The RedChasm Blog

Sample: A really good job description

In my last post, I talked about job descriptions and showed an example of a poor one. This week, I’ll show you a great one—a real job description that attracted an excellent candidate. Notice both the length (short and accessible) and the tone. It reads like it was written by a real human being rather […]

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Job Descriptions: The Good, the Bad, and the Wordy

I’m in the process of recruiting several people for sales positions, so I’ve started to pay more attention to how companies describe these jobs. After all, the job description is the first place many candidates look (and rightly so). It’s a shame that so many job descriptions are poorly written. The way I see it, […]

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The single biggest objection your customer has…and how to overcome it.

In our work, we don’t notice risk—the risks involved in buying our product, using it, relying on it, and so forth—because we’re so close to it. We know what we do and sell, and the (hopefully low) likelihood of something going wrong. But to a customer, especially a new customer, risk is front and center: […]

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The single most important part of selling (that you’re probably overlooking)

You’ve probably heard—and followed—a lot of sales advice over the years. And you’ve probably learned, maybe the hard way, that some of it is better than others. But there’s one important component to selling that’s frequently overlooked entirely. It may even be the single most important part of a successful sales process. And it all […]

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The One Question Every Job Applicant Should Ask – And Every Hiring Manager Should Answer (Honestly)

Interviews can go by quickly, and there’s a lot of ground to cover. But no applicant should get up for the final handshake before asking some version of the following: What kinds of decisions would I be able to make on my own, and when would I need to get someone else’s approval?  Some companies, […]

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A Uniquely Effective Positioning Tactic You May Not Have Considered

My last blog post, about positioning, was titled Stand for Something. This blog is about a potentially effective way to position your product or service that you might not have thought about. A former client of mine was struggling with how to position their flagship product, a multi-hundred thousand-dollar system used in memory manufacturing. For […]

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Stand for Something!

What comes to mind when you hear the word “branding”? A logo? A color? A catchphrase? What should come to mind is a specific, unique position—something the product or service represents, or stands for. Branding is the single best way to eliminate competition because, when it’s done well, you become a category of one. (There […]

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The Medium Is Not the Message

Marshall McLuhan coined the term “the medium is the message” in his 1964 book, Understanding Media: The Extensions of Man. While McLuhan was being somewhat tongue-in-cheek, too many high-tech marketers seem to have taken his statement as gospel. There is a widespread focus on how many Tweets, Facebook posts, LinkedIn messages, and so forth are […]

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Selling High Tech

Most sales training courses focus on two things: Finding the Customer’s Problems Providing a Solution to those Problems That approach is fine when customers have problems. But what about the customers who don’t have problems? This group—and it is a vast one—doesn’t feel any need to meet with, or educate, your salespeople. They are not […]

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