1411, 2018

The Holistic Sale

By |November 14th, 2018|

Typically in sales, the thought of others within your organization approaching your clients is bad enough, but the idea of setting up such contact between your client and others in your organization — cross-selling — can be intimidating, confusing and even downright scary. If you are the one who did the legwork to build and […]

110, 2018

Selling Smart: Sales Recipe

By |October 1st, 2018|

Building the right sales organisation is key to your company’s success. However, not all models are right for all companies. Regardless of the model, there are fundamental elements that must be included.

Here are some of the examples of challenges and options companies face.

Finding talent. We constantly hear about a war for talent and the talent […]

110, 2018

Proof of Numbers

By |October 1st, 2018|

If you discuss the gig economy, human cloud platforms or total talent management with your clients, chances are they would be challenged to describe how they can benefit from or leverage these emerging talent models. How do you sell a staffing solution few people have even heard of? Therein lies your dilemma.

Enter solution selling. Here’s […]

2208, 2018

Selling Smart: A Numbers Game

By |August 22nd, 2018|

As an economist and a longtime veteran of the staffing industry, I’ve endured five recessions — and enjoyed many years of exciting growth.

As of this writing, employment growth is at a record-long 93 consecutive months and the unemployment rate, at about 4.0%, hovers near a 17-year low. The Bureau of Labor Statistics shows staffing is […]

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 […]