Posts by Wayne Cozad

Recruiting Marketing Talent: Hire the Artist or the Scientist?

Let’s talk a little bit more about the difference between the artistic and creative side of marketing communications and the science of marketing and what’s more important to a successful company. When you are recruiting a marketing executive, you should be looking for somebody who much more resembles a scientist than an artist. Why? The […]

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Hiring Marketing Executives With Substance

If you’re a senior executive looking to add a key member to your marketing staff, but you’ve never hired marketing people before: buyer beware! Why do I say this? While there are a lot of talented marketing executives out there with an excellent repertoire of skills and experience, there also are marketing people who lack […]

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Inside Sales Is A HOT Career Area

If you’re a young professional thinking about how to break into a great career, you should consider a career in inside sales. Why? There’s huge demand for top sales talent in companies that span all types of industries including technology, manufacturing, healthcare, and business services. Right now, the demand for talented inside sales people far […]

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Career Search Considerations for Top Sales People

If you are in the midst of a transition and thinking about making a career change and you’re a top sales producer for your company, it can feel very risky to make a move; particularly if you’ve established a real strong track record in your job. Yet all of us reach a point when we […]

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Exploring A Sales Career (Part 2)

One of the most important things that you can do for yourself to determine whether or not sales is an appropriate career move is to talk to different sales people — people who are already in the profession. Find out what their daily routine looks like. Understand more clearly the kinds of challenges, problems and […]

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Exploring A Sales Career (Part 1)

If you’re a recent college graduate and are getting ready to launch your career and are thinking about pursuing the field of sales, congratulations! It’s a great profession. Here are some practical considerations that you should think about as you explore whether or not sales is right for you. First of all, in terms of […]

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Doing Proper Reference Checks On Salespeople (Part 2)

A third idea is when you are speaking with references, ask if you can have an offline discussion with them, during the non-working hours when they’re not in the office. The reason for this is to try to get candid information from the references about the individual, as opposed to the company’s official stance on […]

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Doing Proper Reference Checks On Salespeople (Part 1)

We see lots of companies that skip reference checking at the last stage of their recruiting process, before they hire sales candidates. As a result, they make mis-hires. We also have witnessed companies that realize their reference checking is inadequate, because they didn’t get to the right types of references as they made their final […]

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