Expert Advice

If you build a strong leadership team, they will come

If you build a strong leadership team, they will come

Exceptional teams drive results in a way that produces a multiplier effect. Here are three tips on how to get there.

Priority #1 as leaders: Great communication with internal teams

Priority #1 as leaders: Great communication with internal teams

Marketing professionals should understand the importance of good communication to business success.

Four tips when hiring top talent for sales lead generation

Four tips when hiring top talent for sales lead generation

B2B sales lead generation is all about building and nurturing solid customer relationships—and that means hiring the right people for your team.

Three "must-haves" when hiring people or partners

Three "must-haves" when hiring people or partners

Look for three things in the people you hire—whether you're adding staff or selecting your agency partners.

Lessons to learn from Yahoo's "Resumegate"

Lessons to learn from Yahoo's "Resumegate"

Time sheets and taxes are not my department, but resumes are.

Keep cutting-edge new hires on the edge, out of the mainstream

Keep cutting-edge new hires on the edge, out of the mainstream

How can organizations bring in cutting-edge people without bending or breaking them? Here are a few tips.

Interviewing candidates at the task level

Interviewing candidates at the task level

I love hand-dirty tasks and can't imagine not working in decks and spreadsheets.

People's ideas and passions make all the difference

People's ideas and passions make all the difference

As CEO, my job is to be completely and maniacally focused on ensuring that we have the best people.

Keep company culture in mind when hiring or recruiting candidates

Keep company culture in mind when hiring or recruiting candidates

A positive culture is a big part of the success of an organization.

Hire a candidate who has a high ROL (Return on Life)

Hire a candidate who has a high ROL (Return on Life)

Imagine that you're about to interview a prospective new hire. You've read their resume, been briefed by HR and are feeling confident that your recruitment team has done their job well. Now, tear up the resume and step away from your desk. It's time to find out what the true value of this candidate is: their "ROL," or "Return on Life."

Avoid turnover with training programs and team-building exercises

Avoid turnover with training programs and team-building exercises

AG Salesworks increased staff by 50% in 2011 and plans to hire a comparable amount of new staff in 2012. In these difficult economic times, we're fortunate to work in an industry that continues to experience steady growth.

Don't place too much emphasis on prospects' past successes

Don't place too much emphasis on prospects' past successes

For an entrepreneur, company founder or CEO, the ability to attract and hire stellar employees defines the potential of your success. When I reviewed our biggest mistakes as a fast-growing startup, they seemed to be almost entirely centered around bad hiring decisions and investing in bad hires for too long. I used to interview people for functional competence and ability, basing decisions on prior accomplishments with an overemphasis on past successes. My process today is very different.

Your company pool should reflect 
national diversity

Your company pool should reflect 
national diversity

A Jewish colleague recently asked when a Happy New Year memo for Rosh Hashanah would be released to agency employees, citing a note sent to them during the month of Ramadan reminding employees that we have an interfaith prayer room available to all. We often do need reminders to look at the diversity of those around us.

Prepare your company for marketing in the digital world

Prepare your company for marketing in the digital world

Social and digital media are profoundly changing how we engage with media, colleagues, family and friends, as well as how we conduct business. To maintain a competitive edge, strategy and marketing executives must embrace these changes, create alignment for all senior executives, and drive transformation in their organizations.

Embrace diversity in your marketing recruiting efforts

Embrace diversity in your marketing recruiting efforts

Growing up in a family where I had 47 first cousins, the expression "you are the living image of your aunt or uncle" was part of everyday vocabulary. Everyone looked like someone — everyone except my sister and I. Being adopted, we were never told that we were the living image of anyone. We were different, but only in our physical appearance.

Scout for raw marketing talent at your local  bar and restaurant

Scout for raw marketing talent at your local bar and restaurant

While watching the US Women's National Soccer Team defeat Brazil in the FIFA World Cup on July 10, I was reminded that the marketing industry must stay committed to recruiting talent and working as a team. The world we compete in every day is moving at breakneck speed, with a myriad of new opportunities to deliver our messages.

Wanted: Inventors and change agents for a competitive industry

Wanted: Inventors and change agents for a competitive industry

Let's be honest: this is not your father's world. There is no guaranteed lifetime employment anymore. In order to prolong job security, employees must not only develop innovative ideas, but also execute their vision.

Steps to building a high-performance  marketing staff

Steps to building a high-performance marketing staff

The marketing department plays a vital role in promoting the mission and success of an organization.

How to find the middle ground between salary negotiation and value

How to find the middle ground between salary negotiation and value

Many direct marketers have been considering their career options since the job market began to rebound. Some have not received salary increases over the past several years, and they are ready to pursue new employment and "make up for lost time" in terms of compensation. Yet no rational employer wants to pay more than is necessary to secure the best talent.

Search in new places for mobile generation's best job candidates

Search in new places for mobile generation's best job candidates

The "year of mobile" arrived last year, as more marketers embraced the medium after the introduction of game-changing devices such as the iPad. Now that mobile is here to stay, marketers must recruit talent to fill this niche.

Inspire your employees to be 'entrepreneurs' and success will follow

Inspire your employees to be 'entrepreneurs' and success will follow

Corporate America bears a striking resemblance to competitive sports. The CEO plays the role of team captain and the players work together to win the game, which translates to revenue growth, business development and client retention.

Recruiting 101 for Web 2.0 - Why you should use social networking sites

Recruiting 101 for Web 2.0 - Why you should use social networking sites

One of our 2010 quarterly hiring surveys included a question on how digital and direct marketing employers were leveraging the social networks to fill their open positions.

Let your employees tell your company's story to grow your brand

Let your employees tell your company's story to grow your brand

As executives bring their brands to life, they should invest in the people who know it best: their employees. Who better to tell a brand's story than those people who are most passionate about a brand.

Use holiday cards to deepen customer relationships

Use holiday cards to deepen customer relationships

Many companies abide by the traditional holiday practice of sending a greeting card to their customers, but how many actually try to accomplish more with their card than simply sending a generic "one size fits all" message?

Marketers can improve their game, but only the brave ask for scrutiny

Marketers can improve their game, but only the brave ask for scrutiny

It's not enough to think you're good.You have to ask. Have you ever considered how much of a negative impact you can have by not asking for feedback or criticism?

Why does the interviewing process take such a long time before a decision is finally made?

Human resource professionals and hiring managers in digital and direct marketing know all too well that recruitment procrastination can be a talent killer, not to mention the economic loss that can occur when a critical position remains unfilled over a prolonged period of time.

What do you do to train your lead generation professionals?

What do you do to train your lead generation professionals?

Training can't be "one size fits all." Training needs to match specific program needs, as well as the lead generation professional's skills. We divide our lead generation agents into three skill levels.

What unique challenges do sales managers face in the business-to-business space?

What unique challenges do sales managers face in the business-to-business space?

Doing "more with less" has become a mantra in many organizations still reeling from the recession. But for today's sales managers, the more may be too much (rapidly changing technology, unlimited access to leads, new ROI methodologies); the less too little (reduced staff, budgets and time to get back into the game).

How can I evaluate a potential new hire so that I ensure that the candidate is the best fit?

How can I evaluate a potential new hire so that I ensure that the candidate is the best fit?

Trust your gut. Don't be afraid to extend an offer to the candidate that "feels right," or dismiss a candidate who doesn't feel like the right pick, even if you can't put your finger on why. Your reaction to what was said — or what was left unsaid — is often remarkably accurate.

What do I need to know to land an account director gig at a direct marketing agency?

In today's competitive market, experience, tactical expertise, education and a mantel-full of industry awards may not be enough to land you a job, let alone your dream job. In fact, they may only be enough to get you a "thanks for your time." To stand apart, you'll need more.

How will recent legislation affect the hiring landscape for small to midsize DM firms?

How will recent legislation affect the hiring landscape for small to midsize DM firms?

A fairly significant jobs bill made its way through Congress and was signed into law by President Barack Obama last month.The Hiring Incentives to Restore Employment Act, or HIRE, will help smaller employers in particular, and there are thousands of those in digital and direct marketing.

As database marketing evolves, what skills do prospective employees need to stand out?

As database marketing evolves, what skills do prospective employees need to stand out?

Database marketing has changed substantially over the past 20 years. In the late 1980s and early 1990s, the industry was primarily driven by statistical modeling and data mining, and advanced statistics was the primary skill.

In this computerized world, what do agencies look for in people to fill technology's gaps?

The answer to this question lies in understanding what you should expect from machines and people, with the goal being to strike the right balance between your staff and technology. At our agency, we call this "humanology."

What skills do I highlight when interviewing for a position in healthcare digital marketing?

Consumers and healthcare professionals now go to the Web before anywhere else to seek health information. Understanding what consumers and professionals want and need, and supplying that information online rather than simply pushing brand messaging, requires intense skill.

What is the current state of hiring for direct and digital marketers at the start of 2010?

What is the current state of hiring for direct and digital marketers at the start of 2010?

Good news: The hiring landscape has improved greatly since last year at this time. Though it is true that the economic recovery has been slower than we had hoped in terms of job creation, things are progressing in the right direction. Companies are making room in their 2010 budgets for additions (or replacements) to direct marketing staff.

Why is the 'human touch' important for people looking to work in search engine marketing?

Why is the 'human touch' important for people looking to work in search engine marketing?

When thinking about skills to look for in search hires, a few traits are obvious. Search marketers must be analytically-minded to get the most from metrics and testing, must think flexibly as this industry changes every week, and can't be afraid of hard work. But one SEM trait that's often overlooked — and is absolutely critical — is the ability to connect on a human level, and to translate that connection into better business.

What should companies look for in candidates for social media marketing positions?

What should companies look for in candidates for social media marketing positions?

Now that we are beginning to feel relief from the economic uncertainty that has been hanging around, I hear a lot about the invention of some new roles inside organizations looking to get into social media. Typically this means, "Hire someone who knows our 'space' really well and someone who is an expert in social media."

What experience is desired as online marketers enhance their teams in the coming months?

What experience is desired as online marketers enhance their teams in the coming months?

When you start to hear rumors of economic recovery and growth in the market, hiring isn't far behind. Online advertising and e-commerce hiring managers are looking forward to bringing fresh faces in to capitalize on that growth.

A position requires "strategic thinking." What's the best way to show that I have this attribute?

A position requires "strategic thinking." What's the best way to show that I have this attribute?

We receive a large amount of résumés that lead with the attribute of strategic thinking in the professional summary section. This descriptor may have become so overused in the workplace that it has lost its original meaning and the power to impress.

What qualifications should companies look for in an e-commerce manager?

What qualifications should companies look for in an e-commerce manager?

Based upon our experience working with dozens of retailers, no one-size-fits-all candidate exists.

What do e-mail marketing firms look for in potential employees when filling positions?

What do e-mail marketing firms look for in potential employees when filling positions?

When it comes to our people and potential candidates, there is one common value we seek: Passion. When meeting with a candidate, we want to see that they are passionate about not only their work and e-mail marketing, but life in general and the opportunity to work with others with the same passion.

How do I know I am interviewing with the best company for my experience and goals?

How do I know I am interviewing with the best company for my experience and goals?

A job search can be daunting — particularly in today's economy. You'll ask, Is the position you've identified a match for your skill set? Does it align with your career goals? Will the company you're interviewing with pick you?

My marketing colleagues and peers are losing their jobs — what can I do to keep mine?

With unemployment still at record highs, many marketers don't feel entirely "safe" in their jobs. Here's some things you do to avoid the chopping block.

What do hiring managers seek in candidates when looking to fill a CRM position?

What do hiring managers seek in candidates when looking to fill a CRM position?

First, candidates should understand business challenges facing direct marketers. They must demonstrate knowledge of client pain points and illustrate ways they can help remedy these issues. A dual perspective is a valued commodity; managers preferred candidates who have worked on both the client and agency sides.

How can I recover if I've been fired from a position in the past?

How can I recover if I've been fired from a position in the past?

Almost everyone has been fired at one time in a professional career. Some can admit it; some never can. But many who admit to being fired say it ultimately contributed to success in their career in direct marketing.

What questions do recruiters ask at my second interview, and what answers really nail them?

What questions do recruiters ask at my second interview, and what answers really nail them?

A recruiter from VistaPrint discusses how job candidates can see success in those challenging second interviews

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