IT Staffing Sales Effectiveness

Sales best practices for improving sales win rates, shortening the sales cycle and increasing overall quota attainment. Sales strategies to make revenue growth repeatable, and scalable

Blog Feature

sales enablement

The Difference Between Sales Readiness Software and LMS

By: Dan Fisher
May 4th, 2021

This SIA Staffing Index report from April 26th shows that staffing revenue grew by 14% year-over-year in March. Travel nurse staffing, allied healthcare and legal staffing led the way followed by industrial and IT staffing.  This isn't just great news, this is outstanding news!

Read More

Share

Blog Feature

sales onboarding

Sales Methodology, Process Enabler to Successful, Scalable Sales Onboarding

By: Dan Fisher
April 22nd, 2021

In 2000, Marc Benioff, then the CEO of a tiny startup that nobody had heard of paid professional actors to carry “anti-software” signs. They "picketed" in front of Siebel Systems annual user conference.  At the time Siebel was the dominant provider of CRM software.  And at that time, it was on-premise software.  Remember on-premise software?  That is software that actually runs on the customer's servers.  Today, Salesforce.com is a $13B monster in the SaaS industry.  Some would argue or hail Marc Benioff as a "celebrity CEO" and the story of Salesforce.com is taught in business schools all across America.

Read More

Share

Cold Calling Tips & Best Practices 2.0

Cold Calling Tips & Best Practices 2.0

Learn our proven 7 step methodology for turning cold calls into hot leads.

Blog Feature

IT Staffing Sales Training

Metrics to Track the Effectiveness of Your Sales Training

By: Dan Fisher
April 20th, 2021

More and more IT staffing firms are renewing their focus on sales improvement initiatives. When IT staffing organizations invest in sales training and enroll their salespeople, they’re eager to know how their investment is paying off.  However, these initiatives leave little time for the most critical step: measurement. Even the best sales training  initiatives fail without proper measurement and monitoring.

Read More

Share

Blog Feature

sales onboarding

Enabling Your Salespeople to Overcome the Credibility Gap

By: Dan Fisher
April 19th, 2021

The painful truth is, if you've been struggling to grow or your growth trajectory has the peaks and valleys of a roller coaster, it's because you're not ready to grow.  Predictable lead generation is the #1 lever to driving revenue growth. Repeat business from existing customers is great and we all want and need that.  But if you can’t predictably go out and generate new leads and opportunities and win them profitably, you are going to struggle to grow.

Read More

Share

Blog Feature

Quick, Easy Tip to Drastically Accelerate Time to First Placement for Sales New Hires

By: Dan Fisher
April 7th, 2021

I have to say, it is pretty amazing how quickly things have turned (for the better) in the just a few short months.  I speak with customers, CEO's and senior leaders of IT staffing firms every day, and they continue to tell me "we're seeing record-breaking numbers with new job orders and fills."  As a result, most staffing firms are in growth mode. Yes, growth mode!  90% of the firms I speak with have and/or are planning to add new recruiters and salespeople in Q2.  This is great news!

Read More

Share

Blog Feature

How Today's Forward Thinking Training, L&D Leaders Demonstrate Value

By: Dan Fisher
March 19th, 2021

The COVID-19 pandemic has forced many staffing firms to confront the brutal facts of reality; how to train a remote workforce?  And even more importantly, the ability to deliver an engaging remote and mobile learning experience? 

Read More

Share

Blog Feature

sales enablement

Three Benefits to Investing in Sales Enablement Software

By: Dan Fisher
March 12th, 2021

Today, more then ever, recruiters and sales professionals rely on technology to help them engage customers and candidates and improve their productivity and effectiveness.

Read More

Share

Blog Feature

sales enablement

Understanding Which Sales Enablement Software You Need Part 2

By: Dan Fisher
March 10th, 2021

In my my blog post Understanding Which Sales Enablement Software You Need Part One, I discussed Sales Content Management, Learning Management Software (LMS), Video Simulation Software for Skill Certification and Sales Engagement Software. I also highlighted the specific challenges these sales enablement tools and software solve and the solutions they provide.

Read More

Share

Blog Feature

sales enablement

Understanding Which Sales Enablement Software You Need (Part One)

By: Dan Fisher
March 4th, 2021

With sales enablement and sales enablement software rapidly gaining traction - the number of companies with a full time dedicated sales enablement role has more then tripled since 2013. But while adoption has accelerated, so too has confusion around the related technology.

Read More

Share

Blog Feature

sales enablement

Eight Compelling Reasons To Adopt Sales Enablement

By: Dan Fisher
March 1st, 2021

Sales has never been an easy profession, but research shows that more salespeople than ever (including recruiters) are struggling to make quota. CSO Insights reports that over the last 5 years the average number of salespeople making quota has dropped by 10 percentage points!  The percentage of companies achieving their revenue goals has also dropped nearly four percentage points! 

Read More

Share