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

IT Recruitment

The Real Reason Why Recruiters Can't Find Qualified Candidates

By: Dan Fisher
August 21st, 2019

Do any of these statements typify the current state of your recruiting organization?

Read More

Share

Blog Feature

sales coaching

The True Purpose of Sales Metrics and How to Coach to Them

By: Dan Fisher
August 15th, 2019

Perhaps you've heard the management adage, you can’t manage what you don’t measure.

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

New Business Development

Clever IT Sales Hack for Asking AMAZING Probing Questions

By: Dan Fisher
July 12th, 2019

If you're like most sales professionals then you read industry publications to stay on top of the trends, challenges and news taking place within your given industry. In our case that industry is the information technology industry.  And if you're a top performing sales professional than you read what your customers read to stay connected with those trends and challenges.  If you are not currently doing this than I strongly encourage you to quickly adopt this best practice into your daily or weekly routine.

Read More

Share

Blog Feature

consultative selling

Eight Sales Exercises To Improve Your Consultative Selling Skills

By: Dan Fisher
July 11th, 2019

Like many who decide to go on a diet January 1st, sticking to that diet and exercise routine is difficult just like it is for IT staffing sales professionals adopting and mastering consultative sales skills. With so much to know and learn it can be down right overwhelming and even frustrating. Take it from me, it took me years to master my craft and I am still learning every day.

Read More

Share

Blog Feature

scalable growth

Three Reasons IT Staffing Firms Struggle to Scale

By: Dan Fisher
July 9th, 2019

Over the course of the past several months I have been doing less sales training and more "business consulting."  More to the point, clients are sharing with me their challenges in growing and scaling their business.  Owners of IT staffing firms are getting stuck at various revenue plateaus and can't seem to break through. In short, these organizations are struggling to achieve scalable growth. In this blog post I share with you three reasons IT staffing firms struggle to scale

Read More

Share

Blog Feature

sales onboarding

Sales Onboarding 101, The What, Why and How

By: Dan Fisher
July 5th, 2019

Sales onboarding is the process in which organizations apply to integrate new sales reps into their organization and help them gain the skills, knowledge and behaviors required to perform and meet and sales quota.

Read More

Share

Blog Feature

sales process

The Definitive Guide to Sales Forecasting

By: Dan Fisher
July 4th, 2019

Sales forecasting can play a major role in the growth and development of your staffing organization. According to research from the Aberdeen Group, companies with accurate sales forecasts are 10% more likely to grow their revenue year-over-year and 7.3% more likely to hit quota than those with poor, inaccurate sales forecasts.

Read More

Share

Blog Feature

sales process

How and Why You Need Customer Verifiable Outcomes in Your Sales Process

By: Dan Fisher
July 3rd, 2019

By definition, a process is a systematic series of repeatable actions or steps intended to achieve a result. When followed, these steps lead to predictable and expected outcomes. A sales process allows salespeople and sales managers to identify, qualify, diagnose, and measure opportunities and then determine the next step in the sales process.  It also enables sales managers to quickly and easily identify bottlenecks and produce an accurate sales revenue forecast.

Read More

Share

Blog Feature

New Business Development

Business Acumen, the What, Why and How for Salespeople

By: Dan Fisher
June 24th, 2019

What sets top performing sellers apart from average sellers? Why are some salespeople more effective at closing deals or building customer loyalty over others?  And how do some reps rocket-launch their career trajectory?  Business acumen.  Business acumen is a term often associated with leadership and thrown around boardrooms.  But business acumen is also a key component to excelling new business development. 

Read More

Share

Blog Feature

New Business Development

Leveraging Sales Triggers in Your New Business Development Campaign

By: Dan Fisher
June 24th, 2019

Like a lot of things in life, sales and certainly new business development is all about timing.  If you called a prospect right after they signed a deal with one of your competitors, do you think they would have much appetite for discussing your offerings? Probably not.  

Read More

Share