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Pay Your Sales Team a Good Base Salary and Less Commission
Willy Loman was quite a sad story as he had a tough life. Interestingly, Arthur Miller never really tells you what this character sold. I was surprised, after learning this, that I was only one among many to wonder what Willy Loman sold. Meticulously, Miller never tells us the exact product (it was not a service - I can decipher that), but infers heavily that it was low end and, thus it leaves theorists like myself to take the time to find holes in Willy Loman's sales theory. Here is the thing...

Some Consequences Associated With Not Finishing College
I run an executive recruiting firm meaning that I only recruit employers who are at a base salary of $100,000 and above and I'm writing this article because I hope you want to be at this level someday. I will be straight about it; you will not succeed if you don't finish college. Yes, there are people like Bill Gates who dropped out of college and had a huge career, reinventing the way the world works. However, would you move to Los Angeles just because Nicholas Cage got paid 10 million dollars...

The Main Skills That Students Should Become Familiarized With in College
Although, throughout their college career, students will take a plethora of courses on a plethora of topics, there are some skills that every university should focus on teaching the young adults. Even though the skills that are mentioned below are the skills that will be most useful upon graduation, schools continually fail to convey the message that having these proficiencies is nothing short of crucial. These various areas of necessary expertise should consistently be touched upon regardless...

The Ground Up - Starting the Foundation For Sales Success
As a business development professional / sales representative before you can go out into the world and consistently hit million dollar quotas as well as bring home enough commission to be within the $200,000 compensation range, you must build a foundation comprised of the most basic sales skills. Becoming effective at sales, just like anything else, is like building a castle from a Lego set. For instance, when starting to play with and analyze the toy pieces, you realize that you have no more...

Tips for the First Time Manager
When I was leaving college, just like many, I thought that managing people meant that you made it in your career. Instead, now I think that managing people is one more step towards another career goal. My job consists of dealing with managers and executives at companies both big and small, companies both domestically and internationally. I obviously have my own style, though like the management of some others as well. I have dealt with bad managers too. Though, after a while, in my business you...

The Pros and Cons of Corporate Entrepreneurship
There are two kinds of entrepreneurs. First, there is the entrepreneur that is commonly associated with the noun; this person is the start-up business expert. They are the ones that take dirt and make a castle out of it. However, there is another type of entrepreneur and he or she comes in the form of a corporate business starter. That means that he or she has an expertise in growing and starting up different sections within a corporation. For any company, having an effective entrepreneurial...

Students - How To Implement Social Media Into Your Blog
Having a blog is technically doing a form of social media. After all, you are attempting to executive the basic concept of social media which is bringing people together via using your s.m. platform which is a blog whether it be a basic WordPress or other. When attempting to drive visitors, don't think about your needs, think about the topics which your target audience would want to read about. You must first decipher as to what are the topics other college students want to read about....

Fighting Discrimination in the Work Force
Fighting Discrimination in the Work Force Even in 2010, both women and minorities face discrimination in the work force. This article gives some examples as to what still goes on. Although I help to run a New York executive sales and marketing recruiters, it has happened to me more times than I can count that if I answer the main phone line, the default assumption is that I am a receptionist or secretary, when in fact I am a co-owner. Also more times than I can count, I have been called...

The Anatomy of a Good Sales Resume
The Anatomy of a Good Sales Resume As a recruiter, on a daily basis, I see all types of sales resumes; some are good, some are decent while others are not even worth a glance. If you are a sales professional or, for that matter, are in any other field, your resume is your key to success. A resume is crucial, yet executive level professionals still have misspellings, leave out key data and don't worry about the content and format of the CV (curriculum vitae). Plainly stated, if your resume is...

How to Write a Great Sales Resume?
Selling Your Skills - How To Write a Good Sales Resume? Our sales and marketing recruiters receive hundreds of resumes on a daily basis. While we know that a resume is only a snapshot of any given individual, it is a means of getting your foot in the door and may determine whether or not you get the interview. Here are some basic guidelines to follow when writing your resume that will guarantee you a shot at the job. Format Because our sales and marketing recruiters have so many resumes to...

Social Media Explained
Social Media and the Development of the Web 2.0 Designed to be spread through social interaction, Social Media relies on accessibility and consumer usability. Taking full advantage of the wide spread use of the Internet, social media uses web-based technologies to engage singular media sources in dialogue with one another. Social media has brought democracy to the dissemination of information and knowledge, giving a voice to the general public, transforming the masses from content consumers to...

Bret Favre and Mia Hamm on Competition
“You can't just beat a team, you have to leave a lasting impression in their minds so they never want to see you again” --Mia Hamm – American Soccer Player I have a motto on the weekdays and sometimes the weekends – if I sleep, then my competition may get a jump on me. If I am awake and constantly competing, then they don’t stand a chance. This is the same in any industry for any firm. Firmly know your strengths and my weaknesses and use those strengths to ensure that the company will not be...

Sales Education Starts at a Young Age
While some believe that sales can be taught later in life, it is actually the influences on one during childhood which shapes a lot of their sales skills. Sales Skills Are Taught At an Early Age, Not Later in Life A friend of mine who lives in Chicago mentors some of the younger sales reps in my firm as a favor to me. The other day we were talking about ways to teach sales skills and came across a blog post written by a sales consulting company discussing how anybody can learn sales. I feel...

The New Future of Marketing
The New Marketing The Internet is developing so quickly that what is new one minute is old news the next. You can actually see this phenomena literally play out before your eyes. Log into your Twitter account and watch headline after headline be pushed further down your screen as new ones are fed out almost by the second. The way the web has changed has brought about significant changes in the way that business and marketing is conducted. Online marketing has proven to be far more efficient...

How to Think Like an Entrepreneur?
Below, I have listed seven questions which each aspiring entrepreneur should ask themselves prior to taking the dive into owning one’s own business. If done correctly, owning one’s own business can be extremely rewarding. Article: I did not always have an entrepreneurial mind. As a matter of fact, when I graduated college, I was very lost. I was working at a software company and for a few more thousand dollars, took a job at a large public company (you would laugh if I told you the name). I...

Tough Interview Questions Part One
The following interview questions are all “thought process” questions which don’t have a wrong or right answer. Instead, they are intended to gauge the thought process of the job applicant. Interviewing is like formulating a paragraph. First, you have the opening thesis, then the supporting argument, then a brief closing. Whether it’s sales, marketing or just about any other job, any interviewee should have intelligent answers and, before talking too much about a particular concept, ought to...

Tough Interview Questions Part Two
In Tough Interview Questions Part 1, we touched on a few thought provoking questions similar to the ones below . However, as recruiters we feel that it is key that you get to know your sales or marketing personnel before making the decision to bring them on your team. Hopefully these questions will prove useful as well. 5. If the applicant were in your seat, what would they ask the prospective employee? Throughout the process, the prospective employee should be interviewing you as well. It is...

The Sales Celebrity
How to be a Sales Star What is is about movie stars that makes them so attractive? In the acting profession, people talk about "star qualities" or having the "it" factor. Sales people are often described in similar terms. Great sales people are often talked about as having a great "personality" or "charisma." But what does having these qualities actually mean? Are they something a person is born with, or are they skills that can be acquired through learning and practice? Our sales recruiters...

From Ancient Greece to WWII - A Look at the History of the Recruiting Industry
An Interesting Look At The History of The Recruitment Industry Recruiting began with the military and dates all the way back to ancient Egypt, Greece and Rome. The birth of the modern recruiting industry, however, did not take place until the 1940's as a result of WWII. Employment agencies began to advertise for workers who were not obligated to military service in an effort to fill the void in the workplace left by those who were called to duty. The end of the war led to an influx of workers...

Not Getting the Best Sales People? Maybe We Can Explain
Why Your Company Is Not Getting the Best Sales Employees? As a sales recruiting firm, we consistently get calls from all different types of companies looking for various types of sales and marketing professionals. Some companies are very successful at obtaining Grade "A" sales representatives and they do so quite frequently. Though, for some organizations, it takes months (if not a lot longer) to find somebody whom they will even considering hiring. What are the downfalls of a hiring process...

Cold-Calling, You Have to Do it - Might As Well Excel at It
Tips For Cold-Calling Success These days, with 90% of all buying research (B2B and consumer) done on the internet, cold-calling is a huge challenge. It is hard to refute the fact that when people or companies need a product or service, they turn to Google. Though, as a sales professional, day in and day out, it is your job to find new business. Technically, if you were in sales and were not a “hunter” you would be referred to as more of an “account manager.” That is my opinion and can be...

A Checklist Prior to Hiring
Publicly Traded Companies and Colleges - A Mixture Which Should Be Illegal Students Should Get Into A University Based On Their Merits / Ambitions I don't know if I can actually say the name of the school which I am referring to as I don't feel like getting sued, but I'm sure you can figure it out: the college is now allowed to call itself a "University," it is a heavily publicly traded stock and you are, essentially allowed to buy a degree. From what I have seen and what I will explain in a...

Not All Sales Professionals Are Created Equal - Here is Why?
Not all sales professionals are created equal. Here are six reasons why: Brevity in client conversations: In Hamlet, Shakespeare said it best: "Brevity is soul of wit." When marketing a particular product, a buyer will lose interest if the benefits of the solution are not expressed in a clear and concise manner. Psychologically, buyers usually have a lot on their minds (as they have their own jobs and goals too) and want to get to the point. Too much information or elaboration on a certain...

How the Rich Buy and How the Won't Get Rich Buy
The Buying Habits of the People Who Want to Get Rich vs. The Buying Habits of the Poor Have you ever noticed that some people, no matter how much they make, must have a BMW, Jaguar, etc.? Typically, these individuals also spend a lot of money making the car look flashy via putting on extra additions. Contrary to most people, when somebody has a flashy car, I immediately think that they probably are not too rich or are gaudy. Again, there is a big difference between buying a car with a Jaguar...

Consultative Selling 101
Consultative selling is, by nature, exactly as it sounds. Instead of selling to a client, a sales professional uncovers the needs of the prospect through asking various questions and then tailoring their product or service accordingly. There is no better way to go about it. The old way of selling which is quite outdated involved the sales representative giving a presentation to their target market and hoping it hits a sweet spot. This type of selling was perfectly shown in the media through the...

Will Smith's Work Ethic
Work Ethic by Will Smith "I've never really viewed myself as particularly talented. I've viewed myself as slightly above average in talent. And where I excel is ridiculous, sickening, work ethic. You know, while the other guy's sleeping? I'm working. While the other guy's eatin'? I'm working." - Will Smith on 60 Minutes December 2, 2007. Even though we have written about the lessons of some of the most profound leaders of our time, our sales recruiters were hard pressed to find somebody with...

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