Blog
Doomsayer vs Over-Preparer: Understanding and Overcoming Call Reluctance
Key Takeaways Identify which mode you fall into and confront it head-on to prevent call reluctance from sabotaging pipeline growth and quota attainment. Monitor call and prep time to identify patterns and intervene. Shun the doomsayer. Jot down typical thoughts and replace ‘worst case’ scenarios with realistic results to combat avoidance and increase contacts. Encourage […]
SPQ Gold – Prospecting Motivation Score: What a Low Score Means
Key Takeaways The SPQ Gold measures persistence, assertiveness, and motivation and can predict fit and performance in sales roles and guide hiring and development decisions. Use assessment results to diagnose root causes like internal hesitation, incentive mismatch, and market fatigue. Then tailor interventions such as practice drills, compensation adjustments, or territory rotations. Compare individual and […]
Pre-Hire Assessments for SaaS AEs Who Self-Source Pipeline
Key Takeaways Pre-hire assessments identify account executives who can self-source pipeline and sustain outbound motion, improving hire quality and reducing time lost to unfilled opportunities. Implement standardized exercises for territory mapping, outreach, and pipeline math to validate skills. Make candidates demonstrate ownership of their book of business with real-world work such as account research, customized […]
Business Development Reluctance in Architecture & Engineering Firms
Key Takeaways Must treat business development less as an add-on and more as a core practice. In other words, align culture, leadership, and daily workflows to balance design excellence with proactive client outreach. Re-frame outreach as problem solving by training teams to ask better questions, use case studies, and present biz dev as ethical trust […]
Pre-Hire Assessment for Bank Business Development Officers
Key Takeaways Pre-hire assessments improve hiring accuracy for bank business development officers by evaluating financial acumen, pipeline management, risk assessment, relationship building, and ethical judgment to reduce bad hires and turnover. Customize assessments to match the job description and include scenario-based, situational, and role-play elements that test problem solving, negotiation, objection handling, and credit decision […]
How to Assess Career Changers for Financial Advisor Training
Key Takeaways Define clear, role-aligned evaluation criteria that balance quantitative tests and qualitative interviews to fairly assess career changers from diverse backgrounds and nontraditional paths. Focus on transferable skills, learning agility, and emotional resilience with checklists, scenario tasks, and behavioral questions to corroborate real-world application. Confirm skills through hands-on exercises and case studies. Then employ […]
Previous
Next
Recent Posts
November 10, 2026
November 9, 2026
November 4, 2026
November 3, 2026
Previous
Next