Posted on February 19, 2020
A great resume and LinkedIN bio are critical elements of your job hunt, but how do you make sure they’re appealing and user-friendly?
A little science can help you tip the odds in your favor.
Posted on February 12, 2020
Please be sure to join GSU Sales Lab and Pi Sigma Epsilon, tomorrow (Thursday, February 13th) from 12:30 to 1:45 for an event explaining the amazing benefits the sales certification, and the PSE sales fraternity can do for you! The event will be held in the marketing department conference room at 35 Broad St NW on the 13th floor.
Posted on April 30, 2019
A big Georgia State University “Thank You” to Senegal Software CEO John Franco for a lively and inspiring discussion on April 11 in Professor Kent Jones’ Key Account Sales class.
Mr. Franco spoke on mastering tri-lingual sales craft, outpacing your competition, and the importance of qualifying prospect opportunities. He also shared great insights on the four pillars of success – passion, accountability, creativity, and excellence, and the fun of delivering these to customers and earning lots of money along the way! 😀
Valuable perspectives for our Key Account Sales class and the professional sales students of Georgia State University – J. Mack Robinson College of Business!
Posted on April 6, 2019
Thank you to sales professional Jonathan Mayo of Year Up – Greater Atlanta for speaking at GSU on April 4, 2019.
A veteran software and non-profit industry sales leader, Mr. Mayo delivered inspiring comments on career best practices and the importance of building and sustaining a valuable personal brand.
Great insights for the Key Account Sales class of Professor Kent Jones and the professional sales students of Georgia State University – J. Mack Robinson College of Business. Thanks!!
Posted on March 29, 2019
A great resume is the first step towards getting a great job you love; the resume’s job is to get you an interview and the interview’s job is to get you hired! But how do you create a great resume?
As a former sales and marketing hiring manager who has conducted thousands of interviews and read (and sometimes suffered through) tens of thousands of resumes over a 30-year career, I recognize some resumes will do a much better job for you than others. I also know most hiring managers are extremely busy and will only spend about 10 seconds on your resume before deciding whether to continue reading or set it aside. #SwipeRight If that sounds bad, the computerized applicant tracking systems (ATS) used by many companies won’t give you that much time before making the decision.
Because of this, a winning resume must be easy to scan, easy to understand, and immediately appeal to both human and computerized resume screeners. Keep in mind, the job of the resume and cover letter is just to get you the interview. It doesn’t need to tell everything about you, but it does need to create a compelling snapshot that makes a hiring manager think “I must to talk to this person”.
In my experience, a resume that projects a bit of your personality, energy, and relevant accomplishments will be more successful than a dry recitation of job duties and employment dates. As you do this, consider how these elements might demonstrate your fit and value for the specific job you are applying for. What was the result of you being at the job? What results did you deliver? Did you increase sales by 10%, create a system that improved efficiency, or do things that made customers love you and your company? Do you speak a foreign language or have you done work that made your community a better place? Tell me about it, it makes you more interesting! 😊
With that in mind, here are three videos I like about creating a great resume and cover letter. This author also has great material on interviews and salary discussions, but that’s a subject for a future post, the resume has to do its job before any of that matters! Happy (job) hunting!
Posted on February 17, 2019
The American Association of Inside Sales Professionals (AA-ISP) is an international association dedicated exclusively to advancing the profession of Inside Sales. The association engages in research studies, organizational benchmarking and leadership round tables to better understand and analyze the trends, challenges, and key components of the growth and development of the Inside Sales industry. Our mission is to help inside sales representatives and leaders to leverage our information and resources through published content, local community chapters, national conferences, career development, and an Inside Sales accreditation program.
To learn more about AAISP and how inside sales can be an essential part of your career success plan, join us at the AA-ISP Atlanta Chapter Meeting on March 6th, 2019 at 6:00pm – 8:00pm EST/EDT, at Atlanta Tech Village in Buckhead. For questions, contact AAISP or Georgia State Sales Professor Kent Jones
Posted on February 17, 2019
Sales reps are often trained in successful negotiation, and this can provide a significant edge when dealing with a demanding buyer. But what happens when the purchasing agent across the table is ALSO a highly trained negotiator? How can a sales rep succeed when their negotiation counterpart is every bit as skilled in the art of negotiation as they are?
In this excellent video from former FBI hostage negotiator and Black Swan Group CEO Chris Voss, you’ll learn how to effectively read and respond to the tactics of a highly-trained buyer purchase negotiator. While the interviewer’s commentary can be distracting at times, it draws out insights from Voss that are pure sales gold.
Posted on February 17, 2019
Negotiation skills are part of an advanced sales toolkit, but the specific ways to apply this tool are often a mystery for sales reps. In this insightful video, former FBI hostage negotiator and Black Swan Group CEO Chris Voss dispels many of the myths and misconceptions surrounding negotiation and shows you why getting to “no” may be your best path to sales negotiation success.
Like his book, “Never Split The Difference, Negotiating As If Your Life Depended on It” this video is highly recommended, whether you are trying to win a sales deal or save the lives of innocent hostages.
Posted on February 1, 2019
Please join the next Atlanta Sales Leadership Community meeting on February 8th. Our panel of sales leaders from the community will share insights and perspectives on how their companies are attracting, recruiting, and hiring recent college graduates to build strength in their sales teams. You will leave the meeting with approaches you can use to sell more and deliver more customer value.
Why Should You Attend?
The meeting offers opportunities to:
- hear from other sales leaders to get their perspective on important topics you face within your company
- meet other sales leaders from the area to expand your personal and professional network
- connect with Georgia State University students participating in the sales program to identify potential sales talent
- ask your questions to the panel (and group) to get further insights
- get a free coffee and / or breakfast.
Who Might You See at the Meeting?
Previous events have included sales leaders from ABB Enterprise, Aptean, AT&T, Coca-Cola, Elavon, EY, FIS, Georgia Pacific, IBM, NetSuite, PROS, Ricoh, Sphera Solutions, Siemens, TransUnion, Verint, Verizon and other top companies of all sizes and industries. Plus, there will be Georgia State University students that are participating in the sales program (are you looking for some sales talent for your organization?)
The meeting is open to practitioner sales leaders and invited guests. There is no cost to attend. Registration before the meeting is required to ensure that a seat is available to you.
Panelists for the Discussion
- Rebecca Sherrill from BMC Software Inc. (AVP, ESO Sales Enablement)
- Jordan Adeboye from Georgia State University (Student)
- Kent Jones from Georgia State University (Instructor / Lecturer)
- Charlie Thackston from SOAR Performance Group (President)
When is the meeting?
October 5, 2018 / 7:30 am to 9:00 am
Where is the meeting?
Georgia State University — Buckhead Center — Tower Place 200, 6th Floor — 3348 Peachtree Road NE — Atlanta, GA 30326
About the Atlanta Sales Leadership Community
The Atlanta Sales Leadership Community was co-founded by Georgia State University and SOAR Performance Group to create a forum for best practice sharing and executive networking within the metro Atlanta area.
- The community is a cross industry organization of senior sales leaders focused on building a community within the Atlanta market for advancing best practices in sales leadership.
- It also creates networking and mentoring opportunities for Atlanta-based senior sales executives with Georgia State University students participating in the sales program.
- The community is led by the advisory board with representatives from companies that represent different industries and go-to-market models.
- In addition to the breakfast meetings that include panel discussions on sales leadership topics, the community also provides online options for participation.
- Recordings from the panel discussion are posted in the previous events section.
- An online discussion group, Sales Leadership Community Insights, is available on LinkedIn.
We look forward to seeing you!
Posted on January 3, 2019
In this fascinating work, former FBI hostage negotiator and current Black Swan Group CEO Chris Voss explores the inner workings of high-stakes, life-and-death negotiations and distills the resulting principles into a universal working toolbox for the successful negotiator. While conventional theory holds that negotiation should be a relentless, even abusive, pursuit of “yes”, Chris makes an effective case for why sometimes a well-considered “no” or “that’s right!” affirmation is the optimal outcome.
Whether you hope to use your newfound negotiation skills to save lives, lead a team, drive business, or just save a few bucks on a Buick, this book is a great tool to develop your tradecraft. For free preview, click the Amazon link below.