Selling better means more money in whatever business you’re in. The problem with many sales books, however is that they are too “salesy.” When asked what makes a great sales representative, the KAS Boston software sales recruiters answered:
Great sales representatives:
1. Make the buyer feel important. By making the buyer feel important, our executive recruiters mean that they don’t miss meetings, they don’t return calls, etc. While you don’t want to look desperate, cross the line of making the buyer feel like you don’t care, and you’ve lost a client.
2. People don’t ever think they are wrong and you don’t want to flat out tell them that. Often, buyers will be wrong about what they need or how much something should cost, but you must tread lightly as to what you say to these individuals…telling them that they are wrong flat-out will lose you money.
3. Make the buyer want to buy your product. The only way to make someone want to do something is to make them want to do it. This means discussing the benefits that they will receive from doing so.
For instance, I wanted to have someone program a website for my father-in-law is who is an Atlanta based geotechnical engineer and a lot of the sales professionals talked in terms about what they wanted. It was only until I approached the same person who helped me program KAS Placement’s sales recruiting website, did I get the opposite.
Remember that crude methods have sharply undesirable repercussions. Play to their desires. Here’s a hint: everybody likes a compliment and wants to feel important.
4. Be happy to greet the client and take an interest in them. If you don’t take in an interest in the buyer, don’t expect them to do the same for you.
Ken Sundheim is the CEO of KAS Placement Los Angeles executive recruitment a NYC, LA and Boston recruiting firm helping sales and marketing professionals find jobs in nearly 100 different industries.
Becoming a sales or marketing headhunter can be a great thing, however there are a few variables that you should look at prior to choosing a headhunting firm.
Here are 5 questions you should ask yourself when choosing a recruitment agency to work for:
1. What type of recruiting firm are you going to look at? Contingency or retained recruitment agencies? Accounting, general HR, marketing, sales?
2. What types of clients does the recruitment agency have? Large, small, everything in-between?
3. Are you going to work from the recruiting firm or are you going to do a virtual office? Many recruitment agencies offer their headhunters both options.
4. Which headhunter(s) are you going to be reporting to? You should look at the leadership acumen of your future boss as he or she will be a part in determining your success as a headhunter regardless of the recruitment agency.
5. Do you like the day to day activities of working at a recruitment agency or are you simply looking for a job?
Prior to applying to different executive search firms, make sure that you do your research and that you are making the right decision rather than the decision offered to you.
Recruiters are a dime a donzen, yet few few are talented and prove not be a waste of both the recruitment manager’s and job seekers’ time.
Choosing the Best Recruiter to Work Wtih by Ken Sundheim
All of the visionary companies discussed have faced setbacks.
As a marketing recruiter and sales executive search specialists I agree that the best companies are guided by a sense of purpose. They pursue a cluster of objectives and money is only one of them.
Visionary companies focus not on beating the competition, but rather on beating themselves.
Visionary companies ask as to how they can improve themselves to do better tomorrow than we did today?
Visionary companies never think they’re done with the job – nothing is ever good enough.
Want to be the best in the industry. You should not be driven by money but by becoming better at what you do.
Most companies are not started with a great idea.
As long as you do your work well and were good to your customers, there is no limit as to where your organization can go.
Bill Boeing’s first airplane failed and his company faced such difficulty during its first few years of operations that it entered the furniture business just to stay afloat.
Lift from your shoulders the great idea myth.
Luck favors the persistent. Visionary companies never, never, never give up.
Be prepared to give up everything but the company itself.
Keep tinkering, persisting, trying and experimenting until they figured out how to build an innovative company that would express their core values and earn a sustained reputation for great products.
While finding a job is never easy, there are certain things that one can do to ensure that they increase the number of options they have such as:
1. Go to company websites – visiting company websites is probably the most accurate way to see how is really hiring. Not every company posts their open jobs where you think they would be, but all of them do post on their own website (well, most of these organizations do).
2. Articles written by executive team – many CEOs of smaller to mid-size companies write for publicity. Reading these articles and commenting on them along with sending your resume and cover letter is a great way to get an “in” with any executive.
3. Press Releases – as a job seeker, you should always be aware as to who is in the news and why. Looking over press releases can kill two birds with one stone. Also, logic would say that it is best to avoid those organizations with very bad press (typically, not always).
Recruiting Marketing Professionals
I think one of the more important things that employers should think about is what exactly they want vs. what exactly they need in an employee.
Many small to mid-size businesses come to KAS’s headhunters with a big misconception as to what they need out of a marketing plan.
Sometimes even our larger clients come to KAS with a need that won’t produce any return on investment.
Here are some steps to ensure that you are going to recruit the right marketing professional
1. Write a Job Description – writing a job description puts the thought process down and gets the creative flow going.
You should know what you want and putting your needs down on paper may be the trick to determining what is a solid marketing idea and what is going to prove to be a waste of money.
2. Know Your Stuff – many clients have misconceptions as to what they need for a marketing plan. For instance, it is more important to get hits to your website (for the most part) then have a Facebook page.
Also, things like Twitter aren’t going to work unless you have good content to bring the audience and this is not always easy and is not always executable by marketing professionals.
3. Don’t Base Your Hire On Personality – many people want to do marketing, but few understand it well. Therefore, you’re bound to get a lot of resumes from people who seem great, but will probably be a dead end to your organization.
Therefore, you are going to need someone who is an expert at marketing to help your recruiting efforts and write up that job description. Interviewing is very hard even when you know your stuff; marketing can be a foreign language to many.
4. Have a Realistic Budget and Be Flexible – many clients come to us either wanting to pay well below market or well above market. The former happens the majority of the time. Seldom do they get it correctly, therefore our recruiters suggest that you be flexible and don’t fool yourself trying to get a bargain.
Marketing is too important to put a very low budget on the business facet, however over spending for too little is a problem almost as bad.
In the End
Finding the right marketing employee is very hard and mistakes are frequently made which cost companies big. Though, follow the above recruiting tips or find your company effective marketing headhunters and you should be fine.
About the Author
Every graduating student wants a job that is challenging, has a future and one they could be proud of. However, not every recent college graduate goes about finding their dream job in a matter that is conducive to finding a position that can jump start their career.
While many variables exist when discussing how to get one’s dream job after graduation, here are 3 tips that will help any recent college graduate seal the deal.
1. Dress – for women, I believe that interviewing dress is a little more versatile and that women should dress according to company culture. However, for men, it is imperative that they wear a suit and tie as anything less may be thought of as disrespectful to an interviewer who has been with the company for 20 years and who is giving their time to meet with a new graduate who seems like they don’t care enough to wear a suit (if you get what I mean). Continued: Getting Your Dream Job After College Graduation