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Things I Wish I Knew About COVID Hiring in March

Business Insider reports that only 4% of workers want to return to the office full-time after COVID. This number is down from 33% in April. The number of telecommuters has been steadily rising well before COVID. Studies have also shown that workers are more engaged and productive when working from home. Traditional habits die hard,…

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How to Hire the Best in Breed Sales and Marketing in Today’s Talent Market

Your systems and operations have proven themselves, and your products and services sell. Your final, and arguably most important component for business optimization, is a sales and marketing team to get you the right customers. The landscape for elite talent is always a seller’s market. You will be in competition with your industry’s usual suspects,…

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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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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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When is it a Good Time to Use Interim Talent?

Looking for Interim Talent? See how interim talent can be used for strategic uses and not only for temporary positions

We were recently approached by an up-and-coming MarTech start-up. They were preparing to launch a new offering to the market and believed that their growth warranted adding a product marketing team. Despite their lack of experience and understanding of the product marketing role, they mapped out an organizational chart where mid-level product marketing managers would…

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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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3 Signs that it’s Time to Leave Your Sales Job

You’re cranky and less motivated and you can’t put your finger on why.  Now might be a good time to step back and see the writing that’s already on the wall. Are you stalling in your career? Is the stagnation affecting you personally? It might be time to seek out a different sales job.  All you…

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