Articles of Interest

This section includes reviews of articles you may want to consider reading. Henry Glickel has personally read or listened to each item listed. We hope you find the article reviews of interest. If you have comments on the reviews, wish to add an article, or would like to submit a review, feel free to e-mailhenry@henryglickel.com.

Article: Prospecting
by Loretta CollinsThere are basically three kinds of leads:

a) Direct- from someone you know or have met

b) Indirect- a referral

c) Cold Calls- telemarketing or dropping by someone’s business

As per the Lead Guru, “A lead is a lead to get another lead”. Just because one person is not in the market for your product, does not mean that he/she doesn’t know someone who is.

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Article: Polite Telemarketing?
by Loretta CollinsThe phone rings, you’re nowhere near it, but do a remarkable impression of Flo Jo, reaching it just in time only to be greeted with “Hello, Francine, how are you today?”

What is it about this phrase that screams, “Hi, I’m a telemarketer and will be taking up your precious time long after you’ve told me NO!”

There are three necessities in getting a sale- timing, need, and money.

As salespeople we’re taught to get three “no’s” before hanging up.

The most important aspect of a successful sales call is timing.

In this day and age we’re assaulted from every angle. Between email, conference calling, cell phones, PDA’s, FBI’s, CIA’s, and COD’s it’s hard to get any work done at all. The three no rule is obsolete today, as is the lengthy script.

I once had a script that was longer than War and Peace, and didn’t come with Cliff’s notes. A client broke into my spiel and I replied, “Please sir, if you interrupt me, I’ll have to start all over.”

Naturally, I was joking, but the client loved the fact that I made fun of myself. He bought.

Telemarketus Interruptus the Latin term for “Time is money and you’re wasting mine” is the business owner’s bane.

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Article: To Move or Not to Move
by Patrick HedlundIn this economy, come sales and marketing executives are forced to do whatever they can to hold onto their jobs. But being asked to uproot your self to relocate to a new office isn’t an easy decision to make. What do you do if the company wants you to accept a transfer, and you’re not sure you want to do it?

“If the position is mission critical and the person is unwilling to take on the challenge, it may send a signal about the individual’s competency,” says Henry Glickel, owner of Salem, New Hampshire-based Sales Recruiters Inc. “I think that hurts.”

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Article: A Fine Line
by Michael Weinreb, Senior WriterNow more than ever, companies want salespeople who are aggressive and can hit their quotas. But customers demand educators, not arm-twisters. Here’s how to help your reps cultivate a winning combination.

There are times when pharmaceutical sales representatives have no choice but to sell on the run. It is a notoriously aggressive field, a constant grappling for face time and recognition. So at certain moments you will find these reps, impeccably dressed and well-groomed, chasing a doctor down a hospital hallway, waving their drug’s latest flier in the doctor’s face, shouting facts at random, performing a running show-and-tell. All this in the hope that they will strike randomly on a conversation topic before the doctor disappears behind another door.

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Article: Hot Professional Development Tips to Help You Find Your Dream Job
by Coach Nick Papadopoulos of Sky’s The LimitHelp Me to Help You

Ever hear the expression, “Life is what happens when you are busy making other plans?” Sometimes I think the same thing can be said about our careers. A career happens when you’re busy looking for a job.

Most of us are guilty of it. Instead of pursuing our dream career, we pursue a job opening. And, we are often looking for a job under less-than-perfect circumstances, which makes it easier to accept a job that may be far away from our dreams.

Not everyone can be a celebrated Hollywood actress or manager of the New York Yankees but there are ways to be more proactive in pursuing careers more closely aligned to our dreams.

Coach Nick Papadopoulos is President and Founder of Sky’s The Limit, a consultancy that helps individuals increase success in their current employment, raise their earning potential, and find their dream job. Coach Nick can be reached at 203-973-0707 or coachnick at skythelimit dot com.

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Article: Expand Your Skills
by Linda Sussman, CorrespondentAll the recent headlines of layoffs and economic problems has many more workers dusting off their resumes and checking the job market. But even as the pendulum swings downward, there are still companies and sectors that are hiring and trying to retain their best workers.

Experts agree that the best way to survive this cycle is to continually hone and expand your job skills. It is also very important how you present yourself and those skills to current or future employers. There are definitely more applicants out there and the critical factor is demonstrating that you have “cross transferable skills” that can be used successfully in other industry sectors, stresses Thomas P. Gove, president of The Original Resume, Recruiting and Marketing Company of Chelmsford.

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Review: “Perfect Match-How to Find and Hire the Ideal Salesperson” from Selling Power Magazine September 2000
Article reviewed and summarized 12/2000″I would recommend that salespeople looking for jobs find a good employment counselor.”

“Organizations with mediocre products and that are not willing to compensate sales people effectively will always struggle with turnover, poor attitudes and great difficulties reaching sales targets.”

Companies that want to recruit top salespeople first need world class customer service, products, and services. Then, …, they must develop a corporate mission and values that compensate, value and respect the importance of salespeople to the organization.

“…aggressive recruiting is becoming imperative.”

“Headhunters can be expensive…, but they provide valuable help in qualifying top applicants, particularly if your company’s products are complex and technical.”

“…one recent survey carried out by Forrester Research reports that employers plan to increase spending on … recruitment 52 percent by 2004.”

“Great interviewers who look and sound just like your top salespeople, sell themselves better than your product and service because they are more about being liked than winning, but can’t or won’t close.”

“In selling and marketing, words are the armory of thought that forge the weapons by which economic battles are won.” Gerhard Gschwandtner, Publisher Selling Power

Review: “Who’s Hot and Who’s Fired” from http://www.myprimetime.com
Article reviewed and summarized 11/2000From a study by a leading recruiting firm, Tahl Raz summarized the hottest jobs for 2000. Number six on the list is search professional. Raz states that, “In a high intensity speed-focused industry, you’ve got to wheel and deal like a car salesman on speed to broker human capital.” Although, Sales Recruiters does not view recruiting with a “wheel and deal” mentality, we acknowledge that companies require their recruiting partner to ramp up and keep the recruiting process on a faster-than-normal pace. This article shows that recruiting, especially sales recruiting, is part of the lifeblood of the fast growing companies.

Review: “Sale to the Top – How Salespeople Become CEO’s” from Selling Power Magazine August 2000
Hewlett-Packard CEO Carly Fiorina boils down the secret of her success to seven principles.1. Seek tough challenges: they’re more fun.

2. Have a clear, unflinching vision of your goal, followed by absolute clarity, realism and objectivity about what it really will take to grow, to lead and to win.

3. Understand that the only limits that really matter are those you put on yourself or that a business puts on itself. Most people and businesses are capable of far more than they realize.

4. Recognize the power of the team. No one succeeds alone. As Winston Churchill once said: “Never, never, never, never give in.” Most great wins happen on the last play.

5. Strike a balance between confidence and humility. Have enough confidence to know that you can make a real difference, but enough humility to ask for help.

6. Love what you do. Success requires passion.

Article: Setting the Tone for Success!
Interview dressing advice from professional image consultant, Penny Ackerman of Reflections of You.Going on a job interview? Below are some very simple, yet extremely important things to consider.

SET THE TONE FOR SUCCESS: Your appearance will impact the outcome of the interview. Get the job you deserve by Looking The Part. You do your homework and plan for an interview in so many ways. Become familiar with the culture of the company, research their financial history, and rehearse some answers to questions about your experience. Do you prepare as much for the impression you will give? Does your appearance reflect what is in your resume? If you continue to have doubts about what to wear, ask a person who consults in personal development or is familiar with the company. NOTE: Attitude can impact as much as appearance – be positive!

GOOD GROOMING IS ESSENTIAL: Looking neat and well groomed shows that you take pride in yourself, and will send a message to your potential employer that you will take pride in your job. Prepare what you will wear the night before. Make sure everything is in good repair (shoes shined, clothes pressed, hair freshly cut and washed, new stockings for women) NOTE: Well manicured nails are imperative for men and women!

FOR WOMEN: A simple uncluttered look is always best. Choose a basic color in a suit or dress that is flattering to you. Your skirt, if short is best an inch above your knee; if long, no longer than just below the calf. Wear a simple blouse or sweater in a soft color, such as cream, white, light blue. Hosiery should match your shoe color, and shoes are best if a plain pump with no more than a 2″ heel. If a scarf is comfortable for you to wear and is something you wish to add for color, wear it simply so you won’t be tempted to fuss with it. Jewelry should be conservative and in good taste. AVOID: shiny stockings, lace or anything that looks like it came from the bedroom, skirts higher than 2″ above the knee, T-shirts, distracting prints, excessive or noisy jewelry, heels over 2″, sandals, ankle straps or open toed shoes, heavy make-up or cologne.

FOR MEN: A suit is always best, but you may wear a jacket and pants that are complimentary. Stay with neutral colors if you do (navy/gray, tan/brown, black/gray), with a good shirt in a neutral color (white or cream). Your tie should be long enough and conservative in color and print. Shoes appropriate might be a wing tip or such for a matched suit, perhaps a slip on to round out the sports coat and pants. No tassels. Sox should be knee length and match shoe or pant color. AVOID: bright ties, “T” shirts, sneakers, and heavy aftershave.

Need some help with your wardrobe?

Call Penny Ackerman, Wardrobe Consultant / Personal Development Coach of RELECTIONS OF YOU
603-635-7658, e-mail: Zolasclost at aol dot com

Review: From US News & World Report Magazine
Article Reviewed 11/99″In today’s frenzied job market, staying put gets you nowhere. Walking out gets you ahead.” The article clearly defines the status of the current job market. The article further demonstrates that sales and marketing are still good areas of potential growth. Also remarked that “…software companies are looking for salespeople…” The article also reviewed perks for positions and noted that sometimes the perks are better things to negotiate.

One sidebar gave some pointers in using recruiters, including get visible, tell the truth, and stay in touch. As a recruiter, I can attest. Candidates need to be focused on making a career change, keeping me in touch with industry information on the companies they want me to pursue, and not holding back important career necessities. These are strong points in increasing my candidates chances of finding the best career opportunity.

On the humorous side, US News and World Report printed a funny sidebar: Ten signs that it’s time to go.

1. You spend your entire raise on a celebratory six-pack.

2. Your new project leader is so young that he thinks Credence Clearwater Revival is a Pentecostal church in West Virginia.

3. You get more calls from headhunters than from the boss.

4. When you ask about the stock options, you are given the choice of blue or black ballpoint pens.

5. The company spends more on the executive retreat than on research and development.

6. You see your office PC at the Smithsonian.

7. Your only friend at work is the UPS man.

8. Your long-awaited promotion means taking on the workload of the guy who just quit.

9. The continuing-education program is the Learning Channel on the break-room TV.

10. You’re reading this aren’t you.