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...
Film Fiction: Sales and The Movies

Film Fiction: Sales and The Movies

Many movies claim to “represent” the life of a salesperson. Films like The Wolf of Wall Street, Glengarry Glen Ross, Tin Men and Boiler Room depict slick, ego-driven​​​​​ and ​often ​demeaning environments that give cringe to most professional, career sales people and...
ABL – Always Be Learning

ABL – Always Be Learning

Take the sales person quiz if you haven’t already. Nothing you don’t know already, but we hope to inspire you to think about what skills you’ve developed and which ones you want to hone. Remember: if you aren’t growing, you’re dying....
The Game of Work (hint: it’s supposed to be fun)

The Game of Work (hint: it’s supposed to be fun)

Hemingway said, “When you stop doing things for fun you might as well be dead.”  I talk to people all day long, most of whom I ask, “Why are you talking to a recruiter?”  Responses range from the authentic to inauthentic, brief to exhaustive but boil...
Offers Arent Trophies

Offers Arent Trophies

Tip from top performing hiring manager:  Never provide an offer letter unless your candidate has answered the “if.” He thinks the practice of candidates acquiring multiple offer letters is almost as bad as hiring managers providing written offers without having a...

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