Blog
True Grit
by Henry Glickel | Category: Article
Posted on Wednesday September 15, 2022 at 07:00:00 AM
In a 2013 TED Talk, Angela Duckworth explains that a significant predictor of success is grit or “passion and perseverance for very long-term goals.” In sales, you’ve got to be gritty. You can’t just plug along until you make the sale. Strength and tenacity are needed to achieve success. From a client viewpoint, persistence can show dedication and purpose on your part. And hiring managers want people like this to join their team. Use the following 10 questions to analyze and prepare to show how you have demonstrated grit in the field. Because no matter how you describe it—persistence, perseverance, or passion—it is of significant value to a sales team. A client calls and says it is urgent that he speaks to your boss. However, your boss has told you he is in a meeting and cannot be disturbed. What would you do? Are you assertive? Tell me about a time when you have demonstrated...
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The Current Recruiting Landscape
by Henry Glickel | Category: Article
Posted on Wednesday September 14, 2022 at 10:38:58 AM
The challenges of finding sales talent are causing many companies issues because the talent gap has become a chasm. Hiring managers are struggling to attract the right people to their organizations. The number of sales roles advertised has increased over the last year by over 65% to over 700,000 openings. Is it The Great Resignation, or is it something different? The population The population in 1980 in the USA was a little over 226 million, whereas in 2020, it was just over 329 million, a growth of 45%. So you’re probably thinking that there shouldn’t be a labor shortage, especially when you discover that the workforce makes up 50% of the population. But the overall population is aging, which means fewer young people are entering the workforce. With this in mind, it’s no wonder it’s becoming increasingly challenging to attract entry-level salespeople. Looking at the next age group up, more experienced salespeople, their numbers stagnated...
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Challenging Sales
by Henry Glickel | Category: Book Review
Posted on Sunday September 5, 2022 at 07:00:00 AM
What is the most challenging part of sales? If you ask this question in the field you will receive as many different answers as there are sales reps. What challenges a person in their sales career is unique, individual. Unfortunately, there is no one-size-fits-all formula to help a sales rep overcome these challenges. This month we’ve rounded up 6 books to help you with your most challenging sales. Sales is highly competitive and filled with stress and pressure. Don’t let challenges and setbacks rule your career. Dive nose first into finding a solution that works for you! The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results Brent Adamson and Matthew Dixon and Nick Toman and Pat Spenner https://amzn.to/2Hc1GTw "The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers"...
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