In January I am often asked, “How do you develop your sales and recruiting strategy and what will your underlying tactics be to ensure you hit your goals … Read more
The Art and Soul of Hiring Professional Sales Talent
The interviewing and evaluating of sales professionals is a lot like raking leaves on a windy day in early November. If you insist on trying to get every … Read more
Master the Art of Patience to Yield Big Results
For as long as I can remember, patience has never been my virtue. One thing I have learned from my career in professional sales is that patience is a … Read more
The Toughest Objection of Them All
If you are like most sales and recruiting professionals in the staffing industry, you’re probably frustrated hearing your prospects and customers tell … Read more
Five Sales Habits of Top Recruiters
I’m excited about my third-annual appearance at Fordyce Forum next month, and I really look forward to it each year. My topic for Fordyce 2009 in Las … Read more
Cold Calling Tips & Techniques for Selling Staffing Services
Unless you were born into royalty, you are a former president of a country, or a CEO of a Fortune 500 organization, you are going to have to make cold … Read more
Strategic, Tactical Sales Planning for the New Year
How do you plan for the new year? How do you intend to identify new accounts and decide what market segments to pursue? How do you develop your strategy … Read more
The Best Business In The World
I know the best business in the world. Yes, I do. And not just for me. Not just depending on where we are in the economic cycle as you read this for the … Read more