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 […]
transition
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 […]
The Law of Similarity – Tell Your Story
I stood at the front of the room, hands at my sides with my chest pushed out. It was the first presentation training in my new role as a sales account manager. I had rehearsed for days in preparation for this moment. I wanted to impress my new teammates with my knowledge and engagement. However, […]
Interviewing & Story Telling
As I think about the interviewing successes of our candidates over the last two decades, there are many reasons that some people excel at interviewing. For some it has to do with their track record of achievements, for others it may be due to the diversity of experiences they have, and for others it may […]
Prepare to Copy
The idea for this tip came to me recently when I was doing a practice interview with a candidate. She asked a good question I hadn’t had to address in a long time. The question was simply: “Is it okay to take notes during an interview?” My answer was “Yes, but ….” Obviously, the ‘but’ […]
Transition Tip: Tax Issues with Bonuses?
A while back we had a candidate receive a job offer that caused him some concern. He was perfectly fine with the compensation amount but was a little troubled that a portion was going to be a guaranteed bonus. His concern was that he had heard that bonuses get taxed at a much higher rate […]
The Most Amazing Resume Tip That Broke the Internet
Now that we have your attention, we need to come clean and admit that we might have exaggerated a tiny bit. Perhaps this tip won’t be that amazing, but it’s still pretty good. We gave it the snazzy title to illustrate our real lesson for the day. No doubt, you have surfed the web and had your attention […]
Focus on the Job at Hand
There is a chance that one day you will find yourself interviewing for a very large company – the type of company whose website overwhelms you with the number and diversity of its various business units. Perhaps the classic example of such a company is Johnson & Johnson which has over 200 separate operating companies. […]
Don’t Judge Too Quickly
We’ve all heard the expression: “You only get one chance to make a good first impression.” If you are like most people, there has been a time when you know that you didn’t make a good first impression and would love to get a “re-do.” After all, it seems unfair to be judged too critically […]