What Would They Say?

By Mike Philie
In October 23, 2009

I’ve been calling references this week for a sales rep that one of my clients is looking to hire. All I can say is wow! The references are all C-level executives that have known and worked with this rep for several years, some since the early 90’s. Each one has gone out their way to sing his praises but in fairness have also brought up the areas that could be further developed. All in all he’s getting great reviews.

We all know that we wouldn’t provide a reference that would say bad things about us but this goes beyond anything I’ve experienced in the past. The question now is “who are your references and what would they say about the impact that you can have on a company?”

The concept is that we earn those praises over time through solving problems and being a great resource that they can depend on. Do a quick check to determine if you have the relationships in place that could turn into great references if you should ever need them. Keep up the great work and continued success!

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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