Next time someone asks you to repeat a question, count the number of words. Chances are it was more than ten. I’ve often noticed this happening with salespeople and recruiters talking ...

In an attempt at emasculation, people say things like: • “Man up!” • “Quit being such a girl.” • “Why don’t you go put your big girl/boy panties on?” • “Suck ...

We are always striving to grow, but grow what? There is a big difference between building sales, profits and company value. They may all be integrated, but they need not be. Let’s ...

Some would say we are currently in a candidate-driven market. While true, it’s always a candidate driven market. The perceived shift from a buyers’ market to a job seekers’ market ...

Recently, I was sitting next to a pair of salesmen at the Birmingham, Ala., airport whose conversation was entirely about what they were going to talk about. Yes, I was eavesdropping, ...

How we collect data in the staffing industry has shifted dramatically from the days when pen and paper were the most valuable tools. New ideas of using cutting-edge technology to streamline ...

Who is responsible for cross-selling in a staffing company — should it be left up to the individual salespeople? I don’t think so. Cross-selling as energetic, uncoordinated ...

You’ve heard, “It’s not what you know, it’s who you know.” At Greythorn, we focus on both, considering we are selling the best and brightest in the healthcare IT field. But ...

I’ve just returned from an extended business trip to the Twin Cities of Minnesota where I enjoyed a healthy dose of Minnesota Nice. If you’re unfamiliar with this, it’s a way ...

If you have been working in the staffing industry for any length of time, you have probably encountered what I like to call the old “pay-rate switcheroo.” We are all familiar with ...