Transcript As Co-President of Alliance I have the opportunity to interview prospective candidates, and here’s some of the common challenges they’ve told me about. First I’ve applied to hundreds of jobs and very little feedback. Well that’s not surprising because applicant tracking systems do not value potential just experience What I mean by that is […]
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The Great Resignation is Long Over-So What’s Next?
A recent article in the Wall Street Journal (Fewer Americans Are Quitting Their Jobs – WSJ) highlighted a few key changes to the US labor market, namely that some of the job shopping we’ve seen over the past few years has begun to slow. American workers quit their jobs at a much slower rate last […]
Zornick’s 3 C’s Revisited: A Hiring Manager’s Guide to Successful Interviews
In this vlog, I shift the focus from my personal hiring criteria to the broader perspective of what hiring managers generally seek in candidates, drawing from a blog by Alliance President, John Zornick. They highlight the “three C’s” of interviewing: capability, compatibility, and convertibility. Capability centers on the candidate’s skills and experience aligning with the […]
What did I look for as a Hiring Manager?
As the April Conference approaches, I wanted to share my experience as a Hiring Manager. I attended several Alliance Hiring conferences, whether in person or virtually. I wanted to share what traits I sought out when interviewing candidates. For this post, I decided on a different format – Video Blog (vlog). I forgot to mention, […]
Sales Organizations Functions: Sales Roles Explained – Scouts, Hunters, Farmers, and Sentries
In Part 1, we discussed the functions of a sales organization. Click here to read Part 1. In Part 2, let’s discuss the roles. However, before reviewing the details, we need to discuss an important business concept: Segmentation. Segmentation is the process of dividing your market, and therefore business, into smaller elements or groups. The […]
A Tipping Point on Mentorship
A quarter century ago, NY Times bestselling author, Malcom Gladwell released, The Tipping Point: How Little Things Can Make a Big Difference. Gladwell’s central argument is that a social idea or movement’s success ultimately depends on the efforts of few key individuals. This is further expressed in concepts such as the Pareto Principle, i.e., 20% […]
Sales Organization Functions: A Guide for Transitioning Service Members
Part 1. Functions To help educate transitioning service members on the Sales profession or General Management opportunities, I thought it may be prudent to start on the organization itself, namely the functions it performs. Before diving into the functions, let’s start by understanding the concept of “Go-To-Market” (GTM). Simply put, GTM is how a company […]
What are you worth?
One of the more challenging questions you may face in an interview is: “What are your salary expectations?” At Alliance, we are not big fans of the question when used on military veterans and generally dissuade our corporate partners from using it. Nonetheless, it is a perfectly valid question in that it gives recruiters and […]
Make Your Career Transition a Team Effort
Let me tell you a story. About 12 years ago, we had a candidate, Tom, who attended our conference in Charlotte, NC, with his wife, Heather. Heather was incredible. Wherever Tom was, she was right there beside him, offering all kinds of support. It was amazing to go by the hotel atrium in the evenings […]
Words you May Be Using Incorrectly on your Resume
Having read thousands of resumes, we have seen just about every common mistake imaginable. But we are careful not to judge because we are all prone to making writing mistakes. For many of us, it’s due to the fact that we can’t type quite as quickly as we can think. So we often leave out definite […]