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"After just deleting most of the non-client-related emails, I'm glad I stopped and read yours. This really hits home. I knew the general proposition intuitively, but you have framed the issues as only you can. In particular, the absence of effective training for salespeople in young companies and the shortfall in complementary marketing leaves a lot of start-ups really struggling to gain traction. It's impressive how few CEOs really get the connection here.
This one really stands out as a Betsy Classic. Thanks for sharing--hope you're enjoying the last days of summer."
–Brad Howe
President
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Category Archives: Hiring Process
Prospecting: Good Detective Work
My sister Nancy is a read-a-holic. Or, maybe it’s a book-a-holic? Either way, even before she retired to fun and funky Portland, Maine, she read five books to my one. And now, I don’t even want to think what that … Continue reading
Posted in Hiring Process, Sales Topics
The Ponce de Leon Dilemma
I love Judy Woodruff, co-anchor of the PBS Newshour. She’s my idol. Most nights I don’t get home in time to watch the news at six o’clock, but when I do, Judy’s my go-to girl. Not only is she smart … Continue reading
Posted in Finding Great Employees/Recruiting, Hiring Process
My Calvin Coolidge Squirrels
Nothing in this world can take the place of Persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated … Continue reading
Posted in Finding Great Employees/Recruiting, Hiring Process
4 Simple Ways to Spot “Star” Power in Candidates
I like to think that I’m a real movie buff, like my sister, Sue. But I’m not in her league. Sue beats me for sheer number of movies seen in a given year and for her thoughtful critiques as well. … Continue reading
Posted in Hiring Process
Take a Page from the Realtor’s Playbook
I think most people believe their house is worth more than it really is. That’s a sweeping generality, I know. I’m basing it on the unscientific and totally anecdotal opinion of two women with recent experience in house valuation – … Continue reading
Posted in Finding Great Employees/Recruiting, Hiring Process
The Hunger Games
He leaned over the table, looked me straight in the eye and said, “Betsy, I want a young guy who has a big mortgage. I want someone who’s hungry to succeed and make lots of money. ” He had prefaced … Continue reading
Posted in Finding Great Employees/Recruiting, Hiring Process
Ditch the Laundry List to Hire “Outside the Box”
I’m lying on the beach in Martinique, turquoise water before me and volcanic mountains behind. I have just finished a fine lunch of mussels steamed in white wine, along with a baguette, salad and a glass of my favorite French … Continue reading
Posted in Hiring Process
The Wisdom of Woody
I brake for Woody Allen movies. Or, more accurately, I break for Woody Allen movies. Let me explain. Last Wednesday, realizing I had booked myself into phone interviews from 3-9 pm, I decided to treat myself to a movie during … Continue reading
4 Characteristics of Top Salespeople
I like the number 4! Like its important symbolism in Native American culture, it has a special meaning for me, as well. To them, 4 was sacred through Mother Nature, representing north, south, east and west. It also represented spring, … Continue reading
Posted in Finding Great Employees/Recruiting, Hiring Process
Be Counteroffer Intuitive
Happy Spring! Mother Nature played an unusually cruel trick on New Englanders this week by dumping ten inches of heavy, wet snow on us. Believe me, the only thing worse than shoveling ten inches of snow is shoveling ten inches … Continue reading
Posted in Finding Great Employees/Recruiting, Hiring Process