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steve parke, http://www.steveparke.com

The world of employment has changed. One consequence of near full employment is that most functioning human beings already have a job. They may be underemployed or looking to improve, but the September 2017 rate of 4.2% is lowest since 2001 (US Bureau Labor Statistics)

But when you look how some employers and recruiters recruit, it seems a few have missed the memo. This tight market requires innovative approaches and focus. You need to do more than post a job on your website to reach rock star talent and posting a job advertisement that reads like a list of requirements on a job board isn’t enough either. …


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If your sales career involves renewing clients’ contracts, here are some easy tips to boost your renewal rate. While this is not applicable to every profession, it’s targeted toward those who sell products like media, SaaS, or recruiting packages to businesses. The key is providing great customer service throughout the contracted period and having the grit to ask the hard questions that elicit honest responses.

The model that’s used in many fine restaurants is a good one to keep in mind as an example of good customer service. The waitperson introduces themself and makes it clear that they are your server. They answer any questions that you may have and make informed recommendations. As soon as you get your food they make sure everything looks right, that you got the right order and nothing appears amiss. And then they check on you at appropriate times, leaving you alone when you are conversing but not vanishing when you have a request. After you finish your meal, they offer you coffee and dessert. To the restaurant, this is an upsell. …


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A few weeks ago my manager asked my to tell a few people who were newer to sales what the “secret sauce” was that helped me achieve goal the vast majority of the time. I didn’t have an answer at hand so I reassured them that I had been working at selling advertising of one form or another for over twenty years so they shouldn’t feel badly if things came less naturally to them.

But I think it’s important for top salespeople who want to mentor others to understand what makes them exceptional. …

About

Jessica L. Benjamin

Careers • Gender issues • Leadership • Sales jlbmedia@gmail.com

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