The Power of the Job Title
I had a professor at the University of Alabama named John Bickley. Dr. B created the International Insurance Society out of thin air and recruited various students — including a tall, thin Yankee — to write letters to insurance executives all over the country and seek their support. We would sit at typewriters and bang out letter after letter while his belly laugh filled the room.
There were two rewards associated with this task. First, you got to hang out with a man who was born to teach and who would become a mentor to everyone around him.
Second, you got a cool job title for your resume: Dir. of Development.
Fast-forward a couple of years and that job title became a lightning rod for Human Resources Directors with whom I interviewed. They want to know what that meant and that gave me the chance to make my insignificant job seem far more glamorous and important than it was. In other words, I could demonstrate my selling skills.
There is a power to a job title. Back in the early days of Digital Print, I knew of more than one “Digital Evangelist.” Today, some people describe themselves as “Rainmakers.” I saw one job title on LinkedIn this morning (thus prompting this blog entry) that caught my eye: “Revenue Maven."
And that's the point: A clever job title catches the eye.
If you have any control at all over what goes on your business card, sit and think a bit about what would create a little differentiation. A Sales Rep is a Sales Rep is a Sales Rep. But a Revenue Maven? That is something special.
Bill Farquharson, Partner
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Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.