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, […]

111, 2015

Selling Smart: Questions Anyone?

By |November 1st, 2015|

Coaching your salespeople from excuses to results with Q&A

As one of Canada’s largest staffing companies, we enjoy the benefits of having driven professionals sell and manage our services. But we also experience the flip side: our sales people are often selling to us and we find ourselves coaching them out of excuses and into results […]

110, 2015

Selling Smart: Solve, Not Sell

By |October 1st, 2015|

Leverage technology to build lasting relationships

Oh, how the times have changed. With the power of the Internet, and instant information at the touch of a tablet or phone, buyers are more informed when it comes to making decisions. With an enormous cache of information on the Internet, managers, vice presidents, senior executives and business owners […]

109, 2015

Selling Smart: Losing the Contract

By |September 1st, 2015|

Knowledge and consistency prove critical to success

Several times a week, after reviewing a client’s pipeline report of opportunities believed to have an 80% probability of closing in the next 30 days, I have to tell the VP of sales quite the opposite: “Trust me when I tell you that you’re not going to win the […]

107, 2015

Selling Smart: Play the Private Eye

By |July 1st, 2015|

Selling requires sniffing out the decision makers at prospective clients

Believe it or not, selling smart within the staffing industry today requires a great deal of detective work. If you’re old enough to remember famous television detectives such as Joe Friday on Dragnet, Columbo or Magnum PI, you’re probably wondering what I am talking about. Of […]