Challenge

Time kills all deals. Yet IT staffing firms keep job requirments open for days and weeks (even months) on end.  Sales professionals focus their time and energy exclusively on the tasks they must complete and fail to recognize and understand the tasks that the customer must complete in order to hire a consultant.  Because of this lack of insight, sales professionals waste valuable time, energy and resources.  In short, IT staffing sales professionals don't understand how to keep the sales process moving forward.   

Solution: Shortening & Managing The Sales Cycle With the Menemsha Group

We teach sales professionals how to avoid sales bottlenecks.  It starts with an understanding of the customers internal hiring, decision making and purchasing process.  But it extends into the sales professional leading the customer through their internal purchasing process.  In short, we teach sales professionals how to:

• Qualify consideration with the hiring manager
• Establish milestones within the sales cycle
• Get the client to take ownership of completing each milestone
• Get the client to commit to taking action
• Play out scenarios to eliminate surprises and uncover "what-if" scenarios and how the customer thinks

“We've been working with the Menemsha Group, both for their sales coaching & workshops and using their sales tools and methodology, and we have seen a big improvement in the performance of our sales team. The scripts, email & voice mail templates and rebuttals are spot on and the one-on-one coaching has been invaluable. Their knowledge of how to sell in the IT staffing industry is second to none.”

David Teitelman, CEO Softworld, Inc

“We worked with Menemsha Group for several months and found their counsel and tools insightful for growing our business. We've seen immediate results from both their sales training and our sales team using their sales tools and methodology. I would recommend Menemsha Group to anyone in the IT professional services industry.”

Doug Porter, COO & Co-Founder, IBA Software Technologies, Inc.