Entries tagged with “Sales Career Advice”.


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Over the years, I have seen thousands of B2B sales resumes. Unfortunately, the vast majority of them did nothing to help the applicants obtain employment. In fact, in most cases, it did the exact opposite!

Why do I say that? Most times it is because the sales professional, in an attempt to sell themselves on their resumes, only talk about the companies they worked for and their job descriptions while they worked there. In other words, they talk a lot about what they sold; they just never seem to get around to talking about how well they sold it.

To change that, make sure your resume is accomplishment based. (more…)

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Many business people, especially those just starting out are nervous about letting their clients find out they have a home office. First they don’t know what to say is when someone requests a meeting at their office and second, they are afraid the client will think they are “small potatoes” because I don’t have an office. How do you address this challenge?

I was a manufacturer’s rep for over 20 years operating out of a home office when I was not travelling all over Canada & the US. First I will tell you that many home offices, mine included are better equipped and more professional than most of the cubby holes and “pods” I have had when working for large corporations. The second point is to not call it a home office just call it your office. (more…)

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You are Hired

Most people who are involved in the hiring process for sales professionals understand that a candidate’s behaviors are usually more critical to their performance than their experience.

You can teach people the skills they need to accomplish the job but if they don’t have the behaviors you are looking for then they may never become a top performer. Drive, empathy, motivation and attitude are not skills you can teach someone. All you can do is help people who already display these behaviors become the best in their field.

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Whether it’s a corporate decision to reduce overhead expenses, or a personal decision to cut travel times, it seems more sales professionals are working from home offices these days. While some thrive when working from home, others really struggle to stay on track and can no longer produce their required sales numbers.

I have worked from a home office for many years and I wouldn’t trade the lifestyle for anything. I have even found I can accomplish more in a day than when I was working in a traditional office environment. Having said that, I have taken certain steps to ensure I stay productive. If you work from a home office, here are some tips to help make it work for you: (more…)

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Have you found yourself saying “It’s summer. No use in job hunting now.” Stop! The summer months are a great time to continue your job search.

Companies are always looking and yes the numbers might drop in the summer, but this provides serious job searchers with an advantage. If the number of people actively looking drops during this time then the number of competitors for that job has also dropped. This provides a great opportunity for job seekers who keep looking.

It may be a little trickier to schedule interviews and it may take longer for a company to make a hiring decision around the summer vacation schedules, but stick with it because you could be very glad you did. Many companies hire in the Fall and the smart ones are gathering resumes and candidate profiles right now so they will be ready to hit the ground running come September.

Here are some other great summer job search tips from monster.com (more…)

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Should you include your volunteer experience on your resume? Absolutely! Since a recent LinkedIn Poll showed that 41% of hiring managers consider volunteer experience equally valuable as paid work, the question really becomes why not! (more…)

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We’re celebrating a milestone.  The B2B Sales Connections LinkedIn Group just passed the 8,000 member mark and we are growing fast!  We hit 7,000 just two months ago.  This really shows the power of social media when people are engaged with relevant and topical discussions about sales and sales management.

Here is a quick recap of the groups growth curve:

  • March 2010 – Group launched (two members: my business partner, Bob Weese & I)
  • March 2011 – 660 members
  • March 2012 – 3500 members
  • April 15 2013 – 8,010 members

We would encourage all our dedicated social media followers, blog subscribers and LinkedIn Group members to invite a friend in the sales and marketing field to check out our group or pass along the link and invite them to see what is happening.  There are lots of great discussions and communication between business professionals which is what make this forum so successful.

Everyone here at B2B Sales Connections are always looking for ways to help you reach your sales potential.  Check us out and see what all the fuss is about!

A heartfelt thank you from both Bob and I to everyone for participating in our Group.  We both hope we hit 10,000 members before year end.  Hey, we’re in sales, there’s always a new goal!

Aim Higher!

Susan A. Enns, The B2B Sales Coach, B2B Sales Connections

www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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It happens at this same time every year. Sales professionals everywhere are now pulling out shoe boxes full of receipts and cursing at the thought of having to sort through them before they can file their taxes. It’s our own version of March Madness!

If you are having trouble keeping all of your receipts you need for tax purposes organized, create a file folder for each of these categories: (more…)

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I recently submitted the following question to the TV show “Canada AM” for a recent segment on employment law: “Non-compete clauses seem to be more common in employment contracts these days. To paraphrase: “If you leave our company, you cannot work for another company in the same industry for a period of two years”. Are these clauses valid; or just a scare tactic so you won’t leave to work for a competitor? What should you be careful of when signing a contact that contains such a clause?”

The question was answered by the employment lawyer, Daniel Lublin. (more…)

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The job interview is a critical step in landing your dream job. This is where you put your best foot forward and set yourself apart from all the other candidates who have applied. Nail it and you move forward in the recruiting process; blow it and you’re done.

To help you prepare for your next interview, here is a great article outlining 101 of the most common interview questions and suggestions on how to answer them. It’s a must read for any job searcher. (more…)