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Resume 101- 2012
Transcript of Resume 101- 2012
Time to practice!
c) And try to come up with 2 great bullet points for your most recent experience
a) Partner up
Matrix Partners preso!
Harvard Business Review
How to lower the cost of enterprise sales?
What have you heard, or what do you know about resumes?
R S U
_ _ _ _ _ _
land in the "Yes Pile"
your resume and cover letter
Resume 101, brought to you by the Office of Career Services at Stonehill College.
Target the employer
Understanding the Problem
Target the employer
How long an employer will look at a resume.
Lied on their resume
Why they weren't hired:
B2B Sales has a very High CAC
How to manage B2B sales facing an exponential CAC.
JIVE, BCOV show challenges with this model in Enterprise sales
Understanding The Challenge
Traditionally we lower CAC using inside sales and/or channels
Revenue of a 25,000 software license
to make every interaction with your client [+], such as bringing on success managers creating a significant increase in cost in Y2 and Y3.
Traditional sales approach results in Enterprise buyers requiring a
to earn a significant smaller
So SaaS says for you to build a business model based on future returns.
Revenue of a 25,000 SaaS license
Try again next time
PERPETUAL SW LICENSE MODEL
HOSTED (SAAS) SW LICENSE
Start with your education, and don't forget study abroad and honors!
Poorly written resumes are the easiest to say "no" to.
i) First year
as a result of an enterprise wide licenses commitment.
ii) Minus Marketing & Sales
that have a direct relationship to the revenue both in amount & time.
iii) Allowing sales to build a model that shows
s at the time the investments are made.
But future revenues are not guaranteed, you need to
The 411: Why do I even need a resume in the first place?
Potential opportunities are worth the
The Goals of this workshop
Put the most relevant information to that employer first
making great points on your resume
To the attention of HR
123 ABC way
Best City Ever, 123456
So what have you learned?
...and that the Stonehill Career Services office can help you throughout the process!
Resumes and cover letters are important documents, to help you get "your foot in the door..."
...also that resumes and cover letters are a professional representation of your experience.
The most important thing you can do is to start writing your resume
SW License +
1st year M&S
Don't forget to call your Mom!
Spend on M&S
Year 1 cost of sales!
What an employer is looking for.
What employers often receive from new graduates.
To increase your knowledge of resumes
To practice writing good bullet points
To connect you with our office
Make sure you include any relevant skills you have (Computer skills, languages, lab skills, artistic skills etc.)
Then any collegiate activites
How much experience is enough?
Make sure your heading is clear and makes sense
Use action words to begin
Then discuss what you DID in the experience
Working hard and showing up on time don't count
Remember, your points are not your job description
And, because these are bullets, they do not have to be complete sentences
But they should make sense.
Format was awful!
Had no idea what they did!
What did you actually do?
Use another section to talk about other work experience to show you have transferable skills
Don't bury experience that is critical for the position (technical skills, programs used, etc.)
Include experiences such as extensive travel and specific classes if you have them
Don't forget about keywords that an employer is looking for. Use their job description!
Don't submit the same resume twice! No company is looking for the exact same position.
The basic math
A targeted resume + a well written cover letter
Interview + prepared candidate + right fit for employer = HIRED!
Keep the same heading as your resume
Tailor the cover letter to a person, so they know you wrote it TO them!
The middle sections detail your qualifications and HOW they apply to the position you're applying for.
Provide suggestions for next steps, and thank the person for their time.
Research their organization!
For the next few minutes
Resumes and cover letters take time, and are living documents that you will change for different jobs...
Stonehill Career Services
Let's take a few minutes together and figure out what we would say for a job as a waitstaff at the 99 restaurant.
Jobs, Work-Study and Internships
Post Graduate Service
Advanced Cover Letters
Start from scratch! The person should know you wrote it for THEM!
Take away all their guesswork. Tell them specifically how the
position fits your career or personal aspirations.
Let your personality professionally shine!
Conducts a continuing study of all Human Resources policies, programs, and practices to keep management informed of new developments.
Partnered with senior management to develop new initiatives to address HR policy regarding dress code
This focuses the reader on what YOU did.
This tells the reader what an HR person does.
But first, some tips to help out
Group most relevant experience to the position. This could include research, internships, volunteering, service, or work experience
You must have your resume approved by the Office of Career Services to be eligible to apply for jobs or internships with our Stonehill Partners.
Keep your resume to just ONE page!
Here are some examples of what not to do!
Walk-ins M-F 1-3PM