Are You Hiring for Talent and Culture?

Last week, I attended the annual MBA convention and not surprisingly, many of my conversations with executives were about why the hiring strategy of pirating veteran originators from other companies no longer works. One executive even lamented how she was tired of pacifying originators who made $750,000 in the past and now were earning only […]

Are Your Originators Selling Value or Price?

In recent conversations with sales managers, the most common refrain I hear is that we need originators who can sell value, not price. I have always believed that selling value is the fundamental role of the originator and mandatory for a sales organization’s success. The problem is that value may look slightly different to each […]