Creating Abundance through Referral Strategies
“Call Jim, he is looking, he has the relationships in place where your client needs them, and he has had high income years selling which means I strongly recommend him, but please don’t tell him where you got his name.”
When you encounter this dialogue what is your next move? Many people I talk to and work with will simply be grateful and feel as if they have had a significant victory only to call their referred lead and find… Continue
Added by Ron Mason on September 3, 2008 at 10:44am —
Added by Heather Gardner on August 29, 2008 at 11:36am —
Not out to lunch…at lunch. As in, what do you need to know to have a successful job interview over lunch? Interviews over meals may seem less formal than office interviews, but they are just as important. If you have a lunch interview for reasons other than your interviewer is truly incredibly busy, it’s because he or she is looking for something more than just your job skills. Like, how do you handle yourself in a semi-social situation? Can you focus with multiple distractions? (Are you gross… Continue
Added by Peggy McKee on August 27, 2008 at 9:30pm —
I am in search of experienced business development managers and recruiters in the engineering and IT verticals for the Dallas and Houston markets!
If you or someone you know may be a good fit for this opportunity,
please send your resume to Jennifer Deters at
email@example.com. Thank you!
I have included some information about our company below and I would be more than happy to forward job details if requested.
Most people know Manpower as a… Continue
Added by Jen on August 26, 2008 at 2:45pm —
A Bachelor of Science degree (major in Chemistry, Biology, Molecular, etc.) is not necessary, but it is helpful in medical sales, clinical diagnostics sales, laboratory sales, DNA products sales, sales of medical or surgical supplies, medical device sales, pharmaceutical sales, or any healthcare sales. So don’t bury it at the bottom of your resume where I have to search for it. Candidates who don’t have a BS try to hide that fact in various ways, but if you have yours, display it proudly. (But… Continue
Added by Peggy McKee on August 25, 2008 at 10:30pm —
Rule 1: Get excited about your position.
Before you sell a candidate on a position, sell yourself on it. A candidate will never be more enthusiastic about the position than you are. Spend some time finding out what the positives are in the position and the type of candidate that would match best for it.
Rule 2: Make sure you have a good match.
If you're working too hard to close a candidate then take a step back and ask if this is a good match.
If you feel it's not a… Continue
Added by Fred Dimyan on August 19, 2008 at 12:19pm —
rule really separates the winners from the losers.
How well someone understands this rule sorts the mediocre recruiter from those at Presidents Club, seperates the wheat from the chaff, and makes or breaks careers in our industry.
The thing is, though, it's so simple - people don't get it.
THE 30/30/40 RULE
30% of the people you meet are going to like you right away, for a reason they can't… Continue
Added by Art Pitcher on August 19, 2008 at 9:00am —
If you are in sales, pursuing a new job is much like pursuing a sales prospect. Your marketing tools have to present you in the most relevant light. This article tells you how to effectively use them.
The compensation plan changed again. The revolving door of company executives spins out of control. You look at the corporate direction and you'd like to give the CEO a compass so he can find his way. Concerned, you've decided that today is the day that you will peek your… Continue
Added by Lee Salz on August 7, 2008 at 10:30am —
To be a great salesman you must be able to sell a pencil. That’s right, a pencil. As a matter of fact, this is a common training technique used by many sales managers so let’s just see how you measure up to the pros.
Let’s put this situation into play. You are sitting across from a client (for now, a friend or co-worker). With you is a pen, nothing expensive, nothing fancy, just an ordinary pen. Now, your job is to get the client to buy the pen from you. How do you do it? What do you… Continue
Added by Tanya Willette on August 6, 2008 at 12:03pm —
Motivation is one of the biggest keys to developing successful teams. Every day strong skilled teams are beaten by lesser skilled ones loaded with heart and desire. But who creates the motivation for that to happen?
One of my favorite hobbies is playing baseball with my kids. I'm very involved with their Little League teams and volunteer to help teach baseball skills to the kids. My 7-year old son, Steven, is playing his first year of coach-pitch baseball. Prior to that,… Continue
Added by Lee Salz on August 6, 2008 at 8:33am —
EXECUTIVE-LEVEL MANAGEMENT: Business Development, Sales
Seasoned sales and business leader with more than 18 years of experience contributing to advanced corporate performance and profitability through the delivery of large revenue deals and the establishment of major pipelines. Skillfully identify new business opportunities and cultivate profitable relationships with clients, expanding territories and generating new revenue streams. Reputable for starting up, turning… Continue
Added by Joe Botto on August 4, 2008 at 1:00am —
A lot of people want to know what I think about CafePharma. Here goes: I think that it’s a great source of relevant headlines for those of us in medical and healthcare sales, pharmaceutical sales, laboratory sales, clinical diagnostics sales, DNA sales, medical supplies sales, medical equipment sales, imaging sales, and pathology sales. However, beware of the chat room. There can be a lot of negative information from people who have their own specific axe to grind. No company is as bad as they… Continue
Added by Peggy McKee on July 30, 2008 at 6:00pm —
So, the other day I was talking to someone I thought would be a great candidate for laboratory sales–high-energy, great people skills, knowledgeable, everything. She was interested in the opportunity, too. Her only concern: with all the traveling involved, what does she do with her dog? My answer: doggie day care. Many dogs don’t do well when left alone, even with a dog door. Doggie day care facilities dogs them with socialization skills, so they’re a happier dog when you pick them up and you… Continue
Added by Peggy McKee on July 28, 2008 at 6:00pm —
From time to time I have had the opportunity to teach my client the power of ‘fishing’ vs. the one time benefit of handing them ‘fish.’ The power and extensibility of creating a repeatable process has many benefits which include having ownership of a passive pool of candidates, creating a branding strategy to build credibility in high potential candidate eyes and the maximum benefit of identifying true ‘A’ players. Contrasted with hiring one talented employee per requisition, and the benefits… Continue
Added by Ron Mason on July 25, 2008 at 10:12am —
E-mail thank you letters after job interviews in medical sales, healthcare sales, biotech sales, medical equipment sales, DNA products sales, clinical diagnostics sales, laboratory products sales, medical supplies sales, or pharmaceutical sales are perfectly acceptable. But what do you do if you happened to leave without getting an e-mail address?
Google them: *@thecompany.com. For instance, *@phcconsulting.com would get you mine, and everyone else who works here.
Added by Peggy McKee on July 23, 2008 at 6:00pm —
Don’t underestimate how important thank you letters are in the job interview process. Everybody “knows” they’re critical, but unbelievably, not everyone writes them. Thank you letters accomplish several things:
1) They get your name in front of the hiring manager one more time.
2) They are your last chance to package yourself as the best, most qualified person for the job.
3) They are polite, and manners count.
4) They help you land the… Continue
Added by Peggy McKee on July 21, 2008 at 6:00pm —
If you’re looking for a job in medical sales, clinical diagnostics sales, laboratory sales, DNA sales, medical supplies or equipment sales, pharmaceutical sales, or biotechnology sales, marketing, or tech support (or you will be soon), it would help you tremendously to have a brag book.
A brag book is a list of your accomplishments (stories for behavioral interviews, right here), new skills and training, stack rankings, performance reviews, e-mails or letters from satisfied… Continue
Added by Peggy McKee on July 18, 2008 at 5:00pm —
Salary negotiations can be the most stressful part of the entire interview process in medical sales, laboratory sales, clinical diagnostics sales, biotech sales, molecular products sales, cellular products sales, medical device sales, pathology sales, imaging sales, or pharmaceutical sales.
The video below is designed to help you navigate your way through.
So: How do you answer questions in the interviewing process that have to do with your… Continue
Added by Peggy McKee on July 15, 2008 at 8:00pm —
Recently, I had a candidate who was going to get an offer–it was all over but the references. And that’s where it all went wrong. We began calling to check (yes, we really do that) and two days later, only one was done. It wasn’t even a matter of them trashing my candidate…they just wouldn’t return our calls.
If your references don’t even think enough of you to call back, it doesn’t reflect well on you. It cost my candidate a job.
Choose your references wisely. The best… Continue
Added by Peggy McKee on July 14, 2008 at 8:00pm —
Hey, look! I’m being watched in Ireland! (My videos, anyway.)
Paul Mullen, a career coach in Ireland, has highlighted my online videos as offering excellent advice (I have to agree…). Turns out, Paul offers some excellent advice, himself. His Measureability website offers psychometric testing (ability and personality assessments) and career coaching. It includes a career blog, with a post I like on Reasons for Interview Failure. He also has a Careers and Jobs blog focused on jobs in… Continue
Added by Peggy McKee on July 9, 2008 at 6:00pm —