Frank: Generating Visibility for Yourself

Situation when he first approached O’Donnell Executive Strategies:

Age 60.
BS Industrial Technology U WI Stout
Been selling for 30 years, usually as Key Account Executive or Sales Director of B2B Industrial OEMs. Intends to work for another 7-10 years.
$110K total compensation.
Out of work 8 months and scared. Never been out of work more than a couple of months in his life. Tells recruiters, “You just get me the interview, I’ll get the job.” But that doesn’t seem to work in this market. Not getting interviews or even nibbles to ask for more information although his resume says he has made his sales quotas year after year.
Is concerned that age prejudice is the real reason why nothing is working.

Help him understand that he is being seen as a commodity candidate, not preferable to other options, because he is not selling himself effectively or hard enough.
Show him how to reverse the perception.

Worked with him to identify his differentiation versus other job seekers. Teach him how to find the client corporations for whom those assets will be of most interest.
Taught him how to deliver his communications in a way that makes him a must-meet candidate. This will affect his networking, cover letter, and interviews.
Identified ways to reach out to others for networking purposes that will be comfortable and effective for him.
Taught him how to make the age issue matter less or not at all by selling his strengths and marketing to companies who will not be concerned about his age because of other things he offers.

Is in advanced stage conversations with two companies where he would be Director or VP of Sales.
Has brokered a key account relationship for a small start-up client. He will get a share of profits long-term for that particular win.