In corporate hiring parlance, the term “tournament system” may sound to the uninitiated like friendly company softball competition. In reality it refers to something far less benign. The practice of hiring large numbers of competitive entry-level candidates and weeding them out through overwork until only a select few remain has been commonplace at law firms […]
Work from anywhere in the world with unconstrained freedom” sounds like a dream come true as an employee, but is absolutely terrifying as that employee’s manager. I know firsthand– as my intern Andrew Santis boarded his flight, setting out to work remotely in Europe for the summer as a cultural experiment, the hair stood up on the […]
Download our customizable org chart template here. Organizational Structure We’ve seen a number of recommendations on different org structures, but Hubspot’s is definitely the best. There are 7 fresh approaches to the marketing org chart in today’s fully digital world, and the best part is each one is based on interviews with real Chief Marketing […]
Unfiltered dispatches by our vagabond intern, Andrew Santis, who is studying and working abroad. Frankfurt Day 1 I’ve never travelled as much as I have in the past month, and I love every part of it… except the actual traveling part. Traveling, especially with three items of luggage, can be difficult, tiring, irritating, etc. Getting […]
Ever stand in a packed rush hour subway car finding yourself captivated by an ad for…a mattress company? Thanks to artful hand-drawn illustrations, clever captions and a whimsical feel, online mattress start-up Casper manages to accomplish the unthinkable. They’re getting jaded New Yorkers to smile on their commute. They’re also getting us to consider replacing a rather […]
First there were private offices, then cubicles, then the open concept. Turning the modern office space into an environment conducive to creating good advertising has been a minor preoccupation since the first creative dragged his briefcase to work. In any case, I recently read two articles about office renovation experiments: one was about the Barbarian Group’s […]
Here’s a loaded question: who do you trust more, someone unintelligent or someone who has a well-researched answer to every question? Sales are won by the reps that customers know, like and trust. In our personal lives, all of us can name plenty of acquaintances that we know and like, but we’d be slow to […]
There’s a subtle distinction between stubbornness and persistence. It’s easy to mistake one for the other, both as a first-person doer and a second-person observer. I remember watching a documentary on a real estate billionaire, David Siegel, who was building the largest and most expensive house in America, called Versailles; during construction, the financial meltdown of […]
There are a hundred problems you could solve for your sales team, but some are certainly more pressing than others. The last thing you want is to spend a pile of cash on technology nobody uses. To ensure you create an app your sales reps actually use, you need to figure out what problems they’re […]
Stop Killing Time StumbleUpon came and went. Time-wasting websites and apps are on par with logo-emblazoned pens. There may have been a period in the early 2000s where people wanted to use the internet just for the sake of using it, but that’s over. People are super busy now, so give them something that makes […]
I was writing the resignation email for an executive networking group that drives about 10% of our annual revenue when the phone rang. It was a new lead referred by the group. The lead sounded promising, so I took down the info and thanked my contact. The conflict that I thought I had settled suddenly […]
Line up 10 real estate agents and ask them to give you their elevator pitches. Which one is the best? If you’re not in real estate I bet you couldn’t tell. Real estate experts will pick up on subtle details, nuanced definitions and client examples to easily assess who’s the real deal. But a real […]
CRM is a fantastic tool. However, in many instances, companies find that sales reps view any CRM system as a burden. Why? Over the past few years, CRM’s primary use has evolved from helping sales reps improve their relationships with customers to helping senior management visualize and forecast revenue. This evolution has been unfortunate because […]
A new trend is emerging in the service industry. Attorneys, event producers, real estate firms, language translation companies, architects, cleaning services and even electrical contractors are beginning to differentiate themselves with technology. We’re calling it the tech-service hybrid. Each industry uses technology differently, but they’re united by a competitive advantage that relies primarily on software […]
In a recent conversation I had with Mark Wayland, he mentioned that in his 30 years of sales coaching, the best meetings are always the ones where the client is sitting next to you and you’re both sketching on a piece of paper together. That is what the iPad and other tablets can do, but […]
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