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Selling Yourself
YOUR BUSINESS PRIORITIES
It starts by understanding and aligning your priorities with the priorities of potential employers.
Your unique capabilities must be positioned in response to solving their critical business problems.
REQUIREMENTS TO ADDRESS THE PROBLEM
Addressing their business problems begins by recognizing and addressing a number
of requirements.
CRITERIA FOR MEASURING SUCCESS
Containing and avoiding costs, making operational improvements, and contributing to organizational results determines success.
Here are the types of contributions I have been able to make.
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| P R I O R I T I E S | |
Your top of mind business initiatives: |
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| Find a Good Fit | Match your skills, abilities, and aspirations with the ideal set of potential employers. Do your homework to understand what is important to them! |
| Highlight Your Strengths | Go beyond your accomplishments and highlight how you achieved them. Focus on the skills, methods, and tools you used. Have references to back it up. |
| Practice Interviewing | Practice with mentors who will give you the unfiltered truth. Tough love is key to upleveling your game. |
| Make an Impact at the Interview | Use the methods and tools you sell with to sell yourself. Bring your unique capabilities to life. |
| Close the Sale | Align your capabilities with their priorities, requirements, and criteria. Ask for the order! |
What types of critical business problems are they trying to solve? |
| < 8% of marketing resources can be directly linked to business results |
| < 10% of sales managers’ time is spent leading and developing direct reports |
| > 85% of sales transactions occur based on unnecessary/excessive discounting |
| < 22% of customers see their vendors as strategic partners |
| < 5% of sales teams practice “live” prior to customer interactions |
| < 3% of enterprises successfully capture and transfer best sales practices |
| < 50% of forecasted deals actually close |
| < 25% of closed deals occur at the dollar amount and month originally forecasted |
* Based on Knowledge-Advantage field work |