How often do you look in the mirror and assess your skills and abilities? After being in the recruiting industry for almost 18 years, I find that people … Read more
Order Taker or Adviser: Which Are You?
I read a post a on ERE.net last year titled “Speed. Price. Quality. Are Your Recruiters Sacrificing One of the Above?” that I thought was fantastic. As … Read more
The New Rule of Agency Selling: ABL
Now what’s it going to take to put you in that new car today? Surely that goofy phrase wins the award for cheesiest sales pitch of all time. You’ve … Read more
Beware the Low Hanging Fruit
Demand for our services continues to increase as the economy slowly rebounds from the impact of the Great Recession. However, with these favorable economic … Read more
Have You Thought of Using ‘Participation’ As Your Sales Metric?
Ongoing management — low performers, mid-level performers and even high performers need it. It does not assume high performance, and once high … Read more
Lessons Learned From My Years Interviewing and Hiring Sales Professionals
I was blessed to have lunch a while ago with two of the brightest young minds in the city of Denver. They were both candidates of mine I placed as sales … Read more
12 Ways to Improve Your Sales
Dear Barb: What is the quickest way to increase sales next year? This last quarter has not been our best, which has me concerned over the first quarter of … Read more
A Sales Process That Works = Success
Dear Barb: How do I teach my sales team to close more placements? We are consistently blindsided by surprises that prevent our deals from closing. I’ve … Read more
How To Turn Client Criticism Into A Win
Although it’s rarely discussed openly, the most pervasive problem in doing search is internalizing criticism from employers. It causes recruiter … Read more
New Bullhorn CRM Designed to Aid Sales Growth, Spot Trends
No longer a temporary fix for a sudden spurt in a company’s workload, contingent staffing has become such a strategic part of the corporate workforce … Read more
Avoiding the Hot Lead Brush Off
Dear Barb: My sales people get very frustrated when they get a lead from a candidate that a company is hiring. They call in and the prospective client says … Read more
It’s Not A Job Order Until You Get These 7 Commitments
The Seven Commitments are important in gauging how “hot” a job order is. You need to verify the commitments in every conversation, using various different … Read more
How Long Do I Wait For First Production?
Dear Barb: How long do you give a new recruiter, before you realize you may have made a bad hiring decision? My new recruiter has had no production going … Read more
7 Ways to Get Hiring Managers to Say Yes
Require the client to listen to a presentation. “Oh Jeff, you sound so forceful!” I really am about this. I’ll show you how to make that … Read more
Counter the Brushoff With These Four Powerful Follow-Up Questions
I was walking past my desk when the phone rang. “Hi, I’m Jamie,” said the caller. “I can help improve your website.” “Sorry, but I’m on my way to the … Read more
Learn to Be Charismatic and Sales Will Follow
Recruiters who possess a high degree of self-confidence and charisma tend to dominate their market and out perform their competitors. They negotiate higher … Read more
How I Nearly Lost My Business When I Stopped Marketing
Recently, a colleague asked me, “What was the most rewarding mistake you ever made in business?” It’s a great question, and I quickly had an answer for him … Read more
Your Pitch Will Stand Out When It’s About Them
Does your elevator pitch sound anything like this? Hi, I’m Bob and I recruit the smartest people who can hit the ground running for the best … Read more
Don’t Just Check References, Market Yourself
The purpose of this column is to explain how to use a standard reference check as a marketing and/or recruiting opportunity for you and your recruiting … Read more
If You’re Always Closing, You’re Not Selling
Closing techniques are as old as the sales profession; isn’t “Always Be Closing” the A-B-C of sales? Could this practice have anything to do with the sales … Read more