Your objective in a transactional sale is to sell your product or service: “This is what I have, do you want it?” There’s nothing wrong with that, especially if you make the sale!
But if more business and a long-term relationship with clients is what you’re after, you need to think about selling solutions. Selling project solutions is a different objective, which requires a different approach: “What do you need? I’ll provide it for you.”
A relationship sale is based on your…Continue
Added by Tim Giehll on August 31, 2011 at 2:56pm — No Comments
So you have been looking for a new gig for a while and finally you find one that is worth checking out. You get on LinkedIn and see if you know anyone in your network working there now or even in the past. You find out the company is indeed a place you could see yourself in the future and continue to take the next steps. You ask your colleague to make an introduction for you with the hiring…Continue
If you ask the same questions, you’ll get the same answers, and these answers won’t get you anywhere. When you’re making sales calls, adjust your mindset. Instead of seeking out orders, try to…Continue
Added by Tim Giehll on August 24, 2011 at 12:36pm — No Comments
When you think of a "salesperson", what is the association that springs to mind? Perhaps frustration, thinking of that annoyingly persistent individual at a shop, harassing you to add more products and services to your shopping basket? Maybe it's someone calling round at an inconvenient time to solicit window cleaning? These are better known as "transactional salespeople" and are the opposite of what a good business-to-business salesperson does.
bta wanted to investigate what the…
Can you teach someone to sell?
Most of the positions I’m recruiting for require this strange hybrid of technical skill / knowledge while being able to close deals. That’s right, I need technical Tier 3 help desk types with all the appropriate certifications that want to earn commission and don’t mind cold calling.
Nobody said it was going to be easy.
It does create some interesting conversations with my hiring…Continue
Added by Amy Ala Miller on July 20, 2011 at 5:07pm — No Comments
Listen to an interview with sales management strategist and talent management expert, Lee Salz, as he shares hiring and onboarding pearls.
Click HERE to listen to the interview.
Added by Lee Salz on July 19, 2011 at 2:44pm — No Comments
I am an Relationship Manager with 3 years experience within the HR, employment, and staffing fields. Experienced in large scale national, as well as, regional account sourcing. On-going Account Sourcing and Recruiting for multi-site locations in the pharmaceutical, manufacturing, engineering, communications, sales and start-up industries.
I will be posting positions I have available. If you would be interested in one of the opportunities, please feel free to contact me.
Added by Eric Wheatley on July 7, 2011 at 11:40am — No Comments
Added by Ben Baldwin - ClearFit on July 5, 2011 at 1:38pm — No Comments
There is a key question that top interviewers ask themselves when evaluating sales talent. In this episode of the Sales Management Minute, learn what these top interviewers ask that you should be asking too...and the indicators of candidate trouble.
Added by Lee Salz on June 28, 2011 at 11:04am — No Comments
Promoted and fired - on the same day! It could easily happen. In this episode of the Sales Management Minute, learn the keys to analyzing sales performance.
Click HERE to view episode.
Added by Lee Salz on June 22, 2011 at 3:55pm — No Comments
Separating your sales team into hunters and farmers may seem like a great idea. Before you implement it, check out this episode of the Sales Management Minute to learn how to avoid three common blunders.
Click HERE to view episode
Added by Lee Salz on June 21, 2011 at 2:52pm — No Comments
When hiring sales people, many sales managers seek out someone from within their particular industry, thus minimising risk, with the understanding that…Continue
Added by Steve Ludlow on May 26, 2011 at 9:00pm — No Comments
When I attend recruiting conferences and Human Resource meetings nationwide, inevitably the conversation works its way to attracting the Holy Grail of recruitment – the Passive Candidate.
It is valuable to listen carefully to that person’s definition of whom the Passive Candidate is. Generally companies define the Passive Candidate as someone who is doing a job at a high level within another company; and is perfectly content to remain…
Many students, particularly those attending university, are now choosing to get a part-time job alongside their studies.
Due to the increased cost of living, lots of undergraduates are increasingly finding that they are unable to have the quality of life they were hoping for simply by surviving on their student loan.
Others without the luxury of a loan to pay for their tuition fees must balance their studies with part-time or even full-time employment, in…Continue
Added by Randstad on April 13, 2011 at 8:00am — No Comments
Imagine that you’re one of the thousands of job boards that provided Indeed with job postings from its inception. Imagine that in addition to providing those jobs (which turned Indeed into the most visited job site on the web), you also spent money promoting those same jobs – thus providing Indeed with a lucrative source of income. Imagine that, in return, Indeed provided your job board with a stream of inbound referrals (both organic and…Continue
One of the first business lessons I learned many years ago was that it is often better to havemany smaller customers than fewer large ones. At the time, I was learning the ropes from a battle-hardened magazine publisher. He said (in reference to my naive comment that I would rather have Microsoft as an advertiser than a dozen smaller ones), “Where are you when your big customer decides to ‘shift focus’? Your loss will be 100% of income, rather than 15% or 20%. How long does…Continue
Does NO really mean NO? The simple art of getting to YES!
How do you feel when a potential customer, client, or recruit says “NO” to you? Is it what you expect? Often times it is exactly what we expect to hear. Why is this? Maybe it is because many recruiters, hiring managers, and sales people have been conditioned to believe that they have to get a lot of No’s before they get to a Yes? The process of trying to break down the prospect to get to a yes is not a good sales or hiring…Continue
I worked for two national recruiting firms before opening my own shop. The heads of these firms are fantastic and I have nothing but respect for them and the firms they built...multi-office, multi-vertical, highly successful businesses in their own right; more than most of us can ever attest to. But one thing that drove me crazy at every national meeting was that the only difference between their addresses to the managers/directors/VPs and top billers was the sign…
Look at the title, and think about whether or not you pay attention to everything said to you in a given day; or do you hear only what you want and fill in the blank spaces with noise? In a job such as recruiting or sales, the ears are almost more important than the eyes when it comes to making decisions. Any time a decision needs to be made; it is best made when all the information is at hand, and that no nuances or misinterpretation is at hand. I have a calendar at home, and one of the…Continue
Added by Daniel J Smith on February 23, 2011 at 2:50pm — No Comments
In our last post, we outlined some of the key trends (and implications) you’re going to face in 2011. So how can you ensure that you have a great year?
a. Define your target client – what kinds of employers are the BEST match for your capabilities and approach to service?
b. Clearly define your positioning – determine exactly how you want to be…Continue
Added by Tim Giehll on February 18, 2011 at 2:18pm — No Comments