4 minute read
Books
VIP TREATMENT FOR VIP PROSPECTS
Treat VIP candidates like VIP candidates. Other companies are already doing this. For example, introducing executive candidates to other company executives isn’t just schmoozing. It creates a positive connection between the prospect and the organization. Going out for dinner and drinks isn’t simply wining and dining; it also provides an opportunity to get to know them in a casual situation.
When attracting executive talent, it’s critical to create a benefits package that goes above and beyond the needs of prospective leaders. To draw elite talent, ordinary won’t cut it.
These exclusive benefits and perks may include: • Increased income replacement • Medical reimbursement • Guaranteed lifetime income • Outplacement services • Long-term care insurance • Supplemental life insurance • Employer-funded supplement executive retirement plans • Nonqualified deferred compensation plans • Concierge medical services
There’s no one-size-fits-all approach to crafting an executive benefits package. Like every business decision, the specifics of a company’s executive benefits will depend on various factors such as the type of talent being recruited, company culture and budget.
RETAIN: ENSURING EXECUTIVES COMMIT FOR THE LONG HAUL
Everything an organization does throughout the recruitment process impacts long-term retention. After all, keeping top talent starts at first contact.
But what about after an organization has gone through the process and recruited the best person for the role? The next step is long-term retention and ensuring it can recruit executives down the line. Consider: • Transparency in Communication: Cultivating a culture where an organization’s top leaders and executive talent can thrive, exercise autonomy and share ideas is vital for individual career growth as well as continued business success. Businesses ought to implement policies and strategies to make it easy for their executives to be transparent and communicate openly with everyone throughout the company. • Lay Out Clear Career Advancement Tracks: Hard-working, talented executives thrive in a challenging environment. They want to know their hard work will be rewarded with additional opportunities, salary, titles and responsibilities. Businesses should lay out clear expectations and pathways for executives to understand what they must do to climb higher in the organization. • Growth Opportunities: The best talent wants to get better. Executives are no exception. To keep them around for the long term, companies must provide ample opportunities for their execs to grow and develop, such as offering to pay for educational courses, certifications, seminars or other credentials to allow top talent to grow and improve their skills.
NEVER STOP RECRUITING
As the business climate evolves and new challenges arise, it’s important to remember that turnover will remain a part of doing business. Businesses must institute a permanent recruiting strategy where they always are on the lookout for talent and potential candidates.
Warrior Selling
In Warrior Selling: The 12 Steps to Achieving a 100% Conversion Rate, sales guru Jason Forrest gives sales professionals the process, mindset and persuasive language they need to find their inner sales warrior. The author reveals his unique 5-4-3 methodology to help sellers cocreate the highest conversion rate script in their industry and eliminate the inconsistency in their results. Forrest, leader of Global Guru’s #2 Sales Development Program, is a master practitioner of neuro-linguistic programming, the science of influence and behavioral change, and a practitioner of accelerated evolution, the psychology of removing fear in high performers. Both inform his Sales Warrior method, which gives a repeatable playbook to effectively understand a customer’s mission, present solutions, and resolve the sale, regardless of what kind of environment the prospect is in.
Warrior Selling: The 12 Steps to Achieving a 100% Conversion Rate Jason Forrest $28
Skyhorse Available 11/15/22 240 pages
Platform
Michael Hyatt learned to use his social media platform as the foundation for his own successful writing, speaking and business coaching practice. In this straightforward how-to, he offers down-to-earth guidance on crafting an effective and meaningful online platform. In Platform, readers will learn how to extend their influence, monetize it, and build a sustainable career, get noticed and start earning money in an increasingly noisy world. Platform goes behind the scenes into the world of social media success to share what bestselling authors, public speakers, entrepreneurs, musicians and other creatives are doing differently to gain contacts, connections and followers and win customers in today’s crowded marketplace. With proven strategies, easy-to-replicate formulas and practical tips, this book makes it easier, less expensive and more possible than ever to stand out from the crowd and launch a business.
Platform: Get Noticed in a Noisy World
Michael Hyatt
HarperCollins Leadership $19.99
Available 11/28/22 288 pages
Social Selling
Presenting how to reach and engage with the modern buyer, Social Selling outlines how to implement a social selling strategy and drive revenue, competitive advantage and market share through social networks. Social Selling is a practical, step-by-step blueprint on how to create digital communities and build and turn relationships into sales online. Featuring checklists, tips and examples that provide practical guidance, it covers important subjects such as how to network purposely and build social media trust in a mistrustful time and how to develop real influence and authority in one’s subject area. Now newly revised, the second edition of Social Selling captures the latest changes and developments in the industry.
Social Selling: Techniques to Influence Buyers and Changemakers Timothy Hughes $31.99
Kogan Page Available 11/29/22 240 pages
