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How to Attract and Hire the Best B2B Sales People

B2B companies face a daunting task — vying for the attention of elite salespeople with a specific expertise and day-one revenue potential. Some B2B sales can’t be taught, and it can be difficult to find, much less attract, the best candidates for a position. The market is smaller, and everyone knows everyone in some industries.…

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Is Your Sales Team Prepared for Inbound Sales?

Is your sales team ready to start working the inbound sales way?

We often think about disruption in terms of the way that it impacts industries. Uber and Lyft transformed the transportation sector; Netflix changed the way people flip through the channels on their TV. However, disruptions that change the way business gets done are all too often overlooked, and its impact frequently isn’t recognized until it’s…

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Inbound vs. Outbound Marketing and the Impact on Talent

The impact of hiring inbound marketers

The numbers paint a compelling picture. Inbound marketing generates three times the leads per dollar spent as outbound. Customers gravitate toward content that advises them during their buying process and ignore both sales calls and unsolicited emails. For those keeping score at home, inbound marketing has destroyed outbound by a knockout. What’s not always as…

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What is Sales DNA Anyway?

Sales training is only one part of what makes a great sales team. Uncover the meaning of sales DNA.

A few weeks ago, in a post about hiring local talent to sell in countries outside of the U.S., I mentioned that it was critical to onboard sales talent who have the right “Sales DNA.” I didn’t define it at the time; however, it’s important for you to understand exactly what it is you need…

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Selling into the US Market – Does Your Sales Team have the Right DNA?

One of the toughest decisions my global clients wrestle with revolves around the location of their sales team. Should we hire in our home country or build an offshore sales team in the U.S.? One can argue with the prevalence and successes of inbound lead-gen marketing and improved communication tools, you can get significant traction…

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Five Ways the Interview Process Can Positively Impact Your Brand

How the Interview Process can Improve Your Brand

Is there anything more nerve-wracking than a job interview? Earnest candidates spend their time conducting research on the company beforehand; and likely worrying about everything from the firmness of a handshake, to a suit that conveys the perfect message. Contrary to popular belief, it’s not much easier from the employer’s perspective. Identifying top talent and…

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The Growing Demand for Product Management

How to effectively hire Digital Product Management

There is a growing demand for product management talent because there are so many digital companies that have never existed before. Industries adopting and leveraging new technologies such as Retail / Direct to Consumer, Automotive, Manufacturing, Financial Services and Healthcare, have created a demand for innovative product managers who bring both industry experience as well…

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2019’s 3 Largest Roadblocks in Hiring Digital Marketing Talent

Hiring digital marketing talent like finding a needle in a haystack

Marketing Continues to Shift and Talent is in Short Supply Don’t panic, but there’s a digital marketing talent shortage. If you’re struggling to attract, hire, and retain digital marketing and digital product talent, you are not alone. A staggering 59% of companies hiring are looking to attract digital marketers, and only 19% of those marketers…

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Your New Co-Worker May Be a Robot—And That’s Actually a Good Thing

These digital companies are using artificial intelligence to help creatives do what they love Don’t expect your company’s newest hire to shake your hand or take you up on that friendly invitation to lunch. It’s not that they’re trying to be rude; it’s just that they would rather stay behind and analyze data, transcribe notes,…

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Winning the Very Best: How to Employ Senior Talent in a Candidate-Driven Market

With the New Year rolling in, a strong economy and unemployment expecting to reach 3.8% this year, the demand for senior talent (especially in the digital space) far exceeds the supply of readily available talent. We are past the days of 2008 where the employer held all the cards in the deck and could hold candidates…

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