“How do you think I should train my salesforce, Mike?” That’s a great question I received from a CEO at a conference we presented at recently. He continued, “There is so much stuff out there, it is hard to cut through all the clutter.” In a world full of social selling clutter, I thought I […]
Bill rate and mark-up. Increasing presence of VMS. Compressed margins. These are concerns we hear about as we travel the country meeting with staffing companies. When buyers of staffing services try to commoditize our clients with bill rate and mark-up, we teach them to state the following:
“Well I can certainly appreciate the fact that you are […]
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 […]
