http://mccandlishgroup.com/blog The McCandlish Group Thu, 20 Oct 2011 19:33:07 +0000 http://backend.userland.com/rss092 en Whenever I shop for anything including clothes, services, or technology, I mentally evaluate the sales person’s presentation and selling skills. I guess I’m always prospecting for talent for our clients. While buying some jeans last week, I was approached by a very young, energetic sales guy at Nordstrom’s. He was new ... http://mccandlishgroup.com/blog/2011/10/20/do-your-sales-people-listen/ And…who says that COLD CALLING is DEAD? It is Frank Rambauskas, www.frankrumbauskas.com and yes, I bought his book. I was incredibly concerned from the title of his book that an activity I’ve done for 35 years is out of date and no longer viable to obtain new business. Since he shares ... http://mccandlishgroup.com/blog/2011/10/20/who-says-cold-calling-is-dead/ June Sales Hiring Update… THE MARKET Candidates are finally calling us back after a few rough few weeks in June. Vacations take candidates out of the market as well as hiring managers. As a result, search processes are slowed. Submittals doubled this past week and it’s good to see. Other firms ... http://mccandlishgroup.com/blog/2011/07/08/sense-of-humor-for-sales-people/ What does a trusted advisor do? This is an overused phrase that sales people believe is intended to bond them with their clients. The theory seems to be clients come to you for advice around services you sell although some of your ancillary services are not appropriate to charge for. ... http://mccandlishgroup.com/blog/2011/05/16/what-is-a-trusted-advisor/ Winding it down for 2010…looking forward to 2011 Sending clients and candidates a Happy Holidays wish. Before we discuss sales hiring I wanted to share a motivational video on a great website at www.ted.com .  Steve Jobs video on “How to live before you die” is exceptional and motivating. It’s his ... http://mccandlishgroup.com/blog/2011/01/28/december-updatewinding-it-down/ Hello all, Today I’m offering a complimentary eBook version of The Sales Hiring Handbook. It’s a 113 page guide to improved sales hiring. While researching interview questions for the book, I drew from numerous resources for motivation based questions for first, second and sales manager interviews. There are many sales candidates ... http://mccandlishgroup.com/blog/2011/01/28/free-ebook-sales-hiring-handbook/ We just received an “attaboy” type feedback from a client we’d like to share.   Paul Gardner, HR manager at Transonic Systems, is a long standing client we’ve worked with at two different companies. In the last 5 years, we’ve placed over 30 employees together.   In one environment, Paul asked us to ... http://mccandlishgroup.com/blog/2011/01/28/october-market-update/ 5 Reasons… why sales hiring is trickier than other roles in the enterprise.   1.     Candidate MOTIVATION must be evaluated and reviewed. Since sales people hear NO all day long we’re always concerned they’ll lose motivation to sell our product or services. Since there are many individuals that CAN normally sell your service ... http://mccandlishgroup.com/blog/2010/08/11/5-reasons-why-sales-hiring-is-trickier-than-other-roles-in-the-enterprise/ Since we all know that engineers aren't known for "selling aptitude" generally at least, manufacturing companies wanting more sales volume have challenging questions to strategize. 1.  How do we get our sales engineers to do more prospecting? (unlikely) 2. Can we teach them to at least up-sell? (also unlikely) 3. Must we change ... http://mccandlishgroup.com/blog/2010/07/09/adding-sales-volume-for-manufacturing-companies/ Sales Hiring Update motivating sales story today… Hello hiring managers. For the monthly update, I’d like to share a sales story that happened in our office last week. We’re located in a commercial area for ... http://mccandlishgroup.com/blog/2010/06/16/sales-story/