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Solution Selling Through a New Lens (Part II)

06.03.13   |   Sales Recruiting   |   Christopher Simone, Vice President at Treeline Incorporated

We recently shared a review of “The Challenger Sale” by Matthew Dixon and Brent Adamson of CEB. The Challenger Sales Model is a framework for solution selling enabled by organizational capabilities and Sales management fundamentals. “The Challenger Sale” outlines three primary attributes of manager excellence as reflected in CEB data, “Selling, Coaching, and Owning”. This blog focuses on the coaching attribute.

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Solution Selling Through a New Lens

04.09.13   |   Sales Recruiting   |   Christopher Simone, Vice President at Treeline Incorporated

"The Challenger Sale" is a must read for anyone charged with increasing revenue derived from solution sales, especially if you are finding that: Your buyers are making purchase decisions on price not value; Your reps are haggling with Procurement over price; Your buyers are unwilling or unable to make purchase decisions; Your reps are being used as fodder during RFP processes; Your reps are struggling to instantiate unique value and differentiation.

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Technology-Enabled Sales Recruiting

11.21.12   |   Sales Recruiting   |   Christopher Simone, Vice President at Treeline Incorporated

Knowledge, experience, and discretion can't be removed from the candidate sourcing process; all attempts to do so have failed to live up to the promise. First, some of the commonly used technologies are simply not consistent enough to garner a net value add for the time and money invested. For example, resume parsing technology is commonly used to acquire the data necessary to drive candidate matching and scoring.

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Now Hiring: Account Executive

09.24.12   |   Job Search & Career   |   Christopher Simone, Vice President at Treeline Incorporated

Our client is an emerging software leader that has experienced strong double digit annual growth over the past 5 years. This is a young start-up division within an established and profitable software leader. This is a company and culture that values hard work and team contribution. Our client provides excellent benefits including medical, dental, 401k, vacation allowance and several paid holidays.

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Treeline Sales Job of the Week: Inside Sales Manager

09.18.12   |   Job Search & Career   |   Christopher Simone, Vice President at Treeline Incorporated

Our client is a leading provider of technology products and services into K-12 and Higher Education institutions. This is a senior role for an experienced Inside Sales Manager who will be responsible for leading, developing and driving sales strategies, maximizing sales opportunities, and identifying and developing new business in order to meet or exceed revenue goals.

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Courtesy is for Closers

07.20.12   |   Job Search & Career   |   Christopher Simone, Vice President at Treeline Incorporated

You are wondering how might I possibly tie this topic to selling and sales hiring. We'll get there in a circuitous way. I have been spending much more time at the club this year. To paint a picture, this is a great place with pools, tennis courts, group fitness studios and a gym on three levels. Full time staff tries to keep this place immaculate around the clock.

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The Inspiration of Fear

07.16.12   |   Sales Recruiting   |   Christopher Simone, Vice President at Treeline Incorporated

Bob Knight, the now retired coach of the Indiana Hoosiers, once said, "Right here is the key to success in coaching. Probably no motivational device I've ever come across is as good as this." He was holding a bullwhip. Did fear motivate the Hoosiers? Bob Knight led the Indiana Hoosiers to three NCAA championships and eleven Big Ten Conference championships. He was also recognized as Coach of the Year multiple times. And the bullwhip... it was a gift from a player.

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