Posts by: mrodman

Shuckin’ and jivin’ when obstacles arise

I have been reading my 2010 goals daily since January.

They include reaching specific number of placements, revenue goals, recruiter productivity, social media effectiveness, company growth activity, family vacations, home improvement projects, community involvement, etc … oh … and the bicycling goals: mountain bike racing, distant road cycling, fundraiser rides, and being competitive with the local guys.

Well, things don’t always … Continue Reading

Our Pressure valve

Despite the improving economic conditions, tensions can still be high among employers and candidates because of considerable pressure to reach objectives. .

Hiring managers are busy trying to reach their quarterly objectives while also being super cautious in making sure they see as many qualified candidates as possible for their hiring needs, and also applying exhaustive techniques … Continue Reading

Additional positive signals of economic turnaround

Xtrta Effort is experiencing increasing hiring demand among its clients, including expansion positions. The predominance of companies hiring are in the following  sectors:

Data security/compliance eDiscovery Human Capital Risk Management, insurance analytics Marketing and web content solutions

Geographies include CA, Northeast, Texas, and Chicago; and to a lesser extent, the Southeast. 

Click here for more detail from Xtra Effort’s Job Hiring Requirement section.

Cisco is hiring … Continue Reading

Brian Geery’s suggestions for 2010 Sales Planning

Brian Geery of Quota Inc. shared with me his suggestions for 2010 sales planning.

They are excellent.

See below.


_____________________________________SALES PLAN ELEMENTS

Top Tier Prospect DefinitionWhat are the defining characteristics of prospects that are mostly likely to buy?What are the decision maker’s profiles (buyer personas)?How are non-prospects defined (those we should not pursue)?

Buy Cycle and Sales CycleWhat are … Continue Reading

2010 Sales & PS planning for small Tech. Co.s

Would your planning be more productive if you had access to several other small technology centric companies’s 2010 expectations?

Specifically, how SaaS, Cloud Computing, Web 2.0, outsourcing, and other new factors influence:

1) Required Sales to Sales Engineering ratios?

2) Inside sales to field sales?

3) The necessity of Proof-of-Concepts? Are they paid or not paid?

4) How much face … Continue Reading

Xtra Effort client hiring activity; Barometer?

If Xtra Effort’s world of helping small technology centric companies hire Sales, Sales Engineers, and Professional Service people (nationally) is a barometer to economic health – things are improving.

We have seen a considerable uptick in hiring demand, including expansion slots.

Recent hires and new job requirements have included:

Companies that provide software or Software-as-a-Service solutions related to … Continue Reading

Changes in Enterprise Sales: Interpretation, Ideas and Actions

Have you noticed the recent impact of the internet and market consolidation on Enterprise Sales -particularly on small technology centric companies?

We have, and wanted to summarize and interpret the impact with simple observations and examples.

Brian Geery, EVP of Quota Inc., a sales consulting firm, and I collaborated to produce an 11 minute, 10 second presentation.

How … Continue Reading

Hunters versus Farmers

Hunters need the stimulation of a transaction, and appreciate the associated visibility and recognition.Farmers/account managers find prospecting to be laborious or are unfulfilled with a transaction unto itself. They prefer the potential of a quality longer term relationship (including a series of transactions, fulfillment of business needs, etc.)

Both profiles are motivated by compensation. In … Continue Reading