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Free Sales Guides, eBooks & White Papers

We have developed an online center of excellence to share our knowledge with you and create a community of best practices. Below are our FREE resources available for download.

Your 6 big questions about Sales Methodology answered.
Sales Methodology 101 for IT Staffing Firms: Your 6 Big Questions Answered
Is your IT staffing firm:
  • Relying too much on one or two reps for most of your revenue?
  • Failing to replicate your sales successes?
  • Struggling to expand into new geographic regions?

IT staffing is a fast growing, multi-billion dollar industry. To take advantage of the unprecedented opportunity to grow in 2016, your firm needs a well-defined sales methodology.

How can you empower your IT staffing sales team with a winning sales methodology? All your questions are answered in our latest free ebook, "Sales Methodology 101 for IT Staffing Firms."

Get the ebook and help your sales training stick!
 Cold Calling Tips & Best Practices 2.0
No matter how strong your pipeline is, chances are that every IT staffing company is going to have to do some cold calls at some point. At Menemsha Group, we call that opportunity; it's your opportunity to reach new people with the solutions you can provide, solve their problems, and make their lives better. And that starts with nailing the cold call. 


Learn how to nail your cold calls with our free guide. You'll learn:

  • How to set your goals for a call and why mindset matters.
  • How to do less selling on cold calls.
  • How to disarm prospects quickly and overcome their objections.
  • How to get additional conversations by building trust.
Get the ebook and start closing more deals today!
Why Menemsha Group's Prospecting & New Account Development Methodology Reigns Supreme

What if you could optimize your sales rep’s work routine to ensure they were prospecting effectively, and consistently finding and closing new accounts? Our methodology maximizes your reps’ time, turning average salespeople into top performers.

Read this new guide on Menemsha Group's sales methodology to learn:

  • How and why you need to have a clearly defined target market.
  • How and why you must score your leads.
  • How to set call objectives.
  • How and why you need to create a sales call plan (and track and measure completion).
  • How to demonstrate value and create a memorable experience for your prospects.
  • How to apply metrics to track and improve your prospecting effectiveness.
  • What buyer personas are, why they are so important, and why they are the key to successful prospecting for IT staffing sales professionals.
Get the ebook and start closing more deals today!
5 Ways to Drastically Overhaul Your Sales Training Program and Boost ROI

The Corporate Executive Board has discovered that strong onboarding and consistent training can boost performance by 19%. Want to better train your reps and boost your bottom line? 

In this eBook, you will learn:

  • The four mistakes that IT staffing companies make in sales training.
  • The five steps to overhaul your sales training program to seriously boost performance and ROI.
  • How to make those changes stick, now and forever.
Get the ebook and help your sales training stick!
Sales Training That Sticks: Three Ways Menemsha Group Helps IT Staffing Firms Train Better, Sell More, and Grow

How do you create an effective sales training program that has 100 percent long-term adoption and that helps your reps (new and old) close more deals faster? Menemsha Group has helped 300+ IT staffing firms and we've learned a thing or three. 

Read this and learn:

  • The methodologies that Menemsha Group uses to build effective sales training that sticks.
  • How change management theory can help get your employee on board.
  • The key metrics you need to track to understand if your sales training is working.
Don't miss another opportunity and potentially waste thousands of dollars because your training and sales methodology doesn't turn your sales reps into rock stars.  Download our free ebook today.
Watch How to Turn Managers Into Elite Coaches
Watch This Webinar: How to Turn Managers Into Elite Coaches

If you are a CEO, business owner, staffing industry consultant, sales or recruiting manager or aspiring to lead a group then this webinar will be extremely valuable for you.

On this webinar you will learn:

  • How to transition from manager and Chief Problem Solver to that of a Coach.
  • A Six Step Coaching Framework that Top Performing Managers follow to deliver Elite Coaching.
  • A unique way in which to Empower and get Real Buy In From Your Sales Reps and Recruiters in which they will Hold Themselves Accountable.  
  • How to Reallocate Your Time from counterproductive “management tasks” to coaching that drastically Improves Sales & Recruiting Effectiveness and Results
webinar building a scalable sales organization
Watch This Webinar: 6 Strategies to Scaling Your Sales Organization 

Watch this webinar and learn how to build a replicable business that can not only run itself without the top leader or top performer being present, but can continue flourish. This webinar will show you the key strategies and "routines" that you must develop and execute consistentlly in order to scale your IT staffing business and achieve sustainable, long term growth.

the sales leaders guide to sales effectiveness and sales readiness
The Sales Leader's Guide to Assessing Sales Team Effectiveness

Is your sales forecast unpredicatable? Is having predictable revenue a "pipe dream?" Do your sales reps tend to want to jump to the end of the sales cycle? The Sales Leader's Guide to Assessing Sales Team Effectiveness and readiness eBook is a 6 page guide that highlights how a sales process improves sales performance, the benefits of implementing a sales process and an assessment worksheet for you to assess your current sales process and plot your sales process improvement road map. 

menemsha group case study creation template
Case Study Creation Template

Struggling to earn the trust of potential new customers? Before you can expect them to open up their wallets, you need to start by demonstrating your ability to deliver on what your service promises. You can give your prosects cheap lip service or you can demonstrate your value by following our case study creation template.

Get the IT Staffing Job Order Playbook
IT Staffing Job Order Playbook

Ever wonder how top performers seem to close such a high % of their job orders?  And doesn't it seem like the recruiters are always pumped to be working on their job orders? Well, Menemsha Group is going to share with you exactly what it is that top performers do when taking and qualifying IT staffing job orders. This playbook will walk you through step by step what you need to do to effectively qualify your opportunities and differentiate yourself from the competition. Follow this playbook and your recruiters will be linning up to work your job orders and "A" player candidates will be dying to interview with your clients.

How to Create a Coaching Culture
How to Create a Coaching Culture

Sales coaching is the most under utilized and misunderstood management tool in the sales manager's tool box. Yet research shows that sales coaching can actually boost sales performance by as much as 19%. But how?  Read this exclusive white paper and learn how you can improve sales performance and create a coaching culture within your organization

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WEBINAR: Five Attributes of Top Performing Sales Teams

Wondering how your sales team ranks against best in class sales organizations?  Watch this FREE webinar and find out. You will also learn how to to build a best in class sales organization and see what sets top performers apart.

Sales Tips for Staffing
WEBINAR: Sales Tips for Staffing:  Cold Calling Best Practices and Voice Mail Strategies

 According to Forrester Research's Buyers Insight study, only 13% of corporate buyers believe that a sales person can demonstrate they understand their business issues and co-create a solution. No wonder cold calling is so darn difficult!  

Access this FREE sales training webinar with Menemsha Group and DiscoverOrg on Cold Calling & Voice Mail Strategies to learn the top sales tips for staffing. 

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7 Steps For Turning New Hires into Powerhouses (in collaboration with Bullhorn)

You cannot make someone with zero sales experience an all-star overnight. He or she may have more innate ability than anyone who has ever walked the earth, but without the right combination of training, knowledge, and guidance from you, the person won't generate revenue. So what does it take to transform a hesitant newbie into a quota-busting superstar? Find out.

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5 Common Attributes of Rainmakers & How to Hire Them

Hiring top performing sales people is no easy task. Read this ebook and learn why so many get it wrong. Learn how and why you're first task in hiring top performing sales people begins with creating your hiring profile.  Then, learn the 5 common attributes among rainmakers and how you can identify them in your search and interview process.

2014 Sales Planning Guide: Maximize Your Sales Results

Maximize your 2014 sales results with our sales planning guide. Use our guide to develop and execute your 2014 sales goals.  Our guide will help you get organized, focus on the right sales activities and evaluate what it will take for you to hit your sales goals.

Seven Awesome Tips for Sales Training
Seven Awesome Tips for Reinforcing Sales Training

A sales training reinforcement or user adoption plan highlights the specific tasks and events that occur after the implementation and training to reinforce and drive the new desired behaviors. The plan details the content, the cadence or frequency and the event leader. This reinforcement schedule must involve the entire organization and it should include a variety of activities. This eBook covers 7 important tips for an impactful plan.

Sales-Pipeline-Analysis
Sales Pipeline Analysis: Diagnosis, Coach, Monitor

To successfully lead any sales team, sales managers must be able to analyze the overall health and predictability of the individual and team pipeline.  In effect, sales managers must be like physicians where they can quickly and accurately diagnose conditions to provide a “clean bill of health” or develop the prognosis and provide the subsequent sales coaching where job orders/opportunities are stalling. Read our white paper and learn the best practices for evaluating and coaching your sales pipeline.

Improve Win Rates with Sales Playbooks
Improve Win Rates With Sales Playbooks

A recent CSO Insights study reported that the number one objective for Chief Sales Officers is to improve sales effectiveness and the key enabler to improving sales effectiveness is sales playbooks.  Read this white paper and learn what sales playbooks are, how to design them and where and when to utilize them.  Sales managers will also learn how sales playbooks can improve their sales coaching and deliverconsistent sales results.

Six Reasons Why Sales Training Fails
Six Reasons Why Sales Training Fails

Read a story about how one IT professional services organization went about sales training.  The sales team liked the speaker, felt the content and sales strategies were relevant, and the training workshops were fun, entertaining and educational.  But the implementation floundered.  Why?  Read this story and and learn the six common mistakes for why sales training fails. 

Boosting Sales Performance
Boosting Sales Performance: Why You Need a Sales Process

CRM and ATS technology has become a driving force behind management within the IT staffing industry.  Most CRM/ATS tools come with pre-packaged default lead and opportunity stages and default fields for the sales cycle. When leveraged properly, these software packages equip staffing firms with insightful  data to run their business more effeciently at a higher profit margin.  So why is it that most IT staffing firms still lack a consisent sales process where all sales reps follow a consistent process?   

Attract & Engage Coveted Prospects with Killer Content
Attract & Engage Coveted Prospects with Killer Content

Selling in today’s IT staffing market requires more than elbow grease and good selling skills. Creating killer content and speaking the language of your customer is crucial for building credibility.  And when you establish credibilit your prospects instill confidence in you.

Five Dangerous Trends Impacting IT Staffing Firms
Five Dangerous Trends Impacting IT Staffing Firms & Recommendations For Action

Gain invaluable insight into the key trends impacting IT staffing and professional services firms and how they will impact your business.  Gain perspective on what actions you can take today to not only survive but thrive in today's IT staffing market.

Building Impactful Value Proposition Playbook
Building Impactful Value Proposition Playbook

Are you struggling to get client call backs? Finding it difficult to land face-to-face meetings with IT executives? Most likely it's because your message is weak.  Lean how to build an impactful value proposition with our playbook and get more client call backs and land more meetings.

Running Face-to-Face Sales Meetings Playbook
Running Face-to-Face Sales Meetings Playbook

Congratulations, you've landed a first time face-to-face appointment with a new prospect.  Now it's up to you to keep the momentum going and truly differentiate yourself.  But how?  Check out our Face-to-Face Meeting playbook and learn how to prepare, open, run and close sales meetings like the top performers do.

New Account Acquisition Playbook
New Account Acquisition Playbook

Follow our methodocial, step-by-step guide on how to open new accounts. The playbook explains what tasks and action items need to be completed in order to acquire a new account. More importantly, it provides best practices for how to do it. 

IT Staffing Objection Rebuttal Book
IT Staffing Objection Rebuttal Book

Getting lots of objections and not sure how to handle them? Menemsha's Sales Objection Rebuttal Book addresses all of the most common objections faced by sales professionals in the IT staffing industry. Download our rebuttal book and learn the best rebuttals to all of the common objections you face everyday.

Eight Sales Strategies for Selling During a Recession
Eight Sales Strategies for Selling during a Recession
  • Learn 8 sales strategies for selling IT staffing during a recession
  • Get specific examples on how to qualify during a recession & avoid wasting your time on window shoppers
  • Learn how & why you must use case studies to sell
The Current State of Selling IT Staffing Services
The Current State of Selling IT Staffing Services
  • Gain insight on what factors are impacting the IT staffing industry
  • Learn how and why you must evolve in order to survive in today's competitive environment
  • Understand how you can take an active role in preventing industry commoditization
Identifying Real Job Orders Part1
Identifying Real Job Orders: Part 1

Read how Bullhorn interviews Dan Fisher, Founder & Owner of Menemsha Group on best practices for uncovering and qualifying job orders and hiring managers.

Identifying Real Job Orders Part 2
Identifying Real Job Orders: Part 2

Read Part Two of the interview between Bullhorn and Dan Fisher. Dan shares ideas on how to best leverage technology to improve productivity and create sales opportunities for uncovering job orders.

 

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"Menemsha Group is the sales experts for the IT staffing industry.  Their sales methodology will ensure you and your sales team hit your growth goals."


Don Catino, Owner
 
Digital Prospectors

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"Menemsha Group’s knowledge of how to sell in the IT staffing industry is second to none. We’ve seen a big improvement from using  their sales tools and methodology.”


Dave Teitelman, CEO
 
Softworld

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“Our response rate from using the IT Staffing Sales Playbook has drastically improved.   CIO’s are willing to talk with us rather than give a quick brush-off.”

Marjorie Kolkin,
VP Compass Systems & Programming
Compas Systems & Programming

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