Sales Driven by Intimacy

What does customer intimacy feel like? Many people don’t know because they’ve never experienced it, whether they’re sitting in the buyer’s or the seller’s seat. An intimate customer relationship is based on alignment, understanding, and deep connection. If your business involves complex sales, you need to be recruiting intimacy-driven salespeople capable of meeting your customers […]

Lighten the Load with Kindness – 2nd Release March 26, 2020

“I am sure many of you have been reflective lately and struggling with your own reaction to our current realities. This article/blog was first published in March 2015 and even more important today. Let’s rise up together!” Everyone has a cross to bear. Sometimes it’s short term, sometimes it’s lifelong. It can be anything from […]

Should I Stop Recruiting During COVID-19? NO & HELL NO!

Business and people continuity are inseparable. One depends on the other. If you’re in business, you’d never stop looking for customers. And you should never stop looking for candidates either—under any circumstance! Difficult situations like the one we’re in now are a good time to fill the top of your funnel and capture as many […]

The Way They Start Affects How Long They Stay

You make only one first impression. That’s true for individuals—and it’s true for businesses. How people experience your company starts before they are applicants or candidates and ends long after they’ve left your organization. Having an exceptional recruitment process that both engages and represents you authentically is essential in winning and keeping top talent—and in […]

The Many Ways to Put Your People First

If people are your most important asset (yes, they are) and their talent your top competitive edge, how do you show that you value them above everything else? Saying so—over and over—is important. But unless those words are backed by your culture and practices, your employees may be looking for a new home right now, […]

Do You Know Who’s On Your Bus Or Are You Guessing?

As Jim Collins famously advises in his book Good to Great: “It is better to first get the right people on the bus, the wrong people off the bus, and the right people in the right seats, and then figure out where to drive.” Assessments help organizations follow this wisdom by taking the guesswork out of hiring. But […]

Signs That You’re A Great Place To Work

You may have given up on becoming one of the best places to work because you can’t afford to offer the crazy-expensive perks you’ve read about over the past few years. If so, you’ll be happy to know that now the best companies, the ones with the strongest engagement scores, prioritize the most human elements […]

The Wild West Of Hiring: What, Why, & How To Measure Results

Who’s the best hire? Where does the best talent come from? Who will stay the longest? Who’s thinking about leaving? An entire new industry of vendors has sprung up to answer your every question about hiring talent. Employers are spending about $20 billion a year on these new tools—most without knowing whether they work. Recruitment […]

What the Rise of the Individual Means to Your Business

“Companies with a strong mission and purpose outperformed the S&P 500 by 8-fold over a 20 year period,” says Deloitte/Bersin in their 2018 report, “The Rise of the Individual in the Future of Work.” These companies, they say, have “soul.” Who would have thought, until now, that we’d think of a company as having a […]

Strategic Recruiting Defined

No one would argue that sales and marketing are strategic business functions. They get strong executive support and the big budgets because they feature data-driven decision-making, market segmentation, powerful branding, and customer focus. Recruiting, on the other hand, has long been known as “just sales with a crummy budget,” as HR thought-leader John Sullivan puts […]