J Patrick + Associates Blog

Right Livelyhood Right Job by JPA Executive Recruiting Marketing Gal

Posted by Elissa Jane Mastel on Mon, Aug 08, 2011 @ 10:34 AM

I got a couple of emails last week and posts on my Facebook page in response to my blog post last week on avoiding burnout.  Interestingly enough, the item they focused in on was meditation.  Continuing a conversation I was having with my friend Scott, we talked about burnout in relationship to having the right job. 

Wait, what is Right Livelyhood and is this something you should care about?  And how does this relate to working for J. Patrick + Associates?

Interestingly enough, it counts a lot.  My job is to promote jobs and connect people to their next career move.  I mean, my job is to get people jobs, can't get more right than that, or can it?  The other thing I love about my job working with Dan Sullivan and the gang is that I love my co-workers.  The environment at J. Patrick + Associates is a very positive one.  We are friendly, respectful and communicate with one and other with the same care we offer to our clients and candidates.  It says a lot to love going into work, and I gotta say, I really love my job. 

But she didn't answer the question, what is Right Livelyhood?  Well, let me offer you the Cliff's Notes version of Buddhism 101.  Over 2500 years ago, the Buddha walked the earth, saw all the suffering in the world and came up with the First Noble Truth;

In life there is suffering.

In other words, Life Sucks!  Bummer.  So he walked around, starved himself, tortured himself, sat still and meditated under trees until one day, he had an epiphany.... there is a way out of this suffering and that way includes walking the Eightfold Path.  There are steps one must take to find happiness and one of them is this idea of Right Livelyhood.  Ok, they didn't have high technology jobs back in those days, so how does this pertain to you and me?

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The Buddha's definition of Right Livelihood basically says to not engage in employment that causes harm.  Not so easy in this day and age.  Just working in a big office means we're causing harm to the environment by shredding up tons of paper, making waste, powering up loads of computers and big lighting fixtures, dumping chemicals into the environment and working with people who aren't always honest and respectful of one and other. 

And let's face it, many of us in technology are creating products for a host of uses and not all of them fit into the Buddha's interpretation of right livelihood.  But hey, not all of us are Buddhists either.  Right?

But coming from a spiritual perspective, I believe you personally deserve to work in a job that is healthy for your well-being.  Not only should your career bring you some kind of financial security, but it should also generate a sense of purpose and be an environment that is positive.  In the Technology sector, most of us work extra long hours, get heavily involved in the corporate culture and have a higher level of intelligence to contend with. 

Here's a few things you should look to bring your job closer to the Buddha's goal of Right Livelyhood;

1) Practice Loving Kindness.  The Buddha teaches that we should love all sentient beings the same way we would love our own child.  For me, this is a task too great to master.  Instead, I say, "Make everyone your friend."  Yes, that annoying woman in accounting, that boss who talks to you like your five and your ex you got the job for in the publicity department.  ALL OF THEM!  Make them your friend.  By putting out the Loving Kindness towards others, you'll be setting an example and attracting kindness for youreself.  Sure, we all get frustrated, and maybe you're one to bark. 

2) Create a comfortable workspace.  Some of us have our own offices, and for us who are that lucky, good for us.  It's easy to personalize your space.  For others we may have cubicals, or work stations.  Whatever your environment, do what you can to make it your own by incorprating objects and images that remind you to keep your mind calm.  I have a little blue medicine Buddha in the dashboard of my car for such a purpose.  I spend a lot of time traveling, so keeping the peace in my car and on the road is essential.  On your desk, pick something, can be a buddha, a stone, a snow globe from Coney Island, whatever it is that reminds you to take a breath and relax. 

3) Make boundaries and keep them.  Most of us want to please others, we say yes to tasks we don't have time for or even worse, bring work home.  Make some healthy boundaries for yourself.  Decide when you are working and when you're not.  Say no when you don't have time to work on something.  Don't take that task home, save it for the morning and allow yourself that break from work.  Be clear on what you can do and what extra work is going to cause you stress. Of course, we work in Technology, which is pretty busy and we want to impress our bosses and our team.  There's nothing impressive about a burnt out team player.  Detach, and put time aside that isn't work time. 

Our career and co-workers may be a big part of our lives, so whe you create balance and find the space to be at peace, you'll turn your work situation into a right one. 

Tags: Recruiter Tips, Career Strategies

People Who Don’t Sell Don’t Sell for Me

Posted by Elissa Jane Mastel on Fri, Apr 15, 2011 @ 11:27 AM

Mark MatejikBy Mark F. Matejik, Guest Blogger

“People who don’t sell don’t sell for me.”  I got this great concept from my friend Dan Sullivan one day as we talked on the phone.  Dan is one of the best recruiters I know and got me into TANDBERG in 2007 which was one of my best trainer jobs for which I am eternally grateful.  


So I am giving him and you a gift today my sales executive and sales management friends, to boost your insight and awareness about how we as top people go about finding and hiring top sales talent who will sell!

There are four keys of selling excellence that you’ll find in those who sell.  And oh by the way, they form the acronym SELL. Find them to please your executives, board, and wallet. You may find your next #1 salesperson too!

The Four Keys of Selling Excellence-SELL:

1)    Serving with Skill!  “A man’s gift makes room for him and brings him before great men,”  Solomon is quoted as saying; And the way I say it today is that the skilled stand before the great.  You will if you work your skill.  How well does the sales candidate ask questions, play back what they heard, align with you and get agreement?  How well do they paint a picture of successes they’ve had that compel you to take them off the market?  

2)    Expecting the best with exceptional ethic! Top people cast vision for a brighter tomorrow and show up in that today to make that real.  When I was promoted to take over the Boston Branch for Information Builders, they were in the basement but I told them: “You can be #1!”  In one year they went from worst to first by saying and showing up in that.  Meeting people in blizzards by getting out the reps Range Rover and surprising everyone but my team as we took the prize.


Sales is not only about persuading others. It is about persuading yourself to do the best for yourself, your customer, your boss and your family.  Getting up earlier than most; calling more executives before they get started and showing up and following up even when it’s tough and others are going home or having fun.  Ask candidates about when it looked bleak and how you came from behind.  How did you message a better vision to your team and customer and what extraordinary things did you have to do as a leader to make it all come true?  What does their work ethic look like? Were you a paperboy before you grew up?!

3)    Loving sales and people at the same time!  Sales is an awesome gift and game and I enjoy playing it every day.  It’s a rare gift to play, get paid and enjoy it! Play it all the way!  Ask them what they love in life.  Love to make money? Love to lead?  They better love to sell and love people.  You go after what you love.  When you saw someone you loved you went after it didn’t you?  “I love showing up in pay time!” (In front of new customers between 9-5 every day!) Do you?


4)    Learning to Leverage: Covey said “Sharpen the Saw.”  At least that’s the first time I heard it!  But then I saw he got it from Abe Lincoln who said that if he had a job to do he’d rather spend 75% of the time sharpening his axe and the other 25% effectively cutting!  How does that work in sales?  Well first you commit to lifelong learning.  Prideful execs say I already know how to sell!  Really?  Remember Randy Moss?  He knows how to catch too but did not work out because he wasn’t humbly and continually learning to leverage his God given talent. Get good coaches and mentors into your life.  Ask them who their best mentors, coaches and partners are!  What is the best business book they just read?  Also find out about how eager they are to leverage new approaches and techniques.  When are the best times to call executives for you?  Did you know it is 6-8 in the mornings Tuesday through Friday (or Thursday and Friday 1-5)?  Do they get up that early?  Where are they Friday afternoon: Are they in the office late calling or playing golf? When and how are they reaching out to open up new relationships and are thy open to new more effective ways to reach the fish when and where they are biting?

Find the SELL in your hires and you will always sell well!  Enjoy these tips to the most rewarding sales hire yet!  It may give you the best hires of your life!

Stay hungry and SELL well my friends!

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Tags: Recruiter Tips

5 Steps to B2B Marketing Success

Posted by Elissa Jane Mastel on Mon, Apr 11, 2011 @ 02:06 PM
iStock 000003142485XSmallby Guest Blogger Holger Schulze

Major shifts are taking place in B2B marketing that started a few years ago but have accelerated in recent months – in the marketplace as well as inside vendor organizations. Prospects and customers are becoming more sophisticated and better informed than ever before. They are tuning out a lot of the marketing noise they receive which makes it harder for marketers to reach audiences the old fashioned way. Customers are are in the driver’s seat today. This has profound implications on marketing and the way companies engage with prospects.

Until recently, the mainstream B2B marketing approach was to interrupt and engage prospects, educate them on the vendors offering and move them through the sale cycle towards a transaction – a very vendor and product centric approach. Contrast this with the sophisticated and networked and community-embedded buyer today, who conducts research and talks with their peers in online communities long before identifying and narrowing down the list of potential vendors that can solve the problem.

These buyers and decision makers don’t want to get interrupted by a product promo email or a cold call that likely doesn’t come at the exact time they have a specific problem the caller can help with. And today’s customers are busier than ever. They want to be able to engage with a vendor when they are ready and actively seek out advice, often very late in the buying cycle, and have the vendor guide them through a complex buying and problem solving process - outsourcing part of the buying process to the vendor community if you will.

A simple 5 step program can help you refocus your marketing efforts and adjust to the new requirements for B2B marketing success:

Understand Your Audience

Customer focus begins with understanding your customer and their market environment. What business problems do they face? What are the drivers in their industry that impact profitability? Also make sure you segment your target markets according to demographics, psychographics, and business environment to identify the segments that are the best fit for your company's offering; segments that have the most to gain by becoming your customers.

Build a Strong Value Proposition

Build a strong customer-centric value proposition that puts your product and services in the context of the customer's problem, communicates the value you provide and your differentiators vis-a-vis competing alternatives.

Map Out Your Buyer’s Journey

Map the customer's buying cycle from problem awareness, identifying generic solutions, identifying potential vendors, selecting vendors that make the short list, evaluating solutions in detail and ultimately selecting a solution. Build a simplified model of your customers’ world, the journey they take from problem to solution. This exercise will help you understand how your customers are progressing through the steps of the buying cycle. What are their goals, concerns, what data do they need to move to the next step, where do they look for information?

Build Compelling Messages and Content

With this information you get a pretty good idea for how to influence the prospect along every step, how to educate them, how to guide them to purchase. Build a simple matrix of messages, marketing collateral and sales tools mapped against each phase of the buying cycle. Also add how you want to get your information to your audience - how will they find you. Focus on social networks and Google and special interest sites for the early phases; that's where buyers will often look first and find your content to make sense of their problem and the solution space and identify potential vendors. Make sure your content is problem and solution focused and doesn’t only talk about your product.

Build call to actions into each content piece to encourage your prospect to keep engaging with you as they move through the buying cycle. Also, make content easily accessible, especially in the early phase of the buying cycle where prospects don't care about specific vendors but want to understand their options and the implications of available choices to solve a problem. So let your educational content (white papers, Webinars) go free so it gets consumed and shared by prospects across social networks, don't hide it behind registration forms, but add a strong call to action into the content asset to move your prospects to the next interaction with you.

Invest in Marketing Automation

One size fits all mass email blasts, for example, don’t provide the level of return you are looking for. Marketing automation will allow you to have very targeted digital conversations with your audience triggered by prospect profile and behavior, driven by their buying cycle. Help prospects follow paths that you have defined to guide them, offering content that matches every step of their buying process from white papers and webinars in the early discovery stages to case studies, ROI studies and competitive comparisons during vendor selection at which point your sales will be heavily engaged in the relationship. With each interaction, you collect more data about the prospect which allows you to build a score to identify the hottest leads that you want to engage with directly and focus your time and sales resources on. With sophisticated analytics and reporting, MA tools will also give you insight into what is working and what not so you can adjust and improve your campaigns.

Buyers expect B2B vendors to help them make sense of the options they have available to solve a particular problem, and their pros and cons. A very consultative, solution, and customer centric approach to marketing and sales that is very different from yesterday’s paradigms. For marketing teams, this means engaging with prospects much earlier in the buying cycle, educating them long before prospects consider specific vendors, and matching each phase of the customer buying cycle with appropriate message, content and marketing tools designed to ease the buyers journey - from problem to solution and carefully steer them to the favorable outcome - to be selected by the buyer.

It also means using new ways to reach the buyer, including social networks. This approach requires much greater domain, industry and business expertise on the vendor side, to really understand the customer, which in turn requires more targeted segmentation, more intelligent messaging, better sales tools, etc. Time to get ready.

About Holger Schulze

Holger Schulze ImageHolger Schulze is a B2B technology marketing expert with over 10 years of experience driving market awareness, demand, and revenue for high-tech companies in the US and Europe. Currently serving as the Director of Marketing for information security vendor SafeNet, Holger has a proven success record of creating and executing global marketing strategies that increase revenue and market share. Holger is also a prolific blogger and social media community builder. Marketing professionals worldwide read his syndicated B2B Technology Marketing blog, and Holger's B2B Technology Marketing Community on LinkedIn has rapidly grown to over 20,000 members. And Holger's LinkedIn Information Security Community, with over 80,000 members, is the single biggest community of its kind in the information security industry.

Contact Holger: hhschulze@gmail.com  |  302-383-5817

Tags: Recruiter Tips