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...
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...

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