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Cody Pierson's Blog (16)

Why You Lost Your Best Sales Rep

They broke open a new vertical, won massive accounts and were on track to hit 200% of quota. Management was singing your praises and you were already raising next year's targets. Now they’re gone and you’re wondering what happened - and how to keep if from happening again - while they’re working for your biggest competitor.

We know that story well because we’ve been on both sides of it. Whether you've recently lost an A-player, or want to hold on to the ones you already have, we’ve…

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Added by Cody Pierson on January 18, 2013 at 10:00am — No Comments

The Secret of Selling (To Me)

Do you have a product you think I’d enjoy? Are you looking to make your next cold call to Martyn Basset Associates a little easier? Are you simply curious about how the mind of a prospect works? Well, this is your lucky day.



A few weeks ago I was on a demo call with a sales rep who’s only question seemed to be “...and how will this feature benefit you?” It’s a good question but I take enough sales calls and watch enough…

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Added by Cody Pierson on November 19, 2012 at 12:30pm — 3 Comments

The Truth About Job Postings

We’re all familiar with job postings. At some point you probably spent hours sifting through them to find your next job, so you know the basics. That’s why it’s surprising that so many are dense, boring and bland. It’s like everyone that writes a job posting forgets how our brains work when we’re looking for a job.…

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Added by Cody Pierson on October 1, 2012 at 4:40pm — 5 Comments

3 Signs It’s Time To Hire

Running a startup is all about small teams, long hours and wearing different hats. Doing more with less is a point of pride for a lot of CEOs, but there comes a time when you can’t afford to wait for VC money before expanding the team. After all, Microsoft may have started in a garage but it didn’t stay there for long.

So, what are some signs it’s time to bring someone else on board?…

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Added by Cody Pierson on August 29, 2012 at 2:00pm — No Comments

Performance Incentives: Going For Gold

Maybe I’m the only one, but I was surprised when I heard Olympic athletes get performance bonuses for bringing home medals. In Canada our medal winners can expect $20K for gold, $15K for silver and $10K for bronze. It’s a practice we started in 2008 and the bill, as of the 2010 Vancouver Olympics, is roughly $2.3M. It’s great to see that we’re supporting our athletes, but it did raise a few questions.

Like, what does a gold medal taste…

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Added by Cody Pierson on August 14, 2012 at 11:10am — 1 Comment

Judging A Job By Its Title

Your job title says a lot about you, whether you want it to or not. It's shorthand for what you do and where you fit into an organization. It's also inherently meaningless, since no two companies are identical and nobody has to sign an affidavit before they declare themselves the Vice President of something. There's no solution to this (and I'm not sure it's a problem, per se) short of standardizing job titles across the board, but it did get me thinking about the two fundamental components…

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Added by Cody Pierson on July 13, 2012 at 6:30am — 1 Comment

How To Get Head Hunted Using Your LinkedIN Account

Recruiters look at a lot of LinkedIN profiles so, whether you're looking for work or just open to new opportunities, investing some time in your profile is a worthwhile endeavour. You'll probably be logging in to change your password in the wake of the massive password leak, so why not take this opportunity to increase your odds of appearing on our radar?

Resume Rules Apply

For many people LinkedIN is an online resume more than a social network, which is why…

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Added by Cody Pierson on June 15, 2012 at 4:30pm — 7 Comments

Is Losing A Job At RIM Really The End Of The World?

Like most tech-savvy Canadians, I've been following the ongoing saga of RIM. The difference is that Martyn Bassett Associates has a bit of history with the company - we placed several candidates there back in the early days - and have a vested interest in the Waterloo tech talent-pool. With that in mind, the news that RIM is going to trim at least 2000 positions got me…

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Added by Cody Pierson on June 1, 2012 at 10:30am — No Comments

Quantity Doesn't Equal Quality

Is the title of this post a cliche? Yes. Does that make it any less true? Not from a recruiter's perspective.

These days there's no shortage of places to post a job and no matter where you post you'll probably collect a few resumes. In fact, job ads on free sites like Craigslist can pull in more resumes than mainstream sites like Workopolis or Monster, which is great if you've got the time to sort through a few hundred applicants. You might even get lucky, but I don't know many…

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Added by Cody Pierson on May 15, 2012 at 10:30am — 2 Comments

Don't Stop Looking Because You're Not Hiring

Have you ever found yourself buying something just because it's on sale? You see that 75% off tag and, even though you might not need an industrial strength pressure washer, you imagine all the things you could do with it. We've all been there and, surprisingly, the talent market in your industry is remarkably similar. The only difference is that the good deal you snap up will do more than collect dust in your garage.…

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Added by Cody Pierson on May 2, 2012 at 9:30am — 1 Comment

Convincing Clients To Sell Themselves

You only get one chance to make a first impression, which is why recruiters always stress the importance of dressing for success and staying positive. It's not impossible to overcome a first impression, but you're putting yourself at a distinct disadvantage if you skulk into an interview wearing a Tommy Bahama club shirt. It's an important lesson for candidates, but it's just as important for our clients and anyone that wants to land the top talent.…

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Added by Cody Pierson on April 18, 2012 at 9:35am — 2 Comments

The Hidden Cost of Not Hiring

Since the “Great Recession” in ’08 we’ve seen enough declining charts and heard enough horror stories that in a lot of places layoffs and hiring freezes have become more common than a new face in the office. These are “cost cutting” measures, which make sense; the fewer people you have to pay the more money you’ll have at the end of the year. On the flip side, there will be fewer people to do the work your customers pay you for in the first place.…

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Added by Cody Pierson on April 5, 2012 at 11:24am — No Comments

The Power of Proactive Search (Part 2)

In Part 1 of The Power of Proactive Search we covered a few of the ways Proactive Search can benefit companies looking for the ideal candiate. 

So, what about those candidates?

For everyone out there looking for a change, surfing job boards and tossing resumes into the ether is equivalent to the 'Career' page method; it feels active, and it's not a bad thing in…

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Added by Cody Pierson on March 30, 2012 at 9:39am — No Comments

The Power of Proactive Search (Part 1)

"Seize the day!"

"Grab the bull by the horns!" 

"The early bird gets the worm!"

No, I haven't called in your high school gym teacher to write a guest post, but those pep rally staples do neatly encapsulate the main thrust of today's post; the importance of being proactive. This is a lesson for job searchers and hiring managers, and we'll look at specifically how it applies to both, but it really boils down being active rather…

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Added by Cody Pierson on March 30, 2012 at 9:35am — No Comments

Getting Hired Starts By Staying Connected

Statistically speaking, you know your industry better than most people. It goes with the territory and it's why conversations that start with "What do you do?" are the worst part of any dinner party. Sure, you get to feel like an expert, but don't get complacent because of a few impressed in-laws. Something is changing in your industry right now and, whether you're actively looking for a change in your career or just open to the possibility, it pays to stay on top of those…

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Added by Cody Pierson on March 8, 2012 at 9:30am — No Comments

Diving Into The Active Talent Pool

It seems like a match made in heaven; recruiters have positions that need filling and there are a lot of people looking for jobs. All we have to do is put a help wanted sign in the window and take an early lunch, right? Well, putting aside the fact that we don't place too many short order cooks, there are a few reasons recruiters might not be making the most of the active talent pool.…

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Added by Cody Pierson on March 5, 2012 at 8:30am — 1 Comment

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