Scott Wintrip's Blog (378)

The VMS Test

Not all VMS opportunities are bad; they’re just not all created equal.

Next time you have a prospect you are pursuing using a VMS system to manage the process, apply the VMS Test. Your results will guide you in learning if it is worth your time, energy, and effort to accept this business.

Answer each question “yes” or “no.”

  1. Have you been provided with detailed job descriptions, required and desired skills, details on cultural fit, and specifics on…
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Added by Scott Wintrip on August 19, 2014 at 1:36pm — No Comments

Selling is Simple…So Why is it So Hard?

More people fail than succeed at selling staffing and recruitment services. One element that raises the level of difficulty is that we sell the only product on the market that can change its mind. The bigger, underlying issue, however, is not the product but the approach to selling itself.

Buyers, be they candidates buying into opportunities or hiring managers acquiring the services of the talent we represent, always believe themselves but only sometimes believe those who sell. Yet,…

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Added by Scott Wintrip on August 11, 2014 at 4:06pm — No Comments

The Advanced Level

Wintrip Consulting Group : Take No Prisoners Take No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.

Many professionals want to be at the advanced level, preferring to take part in processes or…

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Added by Scott Wintrip on August 7, 2014 at 10:00am — No Comments

Unforgettable Leadership

Wintrip Consulting Group : Take No Prisoners Take No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.

How often is the leadership of yesterday forgotten today? In at least some instances, it’s…

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Added by Scott Wintrip on July 16, 2014 at 9:29am — No Comments

Engaging the Buyer – Scott’s Sales Yoga Thought for the Day

Buyers expect salespeople to vomit details all over them, making this expectation a huge opportunity. Practitioners of buyer-centric selling engage prospects and clients in highly collaborative conversations. This is one of the few aspects of selling we can actually control.

To achieve this:

  • Eliminate leading (multiple-choice) questions as they confine the buyer to your choices instead of hearing their needs and details.
  • Limit the use of locking (yes or no)…
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Added by Scott Wintrip on July 10, 2014 at 9:54am — 1 Comment

Down But Never Out

Wintrip Consulting Group : Take No Prisoners Take No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.

Tennis star Novak Djokovic knows a thing or two about winning and losing. Djokovic…

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Added by Scott Wintrip on July 9, 2014 at 1:19pm — No Comments

Mom Was Wrong

In an accusatorial tone, many mothers have said things like, “If your friends jumped off a cliff, would you do it too?” The insinuation is that real friends don’t encourage you to take risks. From my experience a true friend, or even just someone who has your best interests in mind, will ask you take to huge leaps, even giving you a shove from time to time.

Taking…

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Added by Scott Wintrip on June 30, 2014 at 8:41am — No Comments

Excuse-Free Leadership

Wintrip Consulting Group : Take No Prisoners Take No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.

Why is it that some companies consistently perform well, regardless of what’s happening in the…

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Added by Scott Wintrip on June 25, 2014 at 8:43am — 1 Comment

Inspired Recruiting

Some interactions with candidates almost seem to be divinely inspired, while others feel like you’re trudging though mud and muck, getting nowhere fast. What’s the cause of these very different scenarios?

Inspired Recruiting, an almost effortless interaction with a candidate, always has two components: trust and compulsion. Without both of these, recruiting becomes a more difficult task.

Without trust and compulsion, you experience Shields…

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Added by Scott Wintrip on June 23, 2014 at 9:16am — No Comments

Nimble Leadership

During a conference I spoke at last week, I met two types of leaders: those whose businesses were experiencing accelerated growth and the rest whose companies seemed to be stuck in neutral, going nowhere fast. The key difference in the leaders of these firms is decision making. Without exception, the leaders whose firms are growing fastest have leaders who think more nimbly and act more swiftly.

When making decisions, people strive to get them right. Never have I met…

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Added by Scott Wintrip on June 18, 2014 at 8:57am — No Comments

Got Stuck? – Scott’s Sales Yoga Thought for the Day

Over the years there have been lots of “Got” campaigns, one of the most famous being “Got milk?” In selling, when we get stuck, it seems far from being a pleasant experience like a mustache from a tall, cold glass of milk.

This was true for Fred, a manager who ran a book of business in executive search. As Fred sat across a conference table from me, he clearly had gotten quite stuck. He was in a slump of all slumps, having not closed a deal in several months. For a guy that had always…

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Added by Scott Wintrip on June 12, 2014 at 11:27am — No Comments

Stop Training, Start Learning

You may find this commentary odd coming from a guy referred to, at times, as a trainer. While it’s true that I teach leaders and some staff, in addition to my consulting work, I’m an educator, not a trainer, as I don’t work with animals.

Education, done well and done right, is not training. Training works for animals because of the repetitive nature of the act of getting a lion or a killer whale to perform a task for a reward. Humans, while they benefit from repetition and…

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Added by Scott Wintrip on June 11, 2014 at 12:03pm — No Comments

Uncommon vs. Commodity

When you can do a common thing in an uncommon way, you will command the attention of the world.” – George Washington Carver

Too many firms in the staffing and recruiting business still compete on price even though it’s the least sophisticated way to sell. At times, even highly talented, seasoned veterans use this harmful technique when they’re afraid of losing a deal.

Our industry would do well to remember that buyers know that the…

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Added by Scott Wintrip on June 9, 2014 at 8:22am — No Comments

Creating More Collaborative Cultures

Wintrip Consulting Group : Take No Prisoners Take No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.

When two or more people put their…

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Added by Scott Wintrip on June 4, 2014 at 8:54am — No Comments

Staffing and Recruiting Firms – Enemies or Allies?

More than 70% of current and prospective buyers see you as a necessary evil. Some, such as those in HR and procurement, use stronger language, calling recruiters “scum sucking pig dogs” or admitting they engage staffing firms only for “problematic use” (yes, these are real quotes from buyers).

How is it that an…

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Added by Scott Wintrip on June 2, 2014 at 8:30am — 2 Comments

The Most Important Question for Sales Leaders – Scott’s Sales Yoga Thought for the Day

Sales leaders often spend generous quantities of time reviewing progress, running meetings, and responding to emails. The most critical task, regularly revisiting the most important question, is often overlooked or completely neglected.

That question is:

“Would I want to be sold to like that?”

Most sales leaders, when they set aside their natural bias about what their salespeople sell, openly admit that the selling experience delivered by many on their…

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Added by Scott Wintrip on May 29, 2014 at 7:38am — No Comments

Getting Out of Your Own Way

Ever notice that some people seem to effortlessly get things done while others struggle? Are those that do this smarter, better at their jobs, or more motivated? In some cases, one or more of these is a factor, however, the most important element is self-command. Those with better self-command achieve more with less effort, staying out of their own way in the process.

What is self-command and how do you achieve it? Just like a vocal performer…

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Added by Scott Wintrip on May 28, 2014 at 10:30am — No Comments

Email is Not a Form of Communication – Scott’s Sales Yoga Thought for the Day

Effective communication is never one sided, but that’s exactly what you get with email. One person writes and transmits; the receivers read and reply. These monologues are never, ever effective dialogues as there is a time delay that allows too much room for misinterpretation, misunderstanding, and miscommunication. Email strips away not only the tone, and too often the context, from the message, but it also removes the very essence of efficient and effective human conversation.

Is…

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Added by Scott Wintrip on May 22, 2014 at 10:15am — No Comments

Practice Makes Profit; Now That’s Perfect!

Wintrip Consulting Group : Take No Prisoners Take No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.

Radical Accountability is considered a practice as there is always an aspect of it that can be…

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Added by Scott Wintrip on May 21, 2014 at 12:34pm — No Comments

What Was the Question?

Next time someone asks you to repeat a question, count the number of words. Chances are it was more than ten. I’ve often noticed this happening with salespeople talking with prospects and clients and executives speaking with members of their team. What’s the issue? Our brains process questions of less than ten words much more effectively than those that exceed ten.

Each time we pose a question of more than ten words, the listener spends more time focusing on the question and less on…

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Added by Scott Wintrip on May 19, 2014 at 8:37am — No Comments

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