The Competitive Advantage

January 26, 2018

How to Sell to Market Research Buyers, Part 2

This is the second in a monthly series of articles based on interviews with corporate research and insights professionals from a variety of Fortune 5000 corporations. In this series, we’ll explore the best ways for you to connect with market research buyers during the buying & selling process.

In last month’s post, we interviewed Kristin DeGraff, Senior Manager, Consumer Insights for Constellation Brands. This month, our guest is Richard Tanner, Customer Insights Manager/Product Marketing at CareerBuilder.

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January 16, 2018

3 Simple Sales Tests to Use When Hiring a New Rep

sales testsWe’ve all seen that scene at the end of the movie, The Wolf of Wall Street, where Leonardo DiCaprio‘s character is presenting a sales training workshop and asks a few of the attendees to, “Sell me this pen.”

Are sales tests like that a good idea when recruiting and hiring a sales rep in the market research industry?

A test like that? Probably not. It’s a bit contrived, unrealistic and not in any way tied to your business. However, because so much of the future success of your firm will be tied to this new sales rep, some testing before you make them a job offer is entirely in order.

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January 9, 2018

Want Effective New Year’s Resolutions? Start by Fixing Your Problems.

Well, here we are… at the start of another calendar year. [By the way, Happy New Year to you and yours!] And like most years, with our annual New Year’s Resolutions, we think about what we can do to improve our lives – both personally and professionally – in the coming months. I’ll leave the ‘lose weight’ and ‘quit smoking’ type of resolutions to you and focus this post on a few things related to your business.

Since 99.99% of us want to grow our business in 2018, I want to suggest a different way to go about creating your resolutions… one that can truly have an impact on the growth of your firm: start by fixing your problems!

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