, a salesperson told me about a difficult conversation she was about to have with a client. In asking for my advice, she said there was a chance this customer will ask for a price reduction and that she’d have to do a “dog and pony show” to convince them to keep working with her at the current rate.
I told her she needed to “kill the dog and corral the pony.” As you may suspect, there was a long pause on the other end of the phone after such a startling…Continue
Added by Scott Wintrip on May 2, 2013 at 9:30am — No Comments
Scott explains the four ‘C’s’ that will allow you to craft powerful sales and marketing messages.Continue
Added by Scott Wintrip on February 15, 2013 at 8:26am — No Comments
‘Only in our dreams are we free. The rest of the time we need wages.’ - Terry Pratchett
In the words of Terry Pratchett I felt it was time to stop dreaming about being a footballer or generally some sort of famous person and get some wages. I decided to become a sales person as it seemed to fit in with my…Continue
Added by Lipton Fleming on January 24, 2013 at 4:54am — No Comments
The big question I'm really interested in is this: What's in the best interests of the candidate and client... a consultative approach, or a sales approach?
After all... the "better" recruiters in our industry always focus on the big "close". For these recruiters, every aspect of their work resolves around…
As the holiday shopping season kicks into gear, retailers reported 6.6% gains from Black Friday and a 24% increase in online sales. We've been closely following hiring demand in the retail trade sector over the past few months and decided to take an updated look at retail sales online job ads. Between September 1 and November 15, Retailers placed more than 72,000 new…Continue
Added by Carolyn Menz on November 29, 2011 at 9:07am — No Comments
Let me throw all the crap against the wall and lets just see what sticks!! It seems to me that the older I get; the more I hear about the people who have forgotten about why they got in “The Game” and settle instead into complacency and give up on the successes they had plans for or the dreams they once held near and dear. This is not…Continue
Today I thought I would take a detour off of the beaten path and look with a fresh insight at what it takes to dream and to create…
The mind is a wonderful thing; always operating even when we are sleeping. It provides us with a place to store knowledge and ideas, and when it is functioning properly it challenges us to create a better lifestyle for ourselves and our family. It is full of untapped potential for imagination, creativity, or a source which provides the…Continue
Added by Daniel J Smith on July 22, 2011 at 9:00am — No Comments
To me, there seems to be two types of people in the workforce: Those that can and those that wish they could. Once we realize which of the two groups we are currently in, then we can take the steps necessary to advance to the more prestigious group. It has been beaten into us from the time we are old enough to understand that we always have to be…Continue
Added by Daniel J Smith on July 19, 2011 at 9:00am — No Comments
In a sales interview, when asked, "What percentage of budget did you achieve in the last measurable year?" often the answer is, “100%”. Look at the leader-board in any sales organisation and a very small portion of the team is actually…Continue