Insight Center

Intelligence for sales professionals and business leaders.


Don’t Send a Thank You Note After a Sales Interview. Do This Instead!

Posted

Don’t send a thank you note after a sales interview. Do this instead! What’s wrong with sending a thank you note after a sales interview? Nothing really, if you want to do what everyone else is doing. If you want to stand out and show that you’re different, do more than just send a thank you note… Read more »

Industrial Packaging Sales Job in Charleston, SC

Posted

Industrial Packaging Sales Job in Charleston, SC Fully integrated industrial packaging distributor is looking for an outside sales rep in Charleston, SC.  The industrial packaging sales job requires someone with industrial packaging, corrugated or industrial sales experience.  Industrial backgrounds to be considered are MRO, forklifts, material handling, uniforms, safety, janitorial, etc.  To be successful in… Read more »

Packaging Sales Job in Charlotte, NC (Industrial Packaging Experience Required)

Posted

Packaging Sales Job in Charlotte, NC (Industrial Packaging Experience Required) You must have prior documented success in an industrial packaging sales job or corrugated sales environment. You must excel at managing accounts, relationship sells, developing new business and growing sales, have strong questioning and listening skills, be self-motivated, take ownership over your results, hold yourself… Read more »

15 Things I’ve Learned After 15 Years In Sales Recruiting

Posted

15 Things I’ve Learned After 15 Years In the Sales Recruiting Business   As I recently celebrated my 15-year anniversary in the sales recruiting business, I reflected on what I’ve learned over my time in this career.  When I first got into sales recruiting, I had to wait 4 months just to join the sales recruiting… Read more »

Thank You Industrial Distribution Magazine!!!

Posted

I wanted to acknowledge and thank Industrial Distribution Magazine for working with me on the March/April 2016 digital edition, A Guide To The Modern Sales Organization with the article “What Are Sales Candidates Looking For In Today’s Market?”.   What Are Sales Candidates Looking for in Today’s Market? By: Jerry Land With the creation of… Read more »

The Games Candidates Play

Posted

The Games Candidates Play   Do hiring companies play games too?  I’ll start off by saying, yes, of course some do.  But in this article I will only be discussing the shenanigans that some candidates pull or the games some candidates play in the recruiting and hiring process.  By understanding what a candidate may be looking to… Read more »

The Pursuit of a Passive Candidate

Posted

The Pursuit of a Passive Candidate Ring…ring… “This is Steve”.  (Answering his phone) “Hi Steve, It’s Jerry Land”.  (Pausing to hear his response) “Hello Jerry” replied Steve.  (Sounding unsure if we have spoken before) “It doesn’t sound like my name rings a bell.  Do you mind if I take 10 seconds to tell you why… Read more »

Why Income Verification is Crucial When Hiring Sales Professionals

Posted

Why Income Verification Is Crucial When Hiring Sales Professionals I always think it’s a bit peculiar when I share with candidates that part of my search and recruiting process entails verifying income and they give me push back.  Some of the objections I hear are “It’s personal”, “It includes my social security number” or “I’m… Read more »

Follow This and You’ll Never Have A Written Job Offer Turned Down Again – How and When to Discuss Money When Hiring

Posted

Follow This and You’ll Never Have A Written Job Offer Turned Down Again – How and When to Discuss Money When Hiring One of the most difficult conversations to have during the hiring process is discussing compensation, especially with passive candidates who were directly recruited.  We are conditioned not to directly talk about money in our… Read more »