Top Tips for Interviewing Success
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Top Tips for Writing a Great Resume
No matter what stage you are in your career, when applying for a job the first impression a company typically has about you is based upon what you have written in your resume. Hiring managers often sift through tens if not hundreds of resumes trying to find the one candidate that will not only excel …
Technology
In order to optimize your ability to be effective, it is critical to harness the power of current technology. It was not so long ago that outside sales people would remain in contact with their customers by stopping at a pay phone with a roll of quarters. In certain hot spots, such as decent hotels …
Winning Traits – Execution
When I first started in the business world, I was extremely introverted when in the presence of adults. I was hired into my role because the hiring manager was confident that I would make a solid inside salesperson, but he never envisioned me going beyond the desk. I was very respectful, but at a young …
How to be Successful as a New Manager
When I made the move from outside sales to sales management, I was secretly terrified. I had always been a top performer on the road, but had absolutely no managerial training. I needed to get up to speed quickly as I knew I had just one shot to launch effectively. I thought about great managers …
Price, Price, Price, Not Price??
One of the biggest complaints that most salespeople have is that their customers are only interested in price. These sales representatives go into a sales call, try to pitch the advantages of their product, and invariably their customer cuts them short and shifts it to a price discussion. The salesperson, in an attempt to salvage …
The Value of Outstanding Service
The word “service” means different things to different people. When I think about service, the first image that comes to mind is a waiter at a restaurant. When you feel that the waiter has done an excellent job, she is typically on the spot, anticipating your needs. Before your water glass is empty, she is …
Win Win Negotiating
One of our close friends once told my wife that she would hate to be involved in a negotiation with me. I took that as a complement. She mentioned that because she knows whenever I enter a deal, I always look to establish a strong position and to get the most value out of that …
Know Your Role
Before going out and knocking down that first deal, it is crucial that every sales representative takes the time to develop a list of personal goals and objectives for optimizing their performance within their role. Although the primary objective for most sales representatives is to secure orders, there are many other objectives that are …
Winning Traits – Calculated Risks
I spent most of my life in the suburbs of Chicago. Although downtown Chicago is still one of my favorite cities to visit, melding big business with top-notch culture and some of the best food diversity in the country, the congestion of the city did not make it an ideal place for us to raise …