Sales

2108, 2017

Practice Makes Permanent

By |August 21st, 2017|

With today’s labor market and buyers being as sophisticated as they’ve ever been, sales has become the easy part — if you’re selling to gain an order. We’ve all been there: hire a new sales rep, send them to be trained, give them the toolbox, and send them on their way. Put them in the […]

2707, 2017

Selling Smart: Believe in It

By |July 27th, 2017|

What makes for a successful salesperson? Google it and you get 112 million results. Of course, there is no one answer. Some believe great salespeople come by it naturally. Over the years, I’ve found myself surrounded by salespeople of all types: overachievers, achievers and those who are OK with mediocrity. Some utilize the tools provided and have followed the process(es) very specifically — crossing the T’s […]

2305, 2017

Ditch the Roadmap

By |May 23rd, 2017|

Just like in every industry, the sales process in the workforce solutions space has evolved. Five years ago, you and your team may have shown up at a pitch meeting with a roadmap for the prospective client’s contingent labor strategy over the next handful of years.

Such an approach is no longer feasible. With ever-changing technologies […]

105, 2017

First Things First

By |May 1st, 2017|

As an account executive for a marketing workforce solutions provider, I have seen how marketing as well as the process of selling contingent workforce solutions are constantly evolving.

Just as our workforce of professionals have embraced disruptive technologies like mobile devices and social media to market more effectively, our salesforce has changed its strategies to sell […]

2703, 2017

Stand Out

By |March 27th, 2017|

How can staffing firms be different when forced to deliver candidates anonymously through technology that whitewashes their differentiators? The industry has been debating this issue since vendor management systems became widely adopted in enterprise organizations.

However, the winner in the anonymous submissions of candidates for requisitions — at least from a client perspective — is the […]

111, 2016

Selling Smart: Don’t Be Starstruck

By |November 1st, 2016|

Turning down a prospective client may be better for your organization. Yes, you read that correctly. What I’m suggesting may sound outrageous, but sometimes just the possibility of adding a new logo to your portfolio — especially if you’re a niche player — can leave you starstruck. And being starstruck can blind staffing providers, preventing […]

109, 2016

Seize the Cs

By |September 1st, 2016|

As CWS Council head at Staffing Industry Analysts, I have the privilege of working closely with hundreds of companies as they run through their supplier selection process. Seeing how they run these processes, including how they make their decision in selecting a supplier, I am astounded at some of the ways suppliers shoot themselves in […]

108, 2016

Selling Smart: Don’t Be the Sales Pitch

By |August 1st, 2016|

An important revelation: I’m not particularly fond of salespeople.

Perhaps this sounds odd considering I’ve spent years in a selling role and leading sales teams, but being sold to isn’t appealing to me. I much prefer receiving specific, compelling information that will help drive me toward an informed decision.

Sales organizations where salespeople are expected to sell […]

106, 2016

Selling Smart: Are You in Scope?

By |June 1st, 2016|

Are you focused on the benefits of creating strong stakeholder engagement from the outset, and on working on the business case for change? Are you teaching and solving or reciting and repeating? Once you’ve got the crucial foundations in place, the key area of focus is to get the scope of the services right. This […]

2202, 2016

Specialize to Adapt

By |February 22nd, 2016|

Two decades ago, a people person who could draw others out to talk about their work challenges made for a great salesperson in the staffing industry. Today the industry asks for techsavvy subject-matter experts who understand the client’s need. To be successful, salespeople need to embrace the new reality. Here’s how.

The Beginning

Back in the day, […]