Plagued with too many "one and done" accounts where you make one sales transaction and move on to a new account?  Are you frustrated with the lack of "account penetration" with your key clients?  Perhaps your sales team is not sure how to sell to other decision makers or who to sell to?  Or maybe you feel "stuck" because one of your contacts is preventing your from selling to other decision makers?

In this 60 minute IT Staffing sales training webinar participants will learn how to overcome these challenges and much, much, more including:

• Best practices for managing client interactions within your accounts and expanding your account "wallet share"
• How to set expectations early in the sales process to avoid the feeling of selling "above" or "around" other stakeholders
• Best practices for leveraging your existing consultants on billing
• Best practices for building organizational charts and the "Rule of 10"
• How to share impactful success stories and why this is such a critical skill
• How to build & leverage institutional knowledge to sell up the value chain
• How to identify executive stakeholders and their role in the buying decision
• How & why you need to sell to both a decision makers business and personal agenda
• How and why you need to develop account champions
• Understand how business issues flow through an organization and how to connect your service offerings to solving those issues
• How & why you need to be selling to functional business line executives