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How and Why Sales Reps Must Sell the Way Buyers Buy

by Dan Fisher on Feb 24, 2017 5:39:00 AM

In this day and age it’s unfathomable to shop without using the internet. We research and buy products, pay our bills, book vacations, register for classes, file our taxes and download music all from the internet.  Just the other night I was with two buddies after work for happy hour when one started sharing with us how he bought a new car. He shared with us how he started off by researching different makes and models on the internet. After narrowing it down to a couple of different cars he did additional online research on each specific model to gain insight on the performance and safety features of each model and to see what current owners had to say about their experience owning those cars.  From there he started looking at different dealerships-all online-to compare prices and financing options and figure out who was offering the best deals. In essence my friend had walked us through his buying journey and how he arrived at the car he purchased.  Keep in mind that about 80% of this was all done on his own, before he even picked up the phone and spoke with a sales person.

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Topics: Sales Training, online training

How Organizational Online Learning Can be Your Strategic Advantage

by Dan Fisher on Feb 22, 2017 12:17:00 AM

Learning doesn’t end when you graduate from college and enter the workforce and it certainly doesn’t (or shouldn’t) end with the completion of your new hire on-boarding experience. No matter what industry or sector you’re in, learning new skills, understanding the latest trends and innovations in your industry and gaining a deeper understanding of your field is essential to professional success.

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Topics: Sales Training, online learning

Five Awesome Advantages of Mobile Learning

by Dan Fisher on Feb 17, 2017 4:01:00 AM

Chances are you've heard some variation of the following statisticss: 85-90% of sales training has no lasting impact after 120 days. Sales Performance International reports that new reps lose 84 percent of what they learn in sales training within 90 days. says U.S. companies spend an average of $5,000 per sales rep on training annually and the average time it takes to get new hires to the same performance level as tenured sales reps is 381 days. 

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Topics: Sales Training, online training

Six Tips for Training Your Millennial Workforce

by Dan Fisher on Feb 15, 2017 8:07:37 AM

One of the biggest challenges senior sales leaders face is how to on-board and train millennial salespeople. It’s a daunting task, and an expensive one. Getting new employees up to speed can cost up to 30 percent of a new hire’s annual salary. This is particularly true for more established organizations who have used traditional classroom-based (static content) as their primary method for training new hires. 

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Topics: IT staffing, Sales Training, millennials

5 On-boarding Tips for Ensuring New Hires Hit Sales Quota

by Dan Fisher on Feb 10, 2017 6:15:00 AM

How confident are you that you and your sales team will hit your sales quota this year?   How certain are you that each and every rep is ready to consistently have more productive sales conversations with prospects and customers? Can they clearly articulate your value proposition to the point that it actually progresses deals down the sales funnel towards closure? Now ask yourself those same questions regarding your new hires. If you’re like most sales organizations than you’re probably thinking "it's 50/50 whether or not my new hires hit quota."  There is a genuine and universal struggle for IT staffing organizations to properly prepare their sales reps (especially their new hires) to sell efficiently and effectively.   According to a study conducted by The TAS Group, as many as 67% of sales reps fail to reach quota every year.

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Topics: Sales Training, new hire onboarding,, online sales training

5 Ways Online Sales Training Saves Time, Reduces Costs

by Dan Fisher on Feb 7, 2017 8:14:15 AM

If you’re an IT staffing business owner or IT staffing sales leader than you know how incredibly difficult it is to not only find good sales people but to retain them.  A recent report by Harvard Business Review found that only 37% of your new hires (sales reps) will become consistent performers. And even after you find a good sales rep, it is still going to take you on average 381 days to get that new hire selling at the same performance level as your tenured sales reps according to a study conduct by Training

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Topics: online sales training, online training

6 Steps to Running a Successful Lead Nurturing Campaign

by Dan Fisher on Feb 3, 2017 6:00:00 AM

There is a lot of truth to the sales metaphor “what we plant today we’ll harvest tomorrow.” Sales people have to plant a ton of seeds (qualify leads) in order to harvest their anticipated yield, yet planting the seeds is the easy part. The hard part is nurturing those leads through careful planning and executing each interaction via telephone, email, text, and face to face meetings.  Suffice it say, it’s a daunting task for sales professionals and sales leaders to build and execute a lead nurturing campaign that not only shortens the sales cycle and has a measurable impact on the business, but actually compels the prospect to want to engage with the sales professional.

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Topics: buyer persona, lead nurturing, buyer journey

Five Tips to Effective Opportunity Management

by Dan Fisher on Jan 31, 2017 8:26:10 AM

Selling IT staffing and professional services has evolved into a complex sales process. Not only are buyers more educated than ever but more stakeholders are involved in the decision making process.  According to a study by the Corporate Executive Board, on average, 5.4 people are now involved in today’s B2B purchasing decisions. Differences in opinion, goals and personal agendas not to mention selling to different buyer personas make it increasingly difficult to reach consensus.

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Topics: sales funnel, sales qualification, qualifying job orders, opportunity management

Tips to Leaving Sales Voicemail Messages that Generate Call-Backs

by Dan Fisher on Jan 27, 2017 9:25:39 AM

Ahhh...voice mail.  Nothing like leaving a sales voicemail message:) According to Jill Konrath, sales calls go into voicemail 97% of the time.  Suffice it to say, sales professionals better be pretty darn good at leaving sales voicemail messages.  Heck, sales professionals have as little as 10 seconds to get the attention of the prospect before they hit the delete button! So what is the key to leaving a successful sales voice mail message? Tons and tons of practice for starters.  That is certainly not a novel idea yet most sales people struggle with leaving sales voicemail messages because they don't take the time to practice and instead simply leave the same ineffective message over and over.

Through personal experience and working with thousands of IT staffing sales reps over the years I have identified some best practices that I want to share with you on the tips to leaving compelling sales voicemail messages that generate call-backs.

Practice, Practice, Practice. And Practice Some More!
If you follow my blog (or have been through any of my training or workshops) than you know that I'm a strong believer in practicing your craft.  Just like sales reps need to practice by role playing their value proposition, pitch or objection handling, they also must practice leaving sales voice mail messages to improve performance  This means creating a structured practice routine that provides opportunity for repetition and immediate constructive feedback.   Here are a few ideas to keep in mind.

Before you start making your dials you must decide on what your goal is for the day.  With leaving sales voicemail messages there are several things you can work on. I suggest you keep it simple and focus on one component. For example, you could  focus on your tonality (remember 93% of communication is not what you say but how you say it and deliver the message).  Practicing your tonality may include the use of inflection points in your voice or passion and enthusiasm in your tone. Another key element to sales voicemail messages is practicing the timing or the length of your message. You only have so much time to nail your message. That is another element you could focus on. Finally there is the message itself. You can work on crafting different messages for different buyer personas and for the different stages of the sales cycle in which find yourself in with each of your prospects or customers.

Leaving the Actual Sales Voicemail Message

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Why Sales Reps Can't Close

by Dan Fisher on Jan 26, 2017 10:16:32 AM

If you have been in sales long enough, especially IT staffing sales, than you know there are a lot of reasons, reasons outside of our control for which deals can blow up and fail to close. But there are other reasons, reasons that are within control of the sales rep for why deals don't close. I’m going to share with you what I have found to be the most common reasons (that are within the control of the sales rep) for why sales reps can't close deals.

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Topics: IT staffing, sales closing

Improve Your Sales Effectiveness

A blog offering fresh ideas, novel sales strategies and sales leadership advice for the IT staffing industry.

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