All Blog Posts Tagged 'sales' (188)

Promoted and Fired - On The Same Day!

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

The Hunter-Farmer Strategy: 3 Reasons Why It Often BACKFIRES

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

Top 12 ‘Environmental Selling Factors’ to Consider When Selecting Sales Talent

"There is no doubt in my mind that to create a world class sales team, you need to know how to identify talent outside of your own industry. Identifying common ESF’s is the first step in widening the talent pool available to you."

When hiring sales people, many sales managers seek out someone from within their particular industry, thus minimising risk, with the understanding that…

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Added by Steve Ludlow on May 26, 2011 at 9:00pm — No Comments

Attracting Passive Candidates?

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…

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Added by Bill Humbert on May 4, 2011 at 11:05am — 9 Comments

Balancing employment with studies

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…

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Added by Randstad on April 13, 2011 at 8:00am — No Comments

Indeed, customer service, and job boards: a cautionary tale

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…

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Added by Jeff Dickey-Chasins on April 12, 2011 at 9:00am — 1 Comment

The danger of ‘big’ – it sometimes goes away

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…

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Added by Jeff Dickey-Chasins on March 29, 2011 at 9:30am — 4 Comments

Does NO really mean NO? The simple art of getting to YES!

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…

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Added by Maria Mull on March 15, 2011 at 10:03am — 1 Comment

"We work with the best candidates"...No You Don't!

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…

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Added by Christopher Poreda on March 14, 2011 at 7:02pm — 6 Comments

The Power of Listening.....

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…

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Added by Daniel J Smith on February 23, 2011 at 2:50pm — No Comments

How to Sell Staffing in 2011

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?

1) Have a Plan

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…

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Added by Tim Giehll on February 18, 2011 at 2:18pm — No Comments

Questions?

This is something everybody uses; yet on a number of occasions they feel silence trumps silly, or banal, or demonstrating that they don’t have all the knowledge they need to proceed. Its human nature to want to have all the facts before proceeding on a project, just as it should be human nature to want to confirm information if there is any possible chance your results will be contrary to what is expected.

Not everybody has all the skills in the world needed to accomplish every goal.…

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Added by Daniel J Smith on February 16, 2011 at 12:21pm — No Comments

Who is (really) the client? Caution...not for the faint of heart.

Before I launched ultimatejobboard.com I spent nearly a decade in recruiting, most of which was running my own contingency firm. In my years recruiting I've been to a number of sales and training seminars and classes. I've learned a lot but no question one concept from one trainer stood out and defined not only my recruiting philosophy, but business philosophy in general...the concept is; who is really the client?



The story goes like this...Mr. Trainer's business was expanding and he… Continue

Added by Christopher Poreda on February 12, 2011 at 12:00am — 10 Comments

Job board networks: the idea that’s never gone away

In the beginning, there was the job board, and the candidates rejoiced. So many jobs! So many locations! So much easier than paper.

The employers liked it, too.

But after a while, candidates realized that general boards were, well….general. They discovered that many (er, most) jobs were inapplicable to their interests. So they asked the job boards to make things easier. “Help us find just the jobs we want!”

Job board operators responded in a variety of…

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Added by Jeff Dickey-Chasins on February 8, 2011 at 10:01am — No Comments

Features vs. benefits: the never-ending trap that we all fall into

Back in the dark ages, when the Job Board Doctor was first learning the mysteries of sales and marketing, he was told that he should “sell benefits, not features.”

Fast forward, umm…many years. I’m still telling clients (and myself) to focus on the benefits, not the features. You think I would’ve learned by now!

It’s a tough lesson to learn. For one thing, it’s a lot easier to list the new, snazzy, ‘gee whiz’ features that your job board has:…

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Added by Jeff Dickey-Chasins on February 1, 2011 at 9:09am — 1 Comment

My response to Ad/Marketing/PR firms social media greed

I recently read a blog on Recruiting Blogs. While well written, I think we need to keep the social media picture in perspective as recruiters/sources as well as organizations with a need for social media. It's not a difficult medium to use/learn. Therefore, why are people so impressed with what advertising, marketing, and/or public relations firms are offering?



To preface, check out the original blog post:Never Slash A Social Media Program Too Soon (… Continue

Added by Justin McMillin on December 10, 2010 at 8:00pm — No Comments

The Most Critical Characteristic for Success in Any Endeavor

According to our research, regardless of what you do, Personal Accountability is the most critical personal skill you can exhibit.



Personal accountability, by our definition, is...



The willingness to take responsibility for one's own…

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Added by Jeb Brooks on December 2, 2010 at 12:16pm — No Comments

Let's All Go to a "Tweet Meet"...

One of the important things I’ve seen in the last while, is networking with others is a contact sport. At the end of the day, though we all have the same agenda,…

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Added by Daniel J Smith on November 26, 2010 at 11:37am — No Comments

The Cold Call Is Dead: Implications For Recruitment & The Job Search

The Cold Call Is Dead - What It Means For Recruitment & The Job Search…



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Added by Hung Lee on November 26, 2010 at 6:26am — 11 Comments

The Customer is NOT Always Right!!

Recruiting and sales; or Sales and recruiting. Which comes first and which is more important? Whether we wish to admit it, both are part of the very same industry, just at differing degrees on the scale. Just because you are a great recruiter doesn't mean you'll have a long career as a salesperson and the same can be said about Sales People potentially not doing well recruiting others. If you happen to be one of those rare few that can do both, and do them well--Congratulations!

Both…

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Added by Daniel J Smith on November 18, 2010 at 9:11am — 2 Comments

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