The Future of Students in Professional Sales | Steve Adubato | Caucus NJ
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The Future of Students in Professional Sales | Steve Adubato | Caucus NJ


HI I’M JOE ROTH AT NEW JERSEY SHARING NETWORK WE’RE COMMITTED TO SAVING AND ENHANCING PEOPLE’S LIVES THROUGH ORGAN AND TISSUE DONATION AND INFORMING PEOPLE ABOUT OUR LIFE SAVING MISSION THAT’S WHY WE’RE PROUD TO SUPPORT PROGRAMMING PRODUCED BY THE CAUCUS EDUCATIONAL CORPORATION AND THEIR PARTNERS IN PUBLIC TELEVISION THE FUTURE OF STUDENTS IN PROFESSIONAL SALES NEXT ON CAUCUS NEW JERSEY FUNDING FOR THIS EDTION OF CAUCUS NEW JERSEY HAS BEEN PROVIDED BY CHOOSE NEW JERSEY OUR MISSION IS ATTRACTING COMPANIES TO THE GARDEN STATE INVESTOR’S BANK HOLY NAME MEDICAL CENTER IN TEANECK NEW JERSEY HEALING BEGINS HERE HEALTH REPUBLIC INSURANCE OF NEW JERSEY FEDWAY ASSOCIATES QUALCARE INC A LOCAL MANAGED CARE COMPANY COVERING 750,000 NEW JERSEY RESIDENTS AND BY PSEG COMMITTED TO IMPROVING NEW JERSEY’S ECONOMY AND STRENGTHENING IT’S COMMUNITIES PROMOTIONAL SUPPORT PROVIDED BY COMMERCE MAGAZINE AND BY THE RECORD NORTH JERSEY’S TRUSTED SOURCE AND NORTHJERSEY.COM [MUSIC PLAYING] [MUSIC PLAYING] WELCOME TO CAUCUS NEW JERSEY I’M STEVE ADUBATO TODAY THE SALES PROFRESSION IS GROWING BUT WHAT EXACTLY ARE THE SKILLS AND TOOLS NEEDED TO BECOME A TERRIFFIC SALES PROFESSIONAL? HERE IN THE STUDIO TO ANSWER THAT VERY IMPORTANT QUESTION WE HAVE THE EXECUTIVE DIRECTOR OF THE RUSS BERRIE INSTITUTE FOR PROFESSIONAL SALES AT WILLIAM PATERSON UNIVERSITY WE CALL HIM P K BUT HIS NAME IS DOCTOR…? PRABAKAR KOTHANDARAMAN I’M GLAD YOU SAID THAT WE’LL DO [LAUGHTER] [LAUGHTER] BUT WE’RE CALLING YOU P K TODAY THAT’S FINE AND JOSEPH NYAMWANGE IS SALES MANAGER FOR SHI CORPORATION AND A 2010 GRADUATE OF WILLIAM PATERSON UNIVERSITY AND MORE ON HIS STORY LATER OUR GOOD FRIEND AND MENTOR ANGELICA BERRIE PRESIDENT OF THE RUSSELL BERRIE FOUNDATION AND FINALLY ED BITTERLE FOR THE FIRST TIME HERE ON PUBLIC TELEVISION AT LEAST ON OUR SHOW WE HAVE HIM AND HE IS THE SENIOR DIVISION VICE PRESIDENT T ADP A BIG SPONSOR OF THE RUSS BERRIE INSTITUTE FOR PROFESSIONAL SALES I WANT TO THANK ALL OF YOU FOR JOINING US A PLEASURE ANGELICA SET THE TONE FOR US WE’VE BEEN TALKING ABOUT THIS FOR A LONG TIME WE STARTED THIS CONVERSATION WITH RUSS MANY MANY YEARS AGO TALKING ABOUT PROFESSIONAL SALES LET’S TALK ABOUT RUSS’ COMMITTMENT YOUR LATE HUSBAND WHAT WAS HIS COMMITTMENT TO PROFESSIONAL SALES AND WHY WAS HE SO DEDICATED TO THE IDEA THAT IT WAS THIS PROFESSION THAT NEEDED TO BE ELEVATED AND ULTIMATELY CREATE THIS INSTITUT? WELL RUSS WAS A SALESMAN FIRST OF ALL HIS FATHER WAS A SALESMAN HIS TWO BROTHERS WERE SALESMEN AND HE HAD A PERSONAL VISION THAT WAS TIED INTO HIS CHILDHOOD AND HIS SENSE OF IDEALISM FOR WHAT HE WANTED THE PROFESSION TO BE HE WANTED TO BE CONSIDERED A VERY RESPECTABLE PROFESSION HE THOUGHT IT WAS SALES HE CONSIDERED A ROADWAY TO SUCCESS AND I THINK THAT EQUATING HIS OWN PERSONAL SUCCESS STORY WITH WHAT HE HAD AS A NATURAL GIFT AND I THINK HE FELT THAT SALES WAS A NATURAL GIFT THAT COULDN’T BE TAUGHT THAT YOU KNOW YOU HAVE TO HAVE SOMETHING INSIDE YOU SO THAT VISION HE EXPRESSED SO SIMPLY HE SAID I WOULD LIKE THE JEWISH OR ITALIAN MOTHER TO BE ABLE TO SAY WITH PRIDE MY SON OR MY DAUGHTER THE SALESPERSON AS OPPOSED TO JUST MY SON OR DAUGHTER THE DOCTOR OR THE LAWYER OR SOMETHING ELSE AND SO IT WAS FROM THAT VERY SIMPLE PREMISE THAT THE SALES INSTITUTE WAS BORN P K TALK ABOUT THE SALES INSTITUTE WHAT IS IT? WHAT DOES IT TEACH? AND WHY DOES IT PRODUCE SUCH EXTRAORDINARY YOUNG MEN AND WOMEN? ALRIGHT AS ANGELICA WAS SAYING THE VISION IS TO GET SALESPEOPLE HIGHLY PROFESSIONALIZED OUR INSTITUTE CARRIES THE NAME INSTITUTE FOR PROFESSIONAL SALES AND WE TAKE BOTH WORDS PROFESSIONAL AND SALES VERY SERIOUSLY AND I THINK IT WAS I MEAN I’VE NEVER MET… OR I DIDN’T HAVE THE FORTUNE OF MEETING WITH BERRIE BUT I THINK IT WAS EXTREMELY… AMAZING GUY [LAUGHTER] YEAH [LAUGHTER] THAT’S WHAT I HEAR AND I THINK HE WAS REALLY CLEVER AND YOU KNOW HAD AN EXTRAORDARY VISION AS TO HOW HE SET ABOUT TO LEGITIMIZE THIS WHOLE PROFESSION YOU KNOW SALESPEOPLE HAVE BEEN TRAINED FROM THE TIME SALES EXISTED I MEAN I 25 YEARS AGO WHEN I WAS IN THE FIELD AS A SALESMAN SELLING PAINTS AND COMPUTERS I UNDERWENT TRAINING BUT WHAT IS REALLY DISTINCT ABOUT THE RUSS BERRIE INSTITUTE FOR PROFESSIONAL SALES AT WILLIAM PATERSON UNIVERSITY IS THAT THE VISION OF RUSS BERRIE AND THE THOUGHTFULNESS OF THE INSTITUTE THE UNIVERSITY LEADERSHIP AT THE TIME BROUGHT INTO EXISTENCE A FOCUS WHERE SALES WAS INCORPORATED AS AN ACADEMIC DISCIPLINE NOW THE BEST WAY TO GAIN LEGITIMACY IS TO INSTITUTIONALIZE A DISCIPLINE AND I THINK IT WAS AN EXTRAORDINARILY CLEVER RUSS DECIDED THAT YOU BROUGHT IT INTO THE UNIVERSITY AND THEN WHAT HAPPENS? UNIVERSITY SEEKS INTELLECTUAL COMMITTMENT FROM ITS FACULTY IN FURTHERING THEIR DISCIPLINE SO WHAT WAS ONCE THOUGHT OF AS A TRAINING… ESSENTIALLY A TRAINING COMPONENT IT WILL TRAIN YOU TO DO SALES RIGHT NO LONGER? YES NOW IT HAS NOW YOU KNOW BLOSSOMED INTO A WHOLE ACADEMIC DISCIPLINE WHICH IS FOUNDED ON BASIC DISCIPLINES OF PSYCHOLOGY AND OTHER SOCIAL SCIENCES WELL LETS BREAK IT DOWN LET’S BREAK IT DOWN BECAUSE HELP US ON THIS WHAT EXACTLY GOES ON IN THE INSTITUTE THAT CAUSES CORPORATIONS LIKE ADP TO SAY WE’RE IN. WE’RE GONNA SPONSOR IT WE’RE GONNA INVEST IN IT DESCRIBE IT SURE A COUPLE THINGS RIGHT SO WHEN I WAS A STUDENT THE EMPHASIS WAS ON THE ACTUAL PRACTICAL TRAINING RIGHT SO YOU KNOW TYPICALLY WHEN YOU THINK SCHOOL YOU THINK BOOKS YOU THINK LECTURES…? STUDYING AND LECTURE THEY KINDA TURNED THE EDUCATION MODEL UPSIDE DOWN SO A LOT OF OUR TRAININGS WITHIN THE SALES LAB WHICH RUSS DONATED A BUILDING AT WILLIAM PATERSON UNIVERSITY AND THAT’S WHERE WE REALLY STARTED LEARNING THE SELLING PRACTICE DESCRIBE IT BECAUSE YOU SAY THE SALES LAB AND IT HAPPENS… WE HAPPEN TO HAVE DONE A SERIES OF TRAINING FOR NOT FOR PROFIT LEADERS UNDERWRITTEN BY THE FOUNDATION BUT WE KNOW WHAT THE LABS ARE BUT PEOPLE THINK OH LABORATORY TEST TUBE THAT’S DESCRIBE IT YEAH SURE SO WE CALL IT LIKE THE SALES GYM SO [LAUGHTER] THE SALES GYM? [LAUGHTER] I LIKE THAT SO JUST IMAGINE FIVE DIFFERENT ROOMS RIGHT? PROFESSIONAL EXECUTIVE ROOMS WITH TWO SIDED MIRRORS WHERE FOLKS CAN WATCH FROM YOU KNOW THE INSIDE OUT BOTH WAYS WHERE YOU ACTUALLY DO SALES CALLS WHERE WE HAVE EITHER SPONSORS OR EVEN PART OF THE CURRICULUM WHERE STUDENTS ARE ACTUALLY EITHER LEARNING HOW TO SELL OR THEY’RE NEGOTIATING WITHIN THAT SALES FACILITY AND THAT’S WHERE IT’S THOUGHT TO BECOME PRACTICAL RIGHT SO OUR PREPARATION CHANGES SO IT’S NOT MEMORIZING OR STUDYING A BOOK IT’S RATHER US GOING THROUGH PRACTICE WATCHING THE DVD AND SEEING HOW MANY WAYS WE CAN MAKE IT BETTER SO PLAY THIS OUT FOR A SECOND SURE YOU COME IN AND I’M A PROSPECT YES OKAY YOU’RE TRYING TO CLOSE A DEAL WITH ME MM HMM YOU DON’T WANT TO PITCH ME YOU WANT TO… BUT YOU WANT TO GAUGE ME YOU WANT TO CONNECT WITH ME SURE BUT YOU WANT TO CLOSE A DEAL WITH ME OF COURSE OF COURSE AND IT’S VIDEOTAPED ABSOLUTELY OKAY SO WE’RE DOING A MEETING YES WE’RE HAVING A MEETING AND WHEN WE HAVE THIS MEETING RIGHT IT’S ME ASKING SEVERAL QUESTIONS TO UNDERSTAND MORE ABOUT WHAT YOU’RE PAYING POINTS ARE WHICH IS… YOU’RE NOT JUST PITCHING? IT’S NOT PITCHING AS A MATTER OF FACT YOU KNOW I HAD THIS CONVERSATION WITH SOMEONE ELSE EARLIER TODAY IS THAT I HAVE ACTUALLY LEARNED MORE HOW TO LISTEN IN SALES SCHOOL THAN I DID HOW TO SPEAK AND THOSE ARE THE THINGS YOU KINDA LEARN AT THE SALES LAB IN THE SALES GYM RIGHT SO YOU’RE LEARNING LISTENING? QUESTIONING FOLLOWING UP EMPATHY AND ARE THOSE THE REASONS YOU GUYS BOUGHT IN AT ADP? ABSOLUTELY I THINK YOU KNOW THOSE COMMENTS SPEAK FOR THEMSELVES TOO TO FIND TALENT IN TODAY’S WORLD IS A TOUGH JOB FOR ANY TEAM ANY COMPANY THAT’S ATTEMPTING TO BE GREAT IF YOU COULD HAVE ASSOCIATES THAT HAVE GONE THROUGH POTENTIALLY FOUR YEARS OF TRAINING FOCUS AND COMMITTMENT AND KNOW THAT THEY’RE ALL IN BEFORE YOU EVEN CONSIDER THEM FOR HIRE AND THEN GET A CHANCE TO HIRE THE BEST OF THE BEST IN THAT GROUP IT’S A TREMENDOUS THING BUT YOU’RE DONE THAT ALREADY YOU’VE HIRED ADP HAS IN FACT HIRED IS IT FOUR TO SIX GRADUATES FROM THE INSTITUTE A YEAR? IT’S EVEN MORE THAN THAT WE HIRE ON AVERAGE ABOUT SIX INDIVIDUALS DIRECTLY FROM THE WILLIAM PATERSON CAMPUS BUT WE HIRE ABOUT FIFTY A YEAR FROM THE NATIONAL SALES CHALLENGE COLLEGE PARTICIPANTS WELL LETS OKAY NOW YOU’VE BROUGHT IN THIS WHOLE OTHER THING THE NATIONAL SALES CHALLENGE WHICH IS HUGE P K I WANT YOU TO TALK ABOUT IT BUT DID YOU EVER ANTICIPATE THAT ANGELICA THAT THEY WOULD HAVE THIS NATIONAL SALES CHALLENGE? WHICH ISN’T JUST WILLIAM PATERSON IT’S BASED THERE BUT WHAT’S DID YOU EVER ENVISION THAT? I THINK NATIONALLY IT’S NOT WHAT BRAND IN TERMS OF A SALES COMPETITION IT HAS TAKEN THE FIRST MOVE OR EVENT WHICH I CALL IT CAUSE WE WERE THE FIRST ONES TO DO THIS AND I THINK WE’VE HAD STUDENTS FROM NEW ZEALAND AND EDINBOROUGH YEAH THE OTHER ONES YEAH COME AND COMPETE YEAH AND TO COMPETE? OTHER THINGS WHAT IS THE THING WE’RE TALKING ABOUT? YOU KNOW JOE MENTIONED IT’S A SALES GYM SO YOU’RE TALKING IN SPORTS LANGUAGE NOW WHAT IS THIS THE OLYMPICS OF SALES RIGHT? [LAUGHTER] RIGHT SO YOU KNOW JUST LIKE IN SPORTS YOU NEED TO PRACTICE WHICH MEANS IT’S ONLY FITTING THAT YOU HAVE A COMPETITION TO SHOW WHO’S YOU KNOW WHO’S THE BEST HERE AND WHAT ARE THEY DOING? SO IT’S A VERY AGAIN THERE’S A T OF PARTS THAT GO INTO IT SO THERE’S STRUCTURE SO YOU HAVE THREE EVENTS AND SO YOU HAVE STUDENTS COMING IN THEY HAVE TO DO A ROLEPLAY SO… THEY’RE DOING A ROLEPLAY? THEY’RE DOING A ROLEPLAY THEY GET THE ROLEPLAY AND YOU KNOW LAST YEAR FOR INSTANCE 2013 WE GOT AN ADP SELLING SITUATION AND BROUGHT IT INTO THE LAB AS A ROLEPLAY RIGHT SO AND WE HAVE EXECUTIVES FROM ADP SITTING THERE AS BUYERS ALL THE WAY SO IT’S NOT LIKE YOU CAN FIB YOUR WAY THROUGH IT IT’S REAL? IT’S REAL AND… YOU SAW THIS WHOLE THING EH? IT’S REAL OKAY GO AHEAD AND THEN YOU HAVE ABOUT FIVE OR SIX CHARGES FOR EACH OF THE ROLE PLAY JUDGING AND THEY’RE ALL BUSINESS EXECUTIVES WHO’S GAME IS TO SELL SO TAKE A STEP BACK AND THERE’S A TIME A TIME LIMIT THEY CANNOT GO BEYOND IT THERE’S TIME OKAY SO IF SO FAR WHAT YOU’RE DESCRIBING IS OFF THE RAIL FOR THOSE OF US WHO HAVE TO ACTUALLY GO IN AND SELL BECAUSE WE RAISE MONEY IN PUBLIC BROADCASTING SO YOU MAY NOT CALL IT SELLING CALL IT WHAT YOU WILL IT’S SELLING SO THERE’S TIME PRESSURE THERE’S PRESSURE TO CONVINCE AND ENGAGE AND CONNECT SURE RIGHT AND AND TO CLOSE AND CLOSE MM HMM RIGHT SO IF… IT’S SO FAR PRETTY REAL YEAH AND YOU KNOW AFTER THAT THERE ARE 35 UNIVERSITIES AND THIS AND THEIR BEST TALENT TOO SO YOU CANNOT… IT’S EXCITING YOU SHOULD BE A JUDGE YEAH I… THAT’S TOO MUCH PRESSURE HAVE YOU… WHEN YOU SEE IT WHAT’S IT LIKE FOR YOU? I GO PER YEAR… I GO EVER YEAR WHAT’S IT LIKE WHEN YOU SEE IT? YOU KNOW I LOOK AT IT AND I SAY THINK OF ALL THESE MANY RUSSES I SAY [LAUGHTER] HERE ARE MY CLONES THIS IS WHAT WE’VE PAID FOR THE PROGRAM TO DO FOR THOSE WHO BY THE WAY FOR POST PRODUCTION PUT SOME PICTURES UP OF RUSS’ ANGELICA’S TALKING ABOUT RUSS PUT SOME PICTURES UP OF RUSS MAKE HIM COME ALIVE FOR US RIGHT NOW DESCRIBE WHAT HE WAS LIKE IN SALES CAUSE YOU WERE IN WITH… I KNOW THAT YOU KNOW WHAT HE WAS LIKE IN A SALES MEETING… DESCRIBE WHAT HE WAS LIKE YOU KNOW HE HAD A VERY UNIQUE STYLE ONE TIME WE WERE WITH A VENDOR IN CHINA NEGOTIATING AND THEY HAPPENED TO HAVE A PAIR OF DICE ON THE TABLE YOU KNOW THEY WERE PLAYING GAMES AND THEY WERE SELLING GAMES SO ONE OF THE GAMES WAS A DICE AND HE SAID OKAY HE COULDN’T GET HIS PRICE HE SAD THEY PICK A NUMBER AND LET’S ROLL THE DICE AND IF YOU GET THE NUMBER YOU WANT I’LL GIVE YOU YOUR PRICE IF I GET THE NUMBER I WANT IT’S FAIR I’LL GET MY PRICE BUT FIRST THE VENDOR DOESN’T SPEAK ANY ENGLISH SO SHE WAS TRYING TO ABSORB THESE INSTRUCTIONS AND SHE DID IT BUT YOU SHOULD HAVE SEEN THE LOOK OF DELIGHT ON HER FACE WHEN SHE WON I MEAN SHE WAS JUMPING UP AND DOWN AND IT WAS JUST LIKE A UNIVERSAL KIND OF VALIDATION THAT RUSS SAID IT HAS… YOU HAE TO CHARM THEM YOU DON’T WANT TO EXTRACT SOMETHING THAT PAINFULLY WHAT DID THAT TEACH YOU? HOW MUCH DID THAT TEACH YOU ABOUT A HUMAN CONNECTION? IT TAUGHT ME EVERYTHING I EVER COULD UNDERSTAND ABOUT SALES YOU KNOW IT’S REALLY THE GIFT OF WHO YOU ARE THE SAME LIKE PHILANTHROPY YOU KNOW HE BROUGHT HIS PERSONALITY TO IT IT WAS EVERYTHING OF WHO HE WAS HE SPECIFIED THAT ON HIS GRAVE STONE HE WANTED IT TO SAY HE WAS A GOOD SALESMAN HE DIDN’T WANT ANY OF THESE KINDS OF FANCY KINDS OF… HE WAS A GOOD SALESMAN? …EPITAPHS. HE JUST… AND EVERYTHING THAT THAT MEANS YEAH WHAT DOES THAT MEAN TO YOU WHEN YOU HEAR ANGELICA TELL YOU THAT STORY? YOU KNOW IT’S FUNNY BECAUSE ONE OF THE THINGS THAT WE LEARNED AND I DIDN’T HAVE THE OPPORTUNITY AT RUSS BUT PEOPLE MAKE DECISIONS OFF EMOTIONS AND ALLOW THE LOGIC TO EXPLAIN WHY THEY MADE THOSE DECISIONS AND… WOAH WOAH BACK UP SAY THAT AGAIN? PEOPLE… SOMEONE’S GONNA WRITE THAT DOWN [LAUGHTER] [LAUGHTER] NO PEOPLE MAKE DECISIONS BASED ON THEIR EMOTIONS AND THEY USE LOGIC TO EXPLAIN WHY THEY MADE THOSE DECISIONS AND THIS BUSINESS IS ALL ABOUT PEOPLE AND RELATIONSHIPS RIGHT SO WHEN I HEAR A STORY LIKE THAT THAT EMBODIES EVERYTHING NOT JUST WHAT WE’VE LEARNED RIGHT AT RBI BUT IT’S WHAT THE.. THE RUSS BERRIE INSTITUTE? THE RUSS BERRIE INSTITUTE BUT IT’S WHAT I’VE EMBODIED IN Y CAREER RIGHT AND THAT’S WHAT’S LITERALLY PUT ME MORE ON THE FAST TRACK AND A LOT OF MY PEERS SO UM YOU KNOW AGAIN AS MUCH AS I WISH I WOULD HAVE MET HIM I’M EXCITED TO MEET HIM THROUGH THE PROGRAM MEET HIM THROUGH ANGELICA AND JUST MEET HIM THROUGH ALL THE OTHER STUDENTS IT’S PHENOMENAL WHAT DOES IT MEAN TO YOU THAT THE PROFESSION OF SELLING OF SALES IS BEING ELEVATED IN THIS WAY WHAT DOES IT MEAN TO YOU? PERSONALLY IT’S A HUGE THING FOR ME HERE’S WHY STEVE I’M A FIRST GENERATION RIGHT FROM KENYA MY PARENTS ARE VERY TRADITIONAL AND YOU KNOW WHEN I FIRST CAME TO THEM AND SAID HEY LISTEN I WANT TO DEAL WITH SALES THEY HAD IMMEDIATE PUSHBACK WE NEED YOU TO BE AN ACCOUNTANT OR WE NEED YOU TO BE A LAWYER NOT TO KNOCK ON OTHER PROFESSIONS BUT I TOOK A RISK AND YOU KNOW OUT OF RESPECT THEY GAVE ME THAT OPPORTUNITY TODAY MY MOTHER IS EXCITED AND ECSTATIC ABOUT ME AND MY CAREER AND THEY’RE EXCITED ABOUT THE PROGRAM OR WHAT IT EMBODIED YOU KNOW THE FACT THAT YOU KNOW I REMEMBER IN 2009 WE WERE IN A TOUGH ECONOMY A LOT OF MY PEERS COULDN’T FIND JOBS HMM MY CHALLENGE WASN’T GETTING A JOB IT WAS WHICH JOB I WAS GOING TO CHOOSE DESCRIBE WHERE YOU ARE RIGHT NOW SO PEOPLE CAN UNDERSTAND WHAT YOU’RE TALKING ABOUT SO I WAS THE MC FOR THE FIRST FOUR YEARS I WAS PROMOTED THREE TIMES AND NOW I’M A SALES MANAGER AT SHI HOW MANY PEOPLE YOU MANAGING? I MANAGE ABOUT 18 PEOPLE RIGHT NOW SO SO YOU ARE LEAD… PEOPLE TALK ABOUT OH YOU’RE IN SALES YOU ARE A LEADER ABSOLUTELY JUMP IN ED WELL I THINK THE PROGRAM I MEAN YOU ASKED ABOUT THE PROGRAM SO ADP IS A BIG SPONSOR OF THE PROGRAM SO I’D SAY WHY WOULD WE DO THAT WELL FIRST OF ALL AND I KNOW STEVE YOU’RE QUITE FAMILIAR WITH ADP BUT FROM A SOCIAL POINT OF VIEW WE DO A LOT OF SUPPORT AND FINANCIAL SUPPORT FOR EDUCATIONAL PROGRAMS THIS IS A WONDERFUL PROGRAM AND I SUPPORT THAT FROM A FROM A PEOPLE POINT OF VIEW WE’RE ABLE TO CONNECT WITH PEOPLE LIKE JOE AND GET THE INSIDE TRACK ON HIRING THEM SOME OTHER EXAMPLES WE HAVE ON OUR TEAM THE 2011 WINNER OF THIS SALES OLYMPICS NATIONWIDE IS ON OUR TEAM YOU GOT THE WINNER? WE GOT THE WINNER IN 2011 SHE HAS SINCE MADE TWO PRESIDENTS CLUB A TRIP TO HAWAII A TRIP TO BACELONA SHE’S NOW IN OUR LEADERSHIP DEVELOPMENT PROGRAM SO LEADING LIKE JOE WE HAVE ANOTHER EXAMPLE WHO WON THE SPEED SALE PORTION OF THE PROGRAM IN 2012 AT THE UNIVERSITY OF TOLEDO HE’S HAD TWO GREAT YEARS JUST RECENTLY ACCEPTED INTO THE LEADERSHIP DEVELOPMENT PROGRAM AS WELL SO P K IF YOU WEREN’T DOING THIS IF THE INSTITUTE IF THE RUSS BERRIE INSTITUTE WERE NOT DOING THIS RIGHT NOW WOULD THESE OPPORTUNITIES EXIST? FOR A LOT OF THESE STUDENTS? NO I GUESS NOT BECAUSE WHERE ELSE WOULD IT BE HAPPENING? AS I SAID YOU KNOW JUST ON THE OTHER SIDE OF THE THING WHEN RECRUITERS COME IN ESPECIALLY SALES RECRUITERS IT’S LIKE KIDS IN A CANDY SHOP YOU KNOW THEY ARE YOU KNOW USUALLY WHEN THEY INTERVIEW PEOPLE FOR SALES POSITIONS IT’S LIKE YOU KNOW I THINK I’M GOOD WITH PEOPLE SO I MIGHT BE GOOD AT SALES OR I TRIED EVERYTHING ELSE MAYBE I’LL TRY SALES AS A LAST RESORT AS A LAST RESORT BUT NOW THAT’S NOT THE CASE THESE STUDENTS HAVE BEEN THINKING ABOUT SALES HOW TO MAKE A MARK IN THEIR PROFESSION FOR THE BEST PART OF THEIR FOUR YEAR UNDERGRADUATE CURRICULUM SO THEY ARE GETTING MOTIVATED STUDENTS THE BEST WHO HAVE BEEN TRAINED NOT JUST IN THE NUMBER OF CREDITS THEY’RE TAKING SALES CLASSES BUT THEY’RE ALSO TAKING ACCOUNTING CLASSES FINANCE CLASSES SO BREAK IT DOWN P K WE TALKED BEFORE ANECDOTALLY ABOUT TAKING… YOU WANT TO BELIEVE THAT WHEN YOU HEAD A NON PROFIT IT’S SO FUNNY THE WORD NON PROFIT WE TALK ABOUT IT ALL THE TIME AS IF BRINGING IN DOLLARS AND RUNNING A BUSINESS DOENS’T MATTER WHICH COULDN’T BE FURTHER FROM THE TRUTH RIGHT? OUR PRODUCTION COMPANY IS A NON PROFIT WHICH MEANS IF WE DON’T BRING IN MILLIONS OF DOLLARS WE’RE NOT ON THE AIR SO WE’RE INVOLVED IN SALES SO I WANT TO BELIEVE THAT WE KNOW SOMETHING ABOUT THIS SO SO FAR I’M LEARNING A LOT FROM YOU GOOD LISTENING SURE EMPATHY ABSOLUTELY ASK THEM GOOD QUESTIONS WHAT ARE THE OTHER SKILLS AND TOOLS? ALRIGHT SO ONE OF THE FUNDAMENTAL THINGS WHEN YOU GO AND SELL TO BUSINESSES SUCH AS ADP IS ED MIGHT LIKE ME THAT TAKES ME UP TO A POINT BUT HE HAS TO SEE VALUE IN WHAT I OFFER IN ORDER FOR ME TO OFFER VALUE I NEED TO KNOW WHAT EXACTLY IT WAS SO YOU KNOW IN TERMS OF POSITIONING THE LISTENING SKILLS I HAVE TO BRING BACK WHATEVER I’VE LISTENED… ARE THEY MARRI? WHAT OTHER SOLUTION DO I HAVE? AND PRESENT IT IN THE FORM THAT ED RECOGNIZES VALUE AND HE’S HAPPY TO BUY IT FROM ME WHO INCIDENTALLY HE LIKES ALSO IS THAT A SKILL? IS IT A… OH THIS IS FASCINATING IS THIS IN FACT A SKILLSET TO FIGURE OUT WHAT ED NEEDS AT ADP? OR I JUST I GOOGLED HIM I WENT ON THEIR WEBSITE I FIGURED OUT SOME THINGS OH I KNOW WHAT THEY NEED IT’S NOT THAT SIMPLE NO IT’S NOT AT ALL ABSOLUTELY NOT IT’S… UNLESS I CAN SIT UNDER A TREE AND KIND OF MEDITATE AND FIGURE IT OUT [LAUGHTER] THAT DOESN’T WORK WHAT IT MEANS… RIGHT EVEN YOU KNOW IT DOESN’T WORK THAT WAY AND AFTER THE COMPLEXITY OF LAYERS IT’S NOT ED ALONE WHO’S GOING TO DECIDE FOR ADP WHAT HE WANTS ED HAS FIVE OF HIS COLLEAGUES ONE IS GOING TO LOOK AT WHETHER IT’S FINANCIALLY VIABLE AND THE OTHER PERSON’S GOING TO LOOK AT IS IT TECHNOLOGICALLY SOUND WOW THE USER IS GOING TO LOOK AT IT IT IS GOING TO BE FUN AND EASY TO USE? BUT I’M THE ONLY SALES PERSON WHO GOES AND IMMEDIATELY I NEED TO GAUGE OKAY HE’S GOING IN A PARTICULAR ROLE HE’S IN ANOTHER ROLE AND THEN I TAKE MY PRESENTATION AND COMMUNICATE WHICH YOU KNOW VERY WELL THE SENSE OF COMMUNICATION SO… A LITTLE BIT… NOT MUCH [LAUGH] [LAUGHTER] A PHD. IT’S OKAY. [LAUGHTER] NO TRUST ME THE PHD DOESN’T COUNT IT’S WHEN YOU’RE IN THE MARKETPLACE THAT MATTERS [LAUGHTER] BUT ANGELICA YOU KNOW WHAT’S SO INTERESTING AS I’M LISTENING TO PK? IS IT THAT MUCH DIFFERENT FOR THE HEAD OF THE NOT FOR PROFIT WHO HAS TO GO OUT INTO THE MARKETPLACE TO FOUNDATIONS AND CORPORATIONS AND SELL THERE I USE THE SAME WORD HIS OR HER ORGANIZATION TO BRING IN GRANTS IS IT THAT MUCH DIFFERENT? IT’S EXACTLY THE SAME I THINK FIRST OF ALL PEOPLE HAVE TO LIKE YOU THEY HAVE TO LIKE BEING WITH YOU RUSS USED TO SAY I’M NOT GOING TO WANT TO BUY SOMETHING FROM SOMEONE IF I DIDN’T ENJOY BEING WITH THT PERSON YOU KNOW AND I THINK THAT THAT FIRST WARMTH FACTOR IS VERY IMPORTANT THAT DOESN’T CLOSE THE DEAL RIGHT? NO BUT I THINK THAT PART OF THE TRAINING OF THE PROGRAM TOO IS SMOOTHING OUT THE PERSON’S EDGES SO THAT A LOT OF THESE KIDS HAVE ACTUALLY DEVELOPED AS PEOPLE THEY HAVE A VERY… THEY’VE BEEN TRANSFORMED THEY’VE BEEN TRANSFORMED YEAH ABSOLUTELY WHAT DO YOU MEAN AS FAR AS HUMAN NOT JUST AS SALES PROFESSIONALS BUT AS PEOPLE? THE THING IS IF YOU TAKE WILLIAM PATERSON UNIVERSITY THE CLASSIC CASE THE KIND OF STUDENTS WE WORK WITH ARE REALLY TOUGH STUDENTS YOU KNOW THEY HOLD A COUPLE OF JOBS THROUGH THE UNDERGRADUATE EDUCATION PAY THEIR TUITION SO THEY’RE VERY DIVERSE NO ONE GAVE THEM ANYTHING IT’S… AND THEY’RE REALLY HARD WORKERS AND ONE OF THE REASONS WHY COMPANIES LIKE ADP COME TO THE CAMPUSES IS THESE ARE STUDENTS WHO WORK REALLY HARD AND KNOW THEIR VALUES AND FIRE IN THEIR BELLY ABSOLUTELY THAT’S THE TRUTH AND BUT THERE YOU KNOW SOMETIMES THEY’RE A LITTLE ROUGH ON THE EDGES IN TERMS OF COMMUNICATION HMM IN TERMS OF SOME OF THESE SKILLS THAT WE TAKE FOR GRANTED IN MANY AREAS SO ALONG WITH TEACHING THEM HOW TO WRITE AND DEFINE VALUE AND COMMUNICATE YOU ALSO AS ANGELINA SAID YOU KNOW MAKE THEM WELL ROUNDED IT’S LIKE A FINISHING SCHOOL WITHIN THE UNIVERSITY THAT’S INTERESTING KIND OF A THING FOR YOU YOU SAID ABOUT YOUR FAMILY THEY WANT TO DO THIS ACCOUNTING WHATEVER DO YOU HAVE ANY SENSE AT ALL ABOUT THE STIGMA I MEAN RUSS FOUGHT FOR YEARS TO ELEVATE RIGHT AND HE SAID THE WAY HE WANTED TO BE REMEMBERED AND HE WOULD BE SO PROUD AND I IMAGINE OF WHAT’S GOING ON AND WHAT WILL CONTINUE TO GO ON AND PEOPLE LIKE YOU MM HMM AND YOUR COLLEAGUES BUT DO YOU EVER SAY DO YOU CARE AT ALL ABOUT WHAT THE STIGMA WAS OR COULD BE FOR SOME IN TERMS OF PERCEPTION OF SALES? TO BE QUITE FRANK STEVE INITIALLY RIGHT WHEN I FIRST THOUGHT ABOUT ENTERING THE PROGRAM OR TRANFERRING TO PENNSYLVANIA THAT WAS WHAT I THOUGHT I SAID SALES DO I REAY WANT TO GET INTO CAR SAKES IS THIS WHAT I REALLY WANT TO DO? WHY IS IT ALWAYS CARS FIRST? [LAUGHTER] WHY IS IT ALWAYS… NOT THAT THERE’S ANYTHING… WHAT’S WRONG WITH… NEVER MIND NOTHING WRONG WITH IT NOTHING WRONG WITH THAT BUT GO AHEAD NO NOTHING WRONG BUT IT GOES BACK TO THE CORE ISSUE WHICH IS THE STIGMA RIGHT THERE’S NOTHING WRONG WITH CAR SALESMEN BUT PEOPLE AUTOMATICALLY PERCEIVE PUSHY DOESN’T LISTEN JUST THROWING A NUMBER DOWN YOUR THROAT THAT PART FOR ME WAS DIFFICULT IT WASN’T UNTIL I ACTUALLY VISITED RBI THE RUSS BERRIE INSTITUTE SALES FACILITY WHEN I SAID OKAY THIS IS WHERE I NEED TO BE HMM AND I REMEMBER EXACTLY IT WAS IN THE WINTER TIME AND I TRANSFERRED IMMEDIATELY WHEN I TRANSFERRED THE TRANFORMATION REALLY STARTED TO TAKE PLACE WHAT DID YOU SEE? WELL I SAW THE ACTUAL SALES THE LABS WERE A BIG THING? THE SALES LABS SEEING THE ROLEPLAYS AND THE PROFESSORS WERE HUGE WHAT ABOUT THE FACULTY? THAT WAS HUGE BECAUSE THE FACULTY HAD CREDIBILITY THEY’VE BEEN IN THE INDUSTRY SO IT WASN’T JUST ACADEMIA SO TO SPEAK BUT THESE ARE PEOPLE WHO HAVE BEEN IN THE MARKETPLACE PRACTITIONERS? YES RIGHT SO PEOPLE WHO HAVE BEEN THERE AND I SAW THEM AND I SAID THIS IS WHAT I’M GONNA NEED TO KINDA TAKE ME TO WHERE I NEED TO BE REAL QUICK BEFORE I LET YOU OUT OF HERE THE SALES TRIATHALON? WHAT’S THAT? YOU GOT A LOT OF ATHLETIC ACTIVITIES GOING ON? [LAUGHTER] YOU KNOW WHAT THAT IS? IT’S THE SAME THING WHETHER THEY’RE DOING A YOU KNOW THEY’RE DOING POTENTIALLY A PRESENTATION THEIR DEMONSTRATION LISTENING AND CLOSING SO YOU KNOW THREE DIFFERENT ASPECTS OF SELLING WOULD BE DEMONSTRATED AS THERE’S A COMPETING ENTITY AGAINST THAT THE TRIATHALON IS THE… IT’S OR FEELER FROM WILLIAM PATERSON WHERE WE PICK OUR COMPANY JUST FOR THE NATIONAL SALES CHALLENGE SO WE HAVE A HUNDRED STUDENTS COMPETING IN THE TRIATHALON WE HAVE THE ONEROUS TASK OF PICKING TWO OUR OF THAT HUNDRED AND DURING THAT EVENT WE ALSO GIVE THE STUDENTS OPPORTUNITY TO MEET WITH EXECUTIVES AS IN A MOCK INTERVIEW AS IF YOU WERE APPEARING FOR A JOB AND WHAT’S COOL ABOUT THIS IS THAT THE EXECUTIVE ALSO GETS ABOUT FIVE MINUTES TO GIVE THEM FEEDBACK IMMEDIATELY AFTER THE INTERVIEW WELL THAT… THE FEEDBACK PART IS FASCINATING TO ME BECAUSE AS SOMEONE WHO IN MY OTHER LIFE IS ANGELICA AND THOSE WHO DO A LOT OF COACHING AND TRAINING OF PEOPLE IN TERMS OF THEIR PRESENTATION SKILLS ONE OF THE HARDEST THINGS FOR THE CLIENTS I COACH WHETHER IN THE NOT FOR PROFIT OR THE CORPORATE SECTOR IS MANY WILL RESIST THE FEEDBACK UNLESS YOU TELL THEM THEY’RE GREAT THEY’RE GOOD WHEN YOU TELL THEM THEY’RE GREAT THEY LOVE IT BUT AS SOON AS YOU START BREAKING THEM DOWN AND GIVING THEM FEEDBACK ABOUT HEY LISTEN IT TOOK YOU FOREVER TO GET TO YOUR POINT AND BY THE WAY I DON’T EVEN KNOW WHAT YOUR POINT WAS AND YOU DID NOT CLOSE AND YOU DIDN’T LISTEN ET CETERA ET CETERA A LOT OF THEM RESIST HOW IMPORTANT IS THAT FEEDBACK ED? WELL ONE THING WE KINDA LEFT OUR HERE I THINK IS ANOTHER THING THAT AMPS UP THE INTENSITY OF THESE LABS YEAH IT’S ALL VIDEOTAPED EXACTLY SO TALK ABOUT FEEDBACK [LAUGHTER] OH MAN IF SOMEBODY’S A LITTLE RELUCTANT SO EXCUSE ME IF I SAY I WAS GREAT [LAUGHTER] THERE IT IS ON VIDEO [CLAP] THERE’S EVIDENCE LET’S GO TO VIDEOTAPE BUT I WOULD SAY ALSO JUST TO COMMENT ON THE PROFESSION ITSELF THE VALUED COMMENT THAT WAS MADE BY P K WHERE YOU KNOW AND JOE AND ANGELICA AROUND YOU KNOW THE PEOPLE THING THE PEOPLE THING IS IMPORTANT AS IN ANTE TO PLAY BUT IF YOU THINK ABOUT THE CONSUMER DECISION JOURNEY HAS CHANGED DRAMATICALLY MEANING THAT MOST PROSPECTS AND CLIENTS WHEN EVAULATING PRODUCTS AND SERVICES THEY’RE DOING IT ON THEIR OWN ALMOST 60 PERCENT THROUGH THE CYCLE THAT’S WHAT RESEARCH SAYS BEFORE THEY REACH OUT TO A COMPANY TO GO THROUGH A SALES PROCESS SO SALES ASSOCIATES NOW BESIDES BEING GOOD PEOPLE THEY NEED TO HAVE TREMENDOUS TECHNICAL SKILLS PRODUCT KNOWLEDGE AND INDUSTRY KNOWLEDGE CAUSE WHEN THEY MEET AT THAT SALES PROCESS THE PROSPECT IS MUCH MORE EDUCATED AND SO THAT RAISES THE PROFESSIONALISM RIGHT THERE AND THE REQUIREMENTS FOR THE JOB A FEW SECONDS LEFT ANGELICA FINAL WORDS HOW PROUD WOULD HE BE? RIGHT NOW? I THINK MORE THAN PROUD I THINK HE WOULD BE HONORED THAT THERE’S SOME PEOPLE FOLLOWING HIS FOOTSTEPS YOU KNOW IT’S ONE THING TO OPEN THE DOOR IT’S ANOTHER THING TO FIND KIDS WHO ACTUALLY WANT TO MAKE THIS THEIR LIFE AND SO I THINK THAT’S THE BEST TRIBUTE IS EVERY CHILD WHO EVERY YOUNG PERSON WHO HAS THE OPPORTUNITY TO FOLLOW THE FOOTSTEPS OF SOMEONE WHO’S MADE A CAREER OUT OF SUCCESSFUL SALES… THE PRECEDING PROGRAM HAS BEEN A PRODUCTION OF THE CAUCUS EDUCATIONAL CORPORATION CELEBRATING 25 YEARS OF BROADCAST EXCELLENCE AND THIRTEEN FOR WNET NJTV AND WHYY FUNDING FOR THIS EDITION OF CAUCUS NEW JERSEY HAS BEEN PROVIDED BY CHOOSE NEW JERSEY INVESTORS BANK HOLY NAME MEDICAL CENTER IN TEANECK NEW JERSEY HEALTH REPUBLIC INSURANCE OF NEW JERSEY FEDWAY ASSOCIATES QUALCARE INC AND BY PSEG TRANSPORTATION PROVIDED BY AIR BROOK LIMOUSINE SERVING THE METROPOLITAN NEW YORK NEW JERSEY AREA CAUCUS NEW JERSEY HAS BEEN PRODUCED IN PARTNERSHIP WITH TRISTAR STUDIOS MY NAME IS DOCTOR JOHN RUNDBACK I’M ACTUALLY THE MEDICAL DIRECTOR OF THE INTERVENTIONAL INSTITUTE HERE AT HOLY NAME MEDICAL CENTER PERIPHERAL ARTERIAL DISEASE ACTUALLY IS EXTREMELY COMMON IT’S ONE OF THE FORMS OF HARDENING OF THE ARTERIES AS INTERVENTIONAL RADIOLOGISTS WE PERFORM MINIMALLY INVASIVE IMAGE GUIDED PROCEDURES GENERALLY THE PROCEDURES WE DO ARE ALTERNATIVES TO WHAT WOULD OTHERWISE BE MAJOR SURGERY ALMOST 80 PERCENT OF THOSE PATIENTS AVOID AMPUTATION IF THEY’RE REFERRED TO US FOR THESE SORT OF PROCEDURES HOLY NAME MEDICAL CENTER IN TEANECK NEW JERSEY 1 877 HOLY NAME

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