2407, 2018

Selling Smart: Fear Not

By |July 24th, 2018|

No matter our career level or industry, change touches all of us. Change is powerful, yet how we respond is up to us.

My career has evolved over many years from boots-on-the-ground tactical positions to president of a private company, and now, as COO of Kforce, I champion operational excellence and guide our people through change. […]

106, 2018

Selling Smart: Planned Persistence

By |June 1st, 2018|

Before my staffing industry career, I sold properties for a home builder. In staffing, though I was making more calls and even increasing the number of my meetings, I struggled to close deals. I was working just as hard as I had in my previous job. Then, I connected with my customers as a person […]

105, 2018

Selling Smart: Get Street Cred

By |May 1st, 2018|

In a previous role, I sold a recruitment process outsourcing product early in its evolutionary cycle. I evangelized the merits of outsourcing a talent acquisition resource along with my company’s ability to deliver this workforce solution. At the time, few companies outsourced their talent acquisition process/resource, making it a tough sell.

To address the problem, I […]

2603, 2018

Selling Smart: Know Thy Client

By |March 26th, 2018|

Most staffing companies talk ad nauseam about their differentiators: We have access to the best talent at the lowest rates while delivering the highest level of service. The harsh reality is that the majority of staffing firms are pretty similar to one another.

You may be thinking, “That’s ridiculous. We are far superior to our competition. […]

1302, 2018

Hi-Tech Pitch

By |February 13th, 2018|

Many could argue that technology is diluting the human experience in B2C sales and overall customer engagement. Digital disruptors like big data and artificial intelligence present challenges to the sales profession, especially alongside online retail giants who can provide customer service simply through chatbots. In order to continually add value to their roles and to […]

2011, 2017

Building Rapport

By |November 20th, 2017|

A few months ago, I received an email from a potential customer asking for information and advice. I set up a call for clarification and began to build our relationship. I felt I was simply doing my job, but it seems a lot of what I deem basic work ethic is not necessarily practiced by […]

910, 2017

Crack the Case

By |October 9th, 2017|

Your website is the single most important marketing vehicle for your staffing firm — and the one with the highest potential return on investment. Each month, it will host thousands (if not tens of thousands) of visitors — employers, job seekers, possibly even investors. It can be a powerful tool for generating leads (and 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 […]