Tag Archives: Passion

How Do You Define Your Sales Offering? Four Recommendations

Situation:  A company is having difficulty finding the right sales candidates for the opportunity that they offer.  They have had good conversations with prospects, but once they present their offering the candidates reply that they’re not interested. How do they define their offer to attract good candidates? How do they adjust the conversation to produce better results? How do you define your sales offering?

Advice from the CEOs:

  • This is the same conversation that you have with your biggest client prospects.
    • Good people have options. If you have not convinced yourself that you have a great opportunity, you will never convince them that your offer is better than other options.
    • You are selling YOU.
  • Change early process.
    • Be sure that you are as passionate about your opportunity as you are about positioning your services with clients.
    • Divorce the conversation about the opportunity from the general screening interview.
  • Here’s the process:
    • Your recruiter does not sell.
    • Just ask the recruiter to identify potential; not to initiate the sale.
    • Do this sale yourself.
  • Aspects of the story – much of this is the same story that you present to your clients:
    • Your performance within your industry.
    • Strength of your people and brand name.
    • The quality of your clients.
    • The unique opportunity that the prospect has joining you at this stage of your business growth.

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How Does a Founder Hire His Replacement? Four Thoughts

Situation: A founder CEO, after many years building a business, has lost the passion that he had early on. He needs to hire someone to succeed him, assuring the ongoing growth and value of the company while minimizing ongoing personal involvement. How does a founder hire his (or her) replacement?

Advice from the CEOs:

  • When a founder has lost the passion to continue running a business it is time to move on. Passion is critical to meet the day-to-day demands of a business.
  • Before you start looking, decide whether you will continue to have a role in the business, and what that role will be. Will you remain Chairman of the Board and give up the CEO role? If so, are you ready to let go of the CEO role so that the right person can take it on? Typical company structures for Chairman/Top Manager roles are:
    • Chairman focuses on growth strategy, select PR and critical relationships.
    • CEO/COO/GM handles operational planning and day-to-day management.
  • The candidate that you seek will have the following profile:
    • Good energy, loves the business, but not ready for the risk of building a company.
    • When the right person has run the business for you for a few years that person may become your exit strategy.
  • Go to your next trade show with the mindset to find the right person. Many of the best candidates will be on the trade show floor – now working for someone else, but inwardly looking for their next opportunity.
    • Spread the news ahead of time that you’re looking. See who seeks you out.

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What Should You Ask When Evaluating New Opportunities? Five Foci

Situation: A CEO recently sold his company and is evaluating new opportunities. What are the most important questions you should ask when evaluating new opportunities?

Advice from the CEOs:

  • Perhaps the most important thing to evaluate is your passion for the choice that you select. As you evaluate options look closely at the business involved and your enthusiasm for that business. In addition, how does the company feel to you? Does the staff and culture reflect your values? Are you comfortable with the sense of teamwork and collaboration that you see?
  • Doing a cost/benefit analysis on each opportunities, with a focus on:
    • Financial stream – financial prospects for the company as well as the financial package and incentives that you are being offered. In the case of an early stage company, what are their prospects for obtaining financing? If you will be an investor, what is the investment required on your part and what it will cost to support family until you can replace your recent salary?
    • Personal enthusiasm and satisfaction associated with each option.
    • Consult several trusted advisors throughout your selection process
  • Any new CEO assignment requires considerable work and focus, especially in the early phases. Anticipate long hours. The more that you feel compatible with the company and culture, the easier this will be.
  • Look for an appropriate balance between your personal and career priorities, and the financial opportunity offered by each option. If there is an imbalance, you will have to determine which – financial or personal priorities – you want to give the greatest weight.
  • In addition to personal, career and financial priorities, determine the most important factors that you want in your lifestyle. As you evaluate options, assess the match that each option offers to your results.

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