111, 2013

Power Seller: Service Sells

By |November 1st, 2013|

Why serving, not selling, keeps our customers coming back for more
I am often asked how we keep closing on new customers when we don’t seem to sell. In fact, our customers — both new and old — satisfied with what we deliver, are increasing the scope of our responsibilities thanks to our mantra: focus on […]

109, 2013

Power Seller: First touch

By |September 1st, 2013|

How to make contact with potential clients strategically
The number of potential clients that dismiss a salesperson’s practiced presentation are often too numerous to count. The fact is that many of us often don’t fully understand a client’s business or industry before we make first contact.

Further, it is hard knowing about the prospect’s requirements before you […]

106, 2013

How to Pay Right

By |June 1st, 2013|

I recently met with two sales leaders of a large staffing company who told me about a major problem facing their sales organization: their top talent was leaving in droves. It started with a trickle — they had lost one or two 18 months ago — but they had been sure when the market picked […]

106, 2013

Power Seller: Wooing the Customer

By |June 1st, 2013|

Tackling client relationships as a group helps mutually beneficial alliances thrive
In staffing, client relationships thrive with a group effort. A successful sales structure keeps the client at the heart of all business activities. The team should share a panoramic view of potential sales opportunities while fostering organic customer growth and maintaining excellence in execution for […]

105, 2013

Power Seller: How to Be a Big Dog

By |May 1st, 2013|

Bridging staffing’s digital divide between the old and the new sales folks
The saying “the only constant is change” has definitely been true of staffing industry sales, which has gone through one evolution after another. Driven by advances in technology, selling in the staffing space has changed. Days of scouring jobs in classifieds, poring over business […]

104, 2013

Power Seller: Show, Don’t Tell

By |April 1st, 2013|

Following basic values can help you become a preferred supplier
Suppliers love to ask this question: How can I get on your preferred list? When I worked for a staffing company I was guilty of it, and when I was a buyer of staffing services, I heard it countless times. Has it become more difficult to […]

103, 2013

Power Seller: Success in Sales

By |March 1st, 2013|

Success in Sales: Three tips that will help you and your firm win business.

2304, 2012

Power Seller: How building a network will help you sell and grow

By |April 23rd, 2012|

Although I have never held a “sales” job, I have been selling my whole career. In fact, I wonder how many executives in the staffing industry are in the same boat: whatever their title, they sell each day.

It got me thinking: What do I do that has enabled me to sell successfully even though I […]

2712, 2011

Power Seller: Winning the Deal

By |December 27th, 2011|

Every savvy sales person knows that winning a deal starts with getting the client’s attention, establishing a connection and listening to understand what the client really needs … then crafting a strategy to align your product with their needs to define a winning solution. Once the solution begins to take shape, you can actually start […]