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