Now what’s it going to take to put you in that new car today? Surely that goofy phrase wins the award for cheesiest sales pitch of all time. You’ve … Read more
Beware the Low Hanging Fruit
Demand for our services continues to increase as the economy slowly rebounds from the impact of the Great Recession. However, with these favorable economic … Read more
Have You Thought of Using ‘Participation’ As Your Sales Metric?
Ongoing management — low performers, mid-level performers and even high performers need it. It does not assume high performance, and once high … Read more
Lessons Learned From My Years Interviewing and Hiring Sales Professionals
I was blessed to have lunch a while ago with two of the brightest young minds in the city of Denver. They were both candidates of mine I placed as sales … Read more
12 Ways to Improve Your Sales
Dear Barb: What is the quickest way to increase sales next year? This last quarter has not been our best, which has me concerned over the first quarter of … Read more
A Sales Process That Works = Success
Dear Barb: How do I teach my sales team to close more placements? We are consistently blindsided by surprises that prevent our deals from closing. I’ve … Read more
How To Turn Client Criticism Into A Win
Although it’s rarely discussed openly, the most pervasive problem in doing search is internalizing criticism from employers. It causes recruiter … Read more
New Bullhorn CRM Designed to Aid Sales Growth, Spot Trends
No longer a temporary fix for a sudden spurt in a company’s workload, contingent staffing has become such a strategic part of the corporate workforce … Read more
It’s Not A Job Order Until You Get These 7 Commitments
The Seven Commitments are important in gauging how “hot” a job order is. You need to verify the commitments in every conversation, using various different … Read more
How Long Do I Wait For First Production?
Dear Barb: How long do you give a new recruiter, before you realize you may have made a bad hiring decision? My new recruiter has had no production going … Read more