By SalesDodo on May 8, 2008
Candidate screening is one of the most difficult tasks that recruiters and managers face. Most will tell you that screening sales talent is the toughest of all. Why? Sales people are trained in the art of persuasion. They know how to provide the desired responses to the questions. Even more daunting is when you are [...]
Posted in Develop Your Skill
By SalesDodo on May 6, 2008
In the 70′s and 80′s, there was a great television show called “Quincy.” This show revolved around a coroner who investigated deaths. Jack Klugman, a.k.a. Dr. Quincy, performed an autopsy on what appeared to be a death by natural causes and realized that the actual cause of death was murder. Once that determination was made, [...]
Posted in Develop Your Skill
By SalesDodo on April 21, 2008
The other day I was working out in the gym when a guy asked me to spot him on the bench press. For those of you not familiar with the term “spot,” it means to watch and assist the lifter if they need help. Of course, I agreed to do this. As is customary when [...]
Posted in Develop Your Skill
By SalesDodo on April 14, 2008
You have been chasing this account for six months and feeling optimistic as the buying process is coming to a conclusion. The sale is between you and two other firms. The competition is fierce, but you feel you are ahead. At 11am, the Procurement Agent asks for three references to be provided to her by [...]
Posted in Develop Your Skill
By SalesDodo on April 7, 2008
Albert Einstein formulated the theory that says that space and time are relative concepts rather than absolute concepts. For example, consider a car speedometer reading at 65 miles per hour. How fast is the car going? This question seems like the beginning of the joke of who is buried in Grant’s tomb and you are [...]
Posted in Develop Your Skill
By SalesDodo on April 7, 2008
This is the time of year when salespeople begin to reflect on their performance. Was it a good year? Was it a great year? Some will say they earned the dollars they desired, so it was a great year. Others will hang their hat on an account that they won and say it was a [...]
Posted in Develop Your Skill
By SalesDodo on March 31, 2008
So, it’s been another round of price squeezing. Very painful! They want it cheaper and your company has tasked you with protecting margin. To make matters worse, the prospect called you one of the worst things possible, a vendor! At this point, you have probably decided that sales really isn’t fun. There is hope! You [...]
Posted in Develop Your Skill
By SalesDodo on March 24, 2008
I recently had the opportunity to speak to a group of CEOs about their sales recruitment needs. To make a point, I mentioned to them that my friend, Willie McMoney, had heard that I was speaking to this group and asked that I mention he was looking for a new sales home. I shared Willie’s [...]
Posted in Develop Your Skill
By SalesDodo on March 17, 2008
It’s that time of year again when salespeople peak their heads up from their cubicles to see if there is a better opportunity out there. So, what do I mean by “that time of the year?” Actually, it’s most every day. The way most salespeople are wired, they have an insatiable urge for more. More [...]
Posted in Develop Your Skill
By SalesDodo on February 26, 2008
The competition has been fiercely pursuing this account, but you feel like you have the edge. All indications are that you are going to win the business. Then, a call comes in from the Procurement officer who says: “We think you guys are great and we think we are going to go with you. Here’s [...]
Posted in Develop Your Skill
