Charlotte Byndas

Inspiring Success in Many


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Social Media/Recruiting in 2012

Have you been following any/all of the buzz on, social media and how it is changing how organizations locate, attract and then hire talent?   It is a lively topic to say the least.

Keep in mind there is a huge difference between knowing and understanding.    Having a person as a contact in a social network (Twitter/Google +, Facebook, Linked In)  is knowing who they are, in order to interest them in a new opportunity you have to understand what they want.   This requires building a relationship.

A hammer is a tool used to build a house.  Social media is a tool used to build a relationship.

The article below is yet another take on social media and how it will/will not be playing a role in recruiting as we move into 2012. The first highlighted quote (see below)  is great affirmation for what search entrepreneurs believe.  Every professional in a recruiters niche is a candidate. It is a simple concept and the  “game changer” for recruiters internal/external who “get” the increasing talent shortage.

“A company either waits for the moment that someone presses the button and turns themselves into a candidate and then jumps on them, or makes a proposition that is attractive and tempts them into candidacy. Hence at the core of Recruitment 3.0 is that everyone is a candidate. And it is up to us to create candidates not wait.”

Article from Forbes: Social Media Transforms Recruiting

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Seeking Opportunity in 2012?

It is out there!  Where should you be looking?   A recent American Society for Training and Development Report covering the increasing skills gap being faced by companies provides a few clues.  Recruiters worldwide are seeing huge demand in all of these areas.

A closer look at BLS projections shows solid growth in knowledge work and jobs requiring advanced or specialized skills. Education and health services will add more jobs than any other industry sector. Management, scientific,and technical consulting services will grow 78 percent. According to BLS, “demand for these services will be spurred by the increased use of new technology and computer software and the growing complexity of business.”


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The worst question a salesperson can ask…

Drum roll please….the award for this weeks top article goes to the Harvard Business Review:

The Worst Question a Salesperson Can Ask

My favorite part of the article:

“Customers were painfully blunt on this point: They perceived very little difference between suppliers on things like brand, product or price. At the same time, the sales experiences they delivered were highly variable. Some reps, they said, would so thoroughly waste their time that at the end of the sales call they felt as though they’d just been robbed of an hour of their lives. On the other hand, those same customers told us that other reps would take the time to provide information so interesting and valuable that — to paraphrase Neil Rackham — the customer would have been willing to pay for the conversation itself. “I love meeting with those folks,” customers would tell us, “I always learn something when I spend time with them.”

For 15+ years I have asked  prior to  conversations with prospects , “will this  conversation make good use of their time?”.  If the answer is not a firm yes, I move on to another call. Simple as it might seem it is a powerful way to stay focused on bringing value to each and every person that you interact with and according to the article a great way to win over clients.

Simple but not easy,   I get weekly calls from  sales professionals who are more  interested in selling a product or service than they are in understanding how I would benefit from the purchase.  It seems much easier to  stay focused on the “pitch” than it is to invest the time, energy and research into knowing how the prospect will benefit from what you are selling.   This is why  regular people don’t like sales people!

So I ask my fellow sales professionals are you worth the time?


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Are you willing?

“If you’re willing to do for a year what others won’t, you can live for the rest of your life the way others can’t.” Author Unknown

This quote has been sticking in my mind for the past few weeks. Such a simple statement but so true as my teenaged kids say in RL (real life). Becoming something great (whatever that may be) requires that you do the things that others COULD do, but don’t.

Remember back to your third grade class, how many of your classmates went on to become doctors, lawyers, CPA’s or engineers. Maybe you did, but maybe you are like me and moved forward in life without those honors. Many of my friends invested the time and effort doing what the rest of us did not and now they have the credentials to prove it. They were not smarter, more talented, or blessed in ways that I was not they just did what I was not willing to do. BTW, I might argue that they would have been better off becoming sales professionals but I will save that thought for another post.

Stop and think about this for a moment, isn’t it exciting? The 10% edge that you are looking for rests right in your hands. All you need to do is identify where everyone else stops, and do those things. Equal opportunity here…. applies when you are in a job search, running a business, managing a group, or starting off your career.

My dad was my first example of this concept in action. He started off working in a factory attending engineering classes at night. Not much of a lifestyle, and not what most of us would choose. Five kids and years later he got that engineering degree, launching himself into a successful engineering career in the auto industry.

Embracing this concept is critically important in today’s economy. Turn off the news and partner up with those that are successful they will give you the clues of what you need to do to go the extra mile and find success.

Hoping that the next time we connect our conversation starts off this way….”I got to the successful outcome I was looking for because I was willing….”