A practical approach to integrating competitive- and emotional intelligence is explored with examples showing exactly how it’s done.

This solid one-hour training includes:

From Filtering to Finding and Research to Recruiting Online

• A three-step approach to creating an online recruiting strategy on-the-fly
• “Dumpster diving”: How to sift through other recruiters stuff online to find new leads and sources
• Five must-have tools that cost you nothing but produce qualified leads and resumes online every time

Making Connections and Candidate Contact

• Building a profile: From where to contact, when to contact and how to contact
• Warm referrals: How to make “cold calls” without getting cold feet or the cold-shoulder
• How to use your intelligence to make personal connections that will be valued over time

Top Picks, Tools, Tips and Techniques
Additional tools and online resources to add to the mix.

This training includes 3 hours of recorded sessions from the Virtual Recruiter Series, presented with web-evangelist Michael Marlatt:

• Searching for Candidates on Google: An Online Primer
• From Data to Intelligence, Recruiting Unplugged
• Beyond Recruiting 2.0, Workshop and Clinic

Self-paced study materials and other resources are included to download.

For quick registration Thursday, November 20 session »

For quick registration Tuesday, November 25 session »

LinkedIn and other networking sites are well understood as excellent sources of leads. What is less understood is how to leverage the power of LinkedIn for establishing contact with high-value, high-probability targets.

This session is not for the fainthearted. It is intense and covers a lot of ground:

• How to build a network that gives you immediate access to millions of contacts
• How to see contacts hidden from your network and how to build your own “working profiles”
• How to get the inside track on “trusted referrals” to get introduced to “VITO”
• How to utilize a number of online tools and resources to turbo-charge your LinkedIn experience

The session’s recurring theme is how to gather competitive intelligence and personal data to gain access, trust and an audience with “prequalified” prospects.

For registration details with alternative times and locations, please click here »

Welcome to the October, 2008 edition of the Carnival of Trust. As usual, we’ve combed the farthest reaches of the blogosphere to find the Top Ten Greatest posts of the past month related to trust across the broad categories of Sales and Marketing, Strategy, Economics and Politics, Advising and Influencing, and Leadership and Management.

Congratulations to all the selected posts, which were excellent. If your submission didn’t get picked this time, please don’t despair; submit again next month. And enjoy the reading.

Carnival of Trust for October, 2008.

Highly effective leaders trust advisors to help them explore new ideas and discover critical solutions. The candor, talent, expertise, and heart of those we choose will help illuminate our blind spots and navigate the road ahead. Indeed, people without an adviser operate somewhat in the dark, lacking healthy, outside perspective.

Like a beacon cutting through the many agendas and ambitions that demand our attention, a trusted adviser has our best interests at heart. Having such key support is a winning way to enhance your judgment as a leader and the success of your organization.

Read the rest here: Today’s Tip A Trusted Adviser

Download the original study here:
Changing Sales Force Behavior to Achieve High Performance

Wednesday, November 19, 2008

Online - Web Event

Hiring Salespeople and the Economics of Failure

Thursday, November 20, 2008

Online - Web Event

LinkedIn for Prospecting New Business: Coming in from the Cold

Wednesday, November 26, 2008

Online - Web Event

LinkedIn for Prospecting New Business: Coming in from the Cold

Tuesday, December 02, 2008

Online - Web Event

Competitive Intelligence and the Social Web: A Primer for Producers

Wednesday, December 03, 2008

Online - Web Event

Salespeople and the Economics of Failure

Thursday, December 04, 2008

Online - Web Event

Talent Management: A Turnkey Approach for the Nimble Organization

Wednesday, December 10, 2008

Online - Web Event

Hiring Salespeople and the Economics of Failure

Thursday, December 11, 2008

Online - Web Event

The Bozo Explosion: A Guide for CEOs and Sales Leadership

Tuesday, December 23, 2008

Online - Web Event

This short video will be helpful if you are new to LinkedIn:

…and Part II:

Courtesy the Commoncraft Show

We examine the role of sales managers in managing a talent management process for smaller, fast-moving environments.

The session outlines a systematic approach which can be implemented from beginning to end in less than 90-days. Each step of the process from profiling through performance management is covered with special emphasis on integration and continuity.

Topics covered in the session include:

• How to create effective job descriptions
• Effective communication and engagement
• No cost screening, assessment and testing
• Running a multipurpose interview
• Getting a contract to manage before the hire is made
• New hire goals and accountabilities
• Managing performance

The session includes learning guides and sample documents.

For registration details with alternative times and locations, please click here »

The social web describes the way people socialize online using a variety of services, tools and resources. This includes ”communities” like like Myspace and Facebook, online networks like LinkedIn, sites for sharing documents, videos and music and so on.

This online space provides rich pickings for intelligence gathering. With “insider knowledge” it is possible to gain advantage in a variety of competitive situations. This includes prospecting, sales, finding a new job, recruiting and other activities.

Topics covered in the session include:

• Basic search techniques, tips, shortcuts and hacks
• How, where and why to use intelligence gathering
• Ethical issues and staying out trouble
• Mining the “deep web” for competitive intelligence
• Five must-have tools and where to get them for free

Includes cheat sheets, and other useful references.

For registration details with alternative times and locations, please click here »

“The Bozo Explosion” describes the growing number of underachieving employees that result when an incompetent executive makes a hire. That person then hires incompetent directors in turn, who then hire inept managers who go on to recruit feeble salespeople.

The implications of a bozo explosion in your sales organization can be truly catastrophic.

This sessions provides some basic tools for measuring the problem in your organization, what to do to avoid an explosion and how to reverse one.

The following are areas examined:

• Understanding the financial impact, compromised standards and performance issues that are caused by perpetual bad hiring
• Steps to take to avoid a bad situation getting worse and what to do if the problem is already critical
• How to create and implement a supportive change management plan.

This is a no nonsense briefing that is both frank and hard-hitting. It sets out specific steps that should be taken to get the sales organization back on track. The implications of failing to deal with potential or existing bozo situations are clearly laid out.

For registration details with alternative times and locations, please click here »