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 […]

106, 2015

Selling Smart: Be Authentic

By |June 1st, 2015|

After being in sales for more than 20 years, I have sat across from many potential and active clients. Their typical approach to the early conversations are poised with body language that reflects reserve, distrust or words that are muddled with skepticism.

The role of a “salesperson” is to get them to take action on something […]

105, 2015

Selling Smart: Today’s Power Sellers

By |May 1st, 2015|

Not long ago, charismatic sales professionals could achieve lucrative deals and professional distinction by dropping in frequently at client sites and showering hiring managers with extra attention. Today’s sellers play very different roles.

These professionals develop business opportunities and lasting client relationships through solution sales. Rather than focusing on getting bodies into seats, they become experts […]

103, 2015

SELLING SMART: Empowerment Selling

By |March 1st, 2015|

Success awaits those who provide detailed, honest content

A popular saying holds that knowledge is power. However, we prefer to think of knowledge as empowerment. The same holds true for sales.

These days, sales pitches, cold calls and power lunches rarely close deals or accomplish much more than landing an RFP. Now, authenticity reigns supreme and trust […]

102, 2015

Power Seller: Planting Seeds

By |February 1st, 2015|

There are many subjective sales techniques professionals use to make themselves successful. The two types I hear about the most regarding staffing are relationship versus transactional selling.

Both can be effective, but I believe one, relationship selling, accomplishes more than the other in the long term. First, let’s define them. Relationship selling is taking a prospect […]

112, 2014

Power Seller: Keep Staffing Customers Coming Back for More

By |December 1st, 2014|

Creative tips to sell smart and boost revenue in long term
Anyone who has been in staffing for any length of time knows the essence of sales in staffing — or anywhere else, for that matter — is not about smiling and dialing. The true salesperson establishes ongoing, consultative relationships with customers, providing true value that […]