The Strategy in Stacking the Deck

The Strategy in Stacking the Deck

You’ve just landed the leadership role you’ve been waiting for. You’ve done your due diligence on the market, product fit, demand, and leadership team. It’s go time, and all eyes are on your performance. You’re responsible for filling 9 open headcounts (and making...
Upping the Talent Game with Experience Based Recruiting

Upping the Talent Game with Experience Based Recruiting

I spent 25 years as a sales executive and hiring leader. From high-end sub-components and complex engineering to data-management solutions and HR-tech HCM solutions, I sold a diverse mix of technologies. At corporations like PTC, from the top down I heard philosophies...
Citizen Salespeople: Top of Their Game, And No Place to Go

Citizen Salespeople: Top of Their Game, And No Place to Go

What makes an A-Player walk away from tens, if not hundreds, of thousands of dollars in commissions? Many I’ve talked to reference their desire to leave the game as a winner. But with further digging I’ve learned that, more often than not, the real reason for their...
Conversational Equity: The Confidence in Giving up Control

Conversational Equity: The Confidence in Giving up Control

I met a top salesman who drove a $2.4 M W2. Of course, I asked him how. He wasn’t a natural at sales, he admitted. In truth, his success stemmed from an insight he gleaned a few years back. After observing an unnecessary power play between two colleagues striving to...
The Backside of Backchannels

The Backside of Backchannels

Ever been burned by a backchannel? Ever lost a candidate because a backchannel was handled poorly? Some might say that the backchannel (unofficial reference checks on candidates) is as old as time itself. Hiring a new candidate is hard to do and there’s risk with all...

Pin It on Pinterest