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If you caught Silicon Valley on HBO Sunday night (spoiler alert), as soon as Gilfoyle (a software developer) half-heartedly quit, he updated his LinkedIn Status and was instantaneously bombarded with phone calls and showered with gifts from recruiters. I laughed out loud, because while that is mostly an exaggeration, recruiters will pounce on developers the second they sense one little thing is throwing them off at their current job.

Have you ever wondered why top developers are so much more discoverable to recruiters than top salespeople? Naturally with the skills gap debate front and center these days, you may attribute it to supply and demand, right? Well that is certainly part of it, but I think it has more to do with data and information… let me explain. Continue reading Salespeople, You All Look the Same

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How often do you think about what your B2B sales career is worth at any point in time?  Take a minute to think about NFL Quarterbacks Aaron Rogers, Peyton Manning, Tom Brady and Joe Flacco. In the context of this group, where would you rank Flacco? I’m guessing not anywhere close to the top (unless of course you’re from Baltimore). Yet in 2013, Flacco signed a contract that was significantly larger than anyone else in the group. He did this while finishing 2012 season with the 12th best passer rating in the league. The year before, his passer rating was 18th best in the league.

Flacco, with a history of average success in the regular season and one good run in the playoffs, was able use timing and leverage to his advantage. What drove his massive contract? He happened to win the Super Bowl during the last year of his then current contract. As the hot Super Bowl MVP winning quarterback, his value was at an all-time high. Continue reading The Last Year of Your Salesperson Contract

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