4 Ways To NOT Get My Business

John Whitaker Business Development, John Whitaker

It’s part of the game, we all understand. As long as “buyers” exist, there will always be “sellers.” Now, in an age of increasing transparency, there are multiple ways for the two to connect – some ways much better than others. So, realizing this is part of the way business is conducted, I attempt to be courteous to the vendors …

Hiring Former Athletes as a Recruiting Strategy – Genius or a Cop-Out?

Kris Dunn Hiring Bias, HR & Sports, Kris Dunn, Performance, Talent Strategy

Was with an SVP of a pretty cool company a couple of months back and he lamented what he considers to be a broken recruiting strategy—hiring former jocks for sales positions.  He considered the approach broken due to the track record of the “usual suspects” his company hired for AE spots—former jocks—but outlined that the primary reason for the systematic …

Four Things that Make a Business Builder

RJ Morris Always Be Closing, Business Development, Candidate Pool, Driving Productivity, HR, HR (& Life!) Advice, Recruiting, RJ Morris

Twitter is in the news a lot lately, with the return of Jack Dorsey as its CEO. Some stories revolve around Dorsey and his relationship with Fred Wilson, a relatively famous venture capitalist who writes at avc.com. Wilson has some great insight into what he looks at when picking a business leader—not an Ops person, but a leader. I like Wilson’s …

Negotiation/Influence Skills Separate Average HR Pros From Great Ones…

Kris Dunn Driving Productivity, Good HR, HR, Kris Dunn, Performance, Recruiting, Seat at the Table, Tim Sackett

Tim Sackett and I reprised a deck we’ve delivered multiple times (including at SHRM National) last week on a HR Executive Magazine webinar sponsored by our friends at SumTotal Systems: How to Raise Your HR Game by Thinking Like a Money-Hungry VP of Sales. Catchy hook, right?  It’s designed to trick you into being interested in negotiation and influence as critical …

Big Bonuses—Good For Driving Everyday Performance?

Kris Dunn Business Development, Compensation/Cash Money, Games, Good HR, Kris Dunn

Do big bonuses drive performance and behavior in general?  I’ve always broken this question up into two camps: the sales and non-sales camp. First, the easy one—sales.  We can split hairs and argue whether commission to salespeople is a bonus or part of an incentive plan that’s expected, but isn’t that what bonus plans are supposed to do—drive behavior?  For me, …