The Sales Integrator™
Blog
The Sales Integrator™
Short, sharp essays on The Sales Operating System – Right People, Right Positioning, Right Process, and Right Pulse.
Most of what gets written about sales is written by consultants and pundits who comment on it from a distance. These are written from the front line by someone who still does it.
New essays go up when there is something worth writing. Not when the calendar says it is time.
The Sales Hiring Blind Spots Series #6 | Industry Experience the Trap that Repeats
Industry Experience Trap Keeps Pulling You Back In The candidate had twenty years in the industry. Knew every product, every competitor, every distributor by name. ...
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The Sales Hiring Blind Spots Series | #5 Why the Autonomy Excuse Keeps Pulling You Back In
You hired the rep eighteen months ago. Strong interview. Strong references. Strong start. You called them a self-starter and let them run — that was ...
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The Sales Hiring Blind Spots Series | #4 Why the 30-Minute Verdict Keeps Pulling You Back In
You walked out of the conference room after thirty minutes and turned to your sales leader. I like him. Three words. The decision was made. ...
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The Sales Hiring Blind Spots Series #3 | How to Write a Job Posting
Your hiring manager wrote the job post. You skimmed it. It looked fine. Professional language. Competitive compensation. Growing team. Great culture. It went up on ...
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The Sales Hiring Blind Spots Series: #2 Why the Generic Seat Keeps Pulling You Back In
You wrote a job description for a “sales professional.” Three words. Your hiring manager pulled the rest from the last description you posted two years ...
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The Sales Hiring Blind Spots Series: #1 Why the Resume Lie Keeps Pulling You Back In
Operations runs without you. Finance runs without you. Sales hiring still runs through you — because nobody else on your team knows how. Until ...
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