Revenue Enablement for Staffing Professionals

Our latest ideas, insights and best practices and for making winning behaviors repeatable, scalable and predictable.

Subscribe to our blog

Stay up to date with the latest from Menemsha Group

We’re committed to your privacy. The Menemsha Group uses the information you provide to us to contact you about our relevant content, products, and services. You may unsubscribe from these communications at any time. For more information, check out our privacy policy.

Dan Fisher
Dan Fisher
  |  

September 29, 2022

Menemsha Group Applies Adaptive Technology to Overcome Forgetting Curve

Sales and recruiting professionals establish credibility with their customers and candidates by demonstrating knowledge of their business, industry, and industry trends. Credibility, in turn, enables sellers and ...

Dan Fisher
Dan Fisher
  |  

September 23, 2022

Spaced Reinforcement, Key to Learner Retention

Do you remember that time when you walked out of that workshop feeling exhausted and overwhelmed but excited about all of the new ideas and insights, and the very next day you applied everything you learned? 

Dan Fisher
Dan Fisher
  |  

September 21, 2022

How to Transform New Skills Into Daily Habits

If we train our people and they leave, that is bad. But if we don't train them and they stay, that is even worse. 

Dan Fisher
Dan Fisher
  |  

September 14, 2022

How To Enable Your Salespeople to Book More Sales Meetings

When I listen to sales reps and their managers discuss the challenges associated with sales prospecting and trying to book sales meetings with new prospects, it is astonishing how little focus is on the customer. ...

Dan Fisher
Dan Fisher
  |  

August 30, 2022

Understanding the Software Development Lifecycle (SDLC)

Effectively interviewing, screening, and placing IT professionals requires a thorough understanding of the process engineering teams follow to design, develop, test, deploy and maintain software applications. This ...

Dan Fisher
Dan Fisher
  |  

July 21, 2022

Sales & Recruiter Communication Skills Product Update

With today’s highly educated and highly empowered customers and candidates, it’s paramount that recruiting professionals possess world-class communication skills. Communication skills are the foundation on which ...

Dan Fisher
Dan Fisher
  |  

July 19, 2022

Modernizing Your Recruiter Onboarding

1996 was my first year in the staffing and recruiting industry.  Back then my recruiter onboarding experience entailed me reading static documents and discussing those documents with my manager.  There was some shadow ...

sales qualification
Dan Fisher
Dan Fisher
  |  

April 30, 2022

The Value of Sales Qualification and Executing Sales Qualifying Call

Many staffing sales professionals have a hard time deciding which accounts and which contacts to call on and pursue.  Even more agonizing is trying to decide how much time to invest pursuing any one contact or account ...

Dan Fisher
Dan Fisher
  |  

April 13, 2022

12 Communication Skills Every Recruiter Needs in 2022

Recruiter communication skills are the holy grail of recruiting success.  You can’t make a placement without first demonstrating your value. And you can’t demonstrate value without first intelligently positioning your ...

Dan Fisher
Dan Fisher
  |  

April 07, 2022

Recruiter Onboarding Reinforcement Plan, Six Best Practices

Staffing and recruiting industry leaders often ask me, "how can you ensure that recruiter onboarding delivers long-term results?" After all, hiring a new employee is like buying a new car; you invest your time, energy ...

Dan Fisher
Dan Fisher
  |  

March 29, 2022

Recruiter Onboarding, How to Ramp Inexperienced Recruiters

A rapidly growing number of staffing and recruiting organizations are making big investments in recruiter onboarding.  And for good reason. Business is booming; most staffing firms have more job orders than they can ...

Dan Fisher
Dan Fisher
  |  

March 24, 2022

The Big Difference Between Knowledge Training and Skills Training

There is a big difference between knowledge of something and possessing the skills to actually DO that something. For example, I’m a big basketball fan and I have knowledge of the game from playing, coaching and ...

Dan Fisher
Dan Fisher
  |  

January 26, 2022

The Benefits of Experiential Learning

In order to win, recruiting teams must create a ‘wow experience’ for their customers and candidates. This means recruiting professionals must be enabled with the knowledge to educate their candidates and customers with ...

Dan Fisher
Dan Fisher
  |  

October 14, 2021

Five Strategies For Retaining Your Employees in 2022

  Perhaps you heard the news, a record 4.3 million people quit their jobs in August.  You've seen the headlines or taglines, the Great Resignation, also known as the Big Quit, is the ongoing trend of ...

Dan Fisher
Dan Fisher
  |  

October 12, 2021

Understanding The Forgetting Curve and How to Neutralize It

"I've explained this to him a hundred times. Why do I have to continue to repeat myself?"

Dan Fisher
Dan Fisher
  |  

July 20, 2021

Measuring Return on Expectations Key to Achieving Sales Training ROI

A common question we often hear from staffing industry executives is, "how do you measure the effectiveness of your sales and recruiter enablement programs in terms of return-on-investment?" Here is what we tell them.

Dan Fisher
Dan Fisher
  |  

July 07, 2021

What is a Sales Enablement Manager?

There is great debate over the definition of sales enablement. Gartner has their definition, Forrester has their definition and many others have their own definition of sales enablement.  But we all agree that there is ...

Dan Fisher
Dan Fisher
  |  

June 29, 2021

Research, Statistics To Help You Budget for Employee Training

Benjamin Franklin once said, “an investment in knowledge pays the best interest.”  As someone who works in the field of learning and development, I tend to agree.  Training isn't something that's 'nice to have,' it's a ...

Dan Fisher
Dan Fisher
  |  

June 25, 2021

L&D Leaders, Practitioners Need to Learn to Speak in Terms of ROI

When it comes to employee training, many small businesses owners are feeling conflicted. Of course they want their workers to be enabled and equipped with the requisite skills and knowledge that make them productive, ...

Dan Fisher
Dan Fisher
  |  

June 23, 2021

Formalized Collaboration, RACI Model, Key for L&D Making an Impact

Sales enablement is a strategic, collaborative discipline designed to increase predictable sales and recruiting results by providing consistent, scalable enablement services that allow recruiters, salespeople and their ...

Dan Fisher
Dan Fisher
  |  

June 16, 2021

The Difference Between Sales Enablement and Sales Training

No, this is not mind-blowing news, that the staffing industry including the sales and recruiting landscape has dramatically shifted over the past 12 few months.  A shift to virtual, remote interactions, and a host of ...

Dan Fisher
Dan Fisher
  |  

June 11, 2021

Qualifying Sales Opportunities with an Opportunity Scorecard

As a sales professional, your time is your most precious and valued resource. Time is the currency with which you purchase your success. The key of course is deciding where to invest your time by choosing which ...

Dan Fisher
Dan Fisher
  |  

June 08, 2021

Sample Scenarios For Calculating Sales Training ROI

If you follow my blog then you probably know I have put together a short series of posts on the topic of sales training ROI. My first post discussed the formula for tracking and measuring sales and recruiter training ...

Dan Fisher
Dan Fisher
  |  

June 04, 2021

Applying the Kirkpatrick Model to Evaluating Your Training Programs

In my most recent post, Understanding Metrics to Track and Measure Sales Training ROI, I discussed the importance of tracking leading indicators, lagging indicators and return on expectations (ROE) for measuring the ROI ...

Dan Fisher
Dan Fisher
  |  

June 01, 2021

Understanding Metrics for Tracking and Measuring Sales Training ROI

For revenue leaders including sales enablement, learning and development (L&D) leaders, you know sales and recruiter training is necessary in order for your team to improve productivity and effectiveness. But ...

Dan Fisher
Dan Fisher
  |  

May 27, 2021

The Formula For Tracking, Measuring Sales and Recruiter Training ROI

Sales and recruiter training is critical to attracting and retaining talent, boosting revenue and shortening ramp-up time for new hires. To remain relevant, it’s no longer good enough to simply “check the box” on ...

Dan Fisher
Dan Fisher
  |  

May 24, 2021

Revenue Leaders, This is What You're Trying to Enable and Scale

For as long as the sales profession has been in existence there has been a belief that sales is an art and not a science. Everyone believed (and many still do) that sales is all about the relationships and that great ...

Dan Fisher
Dan Fisher
  |  

May 20, 2021

Designing Sales Training Content That Supports Consultative Selling

The first thing a prospective customer or candidate notices about your organization is how well your recruiters and salespeople understand them including their role, their job function, their industry and what it is ...

Dan Fisher
Dan Fisher
  |  

May 11, 2021

The Data Telling Us Why Sales Enablement is on the Rise

Research shows that more salespeople than ever are struggling to make quota. According to a study from CSO Insights, over the past five years the number of salespeople making quota has dropped by ten percentage points ...

Dan Fisher
Dan Fisher
  |  

May 04, 2021

The Difference Between Sales Readiness Software and LMS

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 ...

Dan Fisher
Dan Fisher
  |  

April 22, 2021

Sales Methodology, Process Enabler to Successful, Scalable Sales Onboarding

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 ...

metrics-3
Dan Fisher
Dan Fisher
  |  

April 20, 2021

Metrics to Track the Effectiveness of Your Sales Training

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 ...

Dan Fisher
Dan Fisher
  |  

April 19, 2021

Enabling Your Salespeople to Overcome the Credibility Gap

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 ...

Dan Fisher
Dan Fisher
  |  

April 07, 2021

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

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 ...

Dan Fisher
Dan Fisher
  |  

March 19, 2021

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

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 ...

Dan Fisher
Dan Fisher
  |  

March 12, 2021

Three Benefits to Investing in Sales Enablement Software

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

Dan Fisher
Dan Fisher
  |  

March 10, 2021

Understanding Which Sales Enablement Software You Need Part 2

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 ...

Understanding Which Sales Enablement Software You Need
Dan Fisher
Dan Fisher
  |  

March 04, 2021

Understanding Which Sales Enablement Software You Need (Part One)

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 ...

Dan Fisher
Dan Fisher
  |  

March 01, 2021

Eight Compelling Reasons To Adopt Sales Enablement

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 ...

Dan Fisher
Dan Fisher
  |  

February 16, 2021

Five Steps to Ensuring Your 2021 Initiatives Deliver Results

2020 was the year of adjustment. The Covid-19 pandemic taught us that nothing is for certain and that we must be agile in order to survive and thrive. Perhaps that is why the 50+ C-level staffing industry executives I ...

Dan Fisher
Dan Fisher
  |  

February 09, 2021

Three Benefits to Video Sales Coaching, Improving Remote Salesforce Performance

According to a survey conducted by HubSpot, 65% of sales leaders who outperformed revenue targets in 2020 reported having a dedicated person or team working on sales enablement efforts instead of making it a “side gig.” ...

Dan Fisher
Dan Fisher
  |  

January 29, 2021

The Impact of AI on Training, Learning & Development, Sales Enablement

Artificial Intelligence (AI) has been a fascinating area of learning for several decades now. You didn't realize AI has been around that long did you?  Dating back to the 1950s researchers have experimented with AI ...

Dan Fisher
Dan Fisher
  |  

January 26, 2021

Eleven Tips to Prepare for and Crush Your Virtual Sales Meetings

I think the most significant challenge working from home during the COVID-19 pandemic has been the blurred lines between balancing work life with personal life. Some of the most difficult challenges working from home ...

Dan Fisher
Dan Fisher
  |  

January 22, 2021

Preparing For Your Consultative Virtual Sales Meeting: What to Say, What to Show

If you're a sales leader or sales professional working in the staffing industry (or any industry for that matter) than you are no doubt striving to position yourself as an authoritative thought leader. If you attend ...

Dan Fisher
Dan Fisher
  |  

January 20, 2021

Five Tips and Examples for Writing Sales Prospecting Emails

When it comes to sales email prospecting, it's more important than ever that salespeople write clear and concise email correspondence. According to a study from DMR Business Statistics, we (the average office worker) ...

Dan Fisher
Dan Fisher
  |  

December 15, 2020

Standardize What Good "Looks, Sounds Like," with Sales Competency Certification Exams

If you follow my blog then you know that I’ve written plenty about sales onboarding.  One very important topic that I have not written on however that is key to making successful sales onboarding repeatable and ...

Dan Fisher
Dan Fisher
  |  

December 08, 2020

The Formula and Data Model for Calculating New Hire Ramp Rate

One of the most undervalued (and often unknown) formulas staffing executives miss is ramp rate.  Ramp rate is the rate at which your new hires including your sales reps and recruiters are ramping up to achieve quota ...

Dan Fisher
Dan Fisher
  |  

December 07, 2020

Six Indicators Your Sales Onboarding is Broken

Poor sales onboarding is a recipe for an expensive disaster. As I have posted in the past, market leading organizations treat sales onboarding as a continuous revenue generating activity, no different than sales ...

Dan Fisher
Dan Fisher
  |  

November 11, 2020

Online Training, Key to Ramping Revenue, Employee Productivity

The Covid-19 pandemic and the shift to a remote workforce has exposed the weaknesses of organizations that have relied on traditional, outdated employee training and onboarding processes including shadow training and ...

Dan Fisher
Dan Fisher
  |  

November 03, 2020

To Train Your Remote Workforce Adopt Sales Enablement Software

With the spread of the Covid-19 pandemic we’ve already seen businesses adapting to the “new normal” by instituting systems and processes that minimize human contact.  We’ve especially seen this in the B2C world in which ...

Dan Fisher
Dan Fisher
  |  

October 22, 2020

The Recruiters Guide to Generating Sales Leads

Many staffing firms have taken a hit because of the COVID-19 pandemic. With all the changes and millions of people being furloughed, it seems as if the economy has hit the pause button. While it may be difficult to ...

Dan Fisher
Dan Fisher
  |  

September 16, 2020

Eight Tips For Recruiters to Achieve Win-Win Candidate Negotiations

As a professional recruiter, think of all the times you have to negotiate. You negotiate with your candidates over salary and benefits, vacation time, start date, you negotiate with your salespeople and account ...

Dan Fisher
Dan Fisher
  |  

September 10, 2020

Recruiter's Guide to Making the Ultimate Candidate Pitch

Your candidate pitch can make or break your deal, so it's a good idea for recruiters to have their pitch nailed down before meeting with their account manager or customer.  I've coached thousands of recruiters and have ...

Dan Fisher
Dan Fisher
  |  

September 04, 2020

The Recruiter's Guide to Handling Candidate Objections

In order to properly address and overcome candidate objections, recruiters first need to understand why they occur in the first place.  To understand why candidate objections occur in the first place, you need to ...

Dan Fisher
Dan Fisher
  |  

September 02, 2020

Executing (and the goal of) the Introductory Candidate Call

For many recruiting professionals, the goal and expectation of the introductory candidate call is to secure a candidate submittal. For many other recruiting professionals, the goal and expectation of the introductory ...

Dan Fisher
Dan Fisher
  |  

August 31, 2020

Ten Candidate Sourcing Tips for Recruiters

It goes without saying that recruiting professionals have to have a killer candidate sourcing strategy in order to thrive in today’s war for talent. As we all know, recruiters need to be proactive, not reactive when it ...

Dan Fisher
Dan Fisher
  |  

August 27, 2020

Candidate Sourcing 101

Candidate sourcing is the process of finding and qualifying candidates – both passive and active candidates– who have not applied directly to your open role.  In today's hyper-competitive talent market, sourcing ...

Dan Fisher
Dan Fisher
  |  

August 24, 2020

Recruiter Call Planning, The REAL Key to Enaging Candidates

There has been a great debate whether or not cold calling candidates remains relevant in professional recruiting.  Perhaps you have seen the articles on Google and LinkedIn that read “Cold Calling is Dead.” The ...

Dan Fisher
Dan Fisher
  |  

August 20, 2020

Four Recruiter Communication Skills That are Crucial to Success

Good communication is crucial to recruiting success. Sounds so obvious, right?   You can’t get candidates to engage let alone make a placement without clear and consistent communication.  The ability to clearly ...

Dan Fisher
Dan Fisher
  |  

August 17, 2020

KPI's For Tracking, Measuring, Improving Recruiting Effectiveness

As a recruiting professional, we can no longer expect to recruit the same way we recruited 10 years ago or even 5 years ago and continue to get positive results. Too much has changed including candidate behavior and ...

Dan Fisher
Dan Fisher
  |  

August 04, 2020

The Leadership Your Salespeople Need to Sell During Difficult Times

We all know that Covid-19 has wrecked havoc and created economic uncertainty for businesses all across the globe.  For many sales leaders, this economic uncertainty has shaken their confidence and sewed doubt and fear. ...

Selling During Covid-19, Your Questions Answered
Dan Fisher
Dan Fisher
  |  

June 26, 2020

Selling During Covid-19, Your Questions Answered

The COVID-19 pandemic has delivered two massive challenges for IT staffing sales professionals: reduced IT budgets and selling virtually.  For many staffing sales professionals, the idea of selling virtually was unheard ...

Dan Fisher
Dan Fisher
  |  

June 18, 2020

High Emotional Intelligence, Key to Leading During Tough Times

According to Psychology Today, Emotional intelligence (also known as EQ (Emotional Quotient) or EI) refers to the awareness of and ability to manage one’s emotions. It also refers to one's ability to influence another's ...

Dan Fisher
Dan Fisher
  |  

June 08, 2020

Being Customer Focused Means Selling Business Outcomes

My first couple of years in sales I applied the "broadcast pitch mode" approach.   My thinking was I had to do whatever was required to get an audience with prospective customers and once there, my job was to pitch or ...

Dan Fisher
Dan Fisher
  |  

May 11, 2020

Three Tactics for Leading Productive Sales Conversations During a Recession

Lets face it, it’s getting really tough out there.  No, we might not (yet) meet the official definition of a recession which is defined as two consecutive quarters of economic decline, as reflected by GDP in conjunction ...

Dan Fisher
Dan Fisher
  |  

April 23, 2020

How to Continue to Sell Value, Close Stalled Deals

As I mentioned in part 1 of this two part blog series, many sellers are experiencing longer sales cycles and stalled deals. In fact, there are probably more stalled deals in your CRM/ATS then you realize or care to ...

Dan Fisher
Dan Fisher
  |  

April 21, 2020

Understanding How, Why Your Customers Buy, Key To Unlocking Your Stalled Deals

Many sellers are experiencing stalled sales cycles in which customer's are delaying  decisions by days, weeks and in some cases even months.  I'm talking about deals that are sitting on the goal line.  Deals in which ...

Dan Fisher
Dan Fisher
  |  

April 13, 2020

The ACTIVITY of Candidate Pipelining

Given the uncertain and turbulent times we're living in, I thought now would be the opportune time to remind recruiters of the correct definition and importance of candidate pipelining.  If you're an IT recruiter, now ...

Dan Fisher
Dan Fisher
  |  

March 30, 2020

Four Compelling Reasons for Recruiters, Sales Reps to Embrace Video

Imagine what would happen if you could increase your prospect or candidate email open rate by 5X and your click-through rate by 8X? That’s a massive jump in the number of prospects or candidates reading and taking ...

Dan Fisher
Dan Fisher
  |  

March 20, 2020

Candidate Call Planning, Six Keys to Productive Candidate Calls

Is Cold Calling Candidates Dead? There has been a great debate whether or not cold calling candidates remain relevant in professional recruiting.  Perhaps you have seen the articles on Google and LinkedIn that read ...

Dan Fisher
Dan Fisher
  |  

March 18, 2020

Tips For Leading Your Team Remotely Through COVID-19

With the Coronavirus (COVID-19) situation rapidly evolving, I wanted to share a few tips for those who are now tasked with leading a remote team of sales reps or recruiters.

Dan Fisher
Dan Fisher
  |  

March 10, 2020

Three Recruiter Communication Skills for Rapport Building

The ability to clearly communicate with candidates is the foundation on which recruiting careers are built.  With today’s highly educated and highly empowered candidate, it’s paramount that recruiters possess ...

Dan Fisher
Dan Fisher
  |  

February 25, 2020

9 Areas For Recruiters to Exercise Natural Sense of Curiosity Gain Advantage

In my prior blog post, How to Read, Understand a Client Job Description, I discussed the importance of recruiters possessing a natural sense of curiosity. Having a natural sense of curiosity means having an active mind. ...

Dan Fisher
Dan Fisher
  |  

February 19, 2020

How to Read, Understand a  Client Job Description

Do you recall the old marketing slogan from General Electric, “We bring good things to life.” This slogan was heard at the end of all of their commercials throughout the 80’s, 90’s and even into the early 2000’s. What ...

Dan Fisher
Dan Fisher
  |  

February 14, 2020

Executing the Candidate Reference Call

For many recruiting professionals, conducting candidate reference checks is a thing of the past.  Many find it to either be too difficult or too time consuming or both.  Not only that, most recruiters will tell you that ...

When and how to ask for candidate references
Dan Fisher
Dan Fisher
  |  

February 11, 2020

When and How to Ask For Candidate References (and actually get them)

I know, as you read this blog topic you probably thought to yourself, "really, who in the heck does candidate reference checks these days?"  Yes, sadly, many recruiting professionals have stopped conducting references ...

lead nuturing.jpeg
Dan Fisher
Dan Fisher
  |  

November 22, 2019

How to Scale For Sales Revenue Growth in 2020

As the new year quickly approaches, it's time for staffing leaders and CEO's to ensure they have the right strategy in place to scale for sales revenue growth in 2020. Scaling for growth is about replicating success ...

wasting-money-918x516
Dan Fisher
Dan Fisher
  |  

November 15, 2019

The High Cost of Haphazard Sales Onboarding

As the IT staffing industry continues to grow, services are increasingly commoditized by  off shore competition and low-cost, high touch providers who focus on "skill marketing." As a result, IT staffing firms are (have ...

devices-management-recruiting
Dan Fisher
Dan Fisher
  |  

October 11, 2019

Three Benefits of Sales Enablement Technology

Sales enablement is a strategic approach to uniting owners, sales leaders, sales managers, salespeople, marketing and sales operations around the common goal of equipping salespeople with the right resources to sell ...

sales-training
Dan Fisher
Dan Fisher
  |  

September 24, 2019

Why Your Sales Training May Be Irrelevant

Sales training and sales onboarding is supposed to deliver the skills and knowledge that sales reps need to perform to meet and exceed sales quota.  But if you’ve spent any time in sales, you know that sales ...

candidate pitch
Dan Fisher
Dan Fisher
  |  

September 17, 2019

Three Sales Skills Menemsha Group Drastically Improves

Improving sales skills is one of the reasons customers chose to work with Menemsha Group. Our sales methodology including all of our training content, playbooks and exercises is the vehicle that brings sales reps from ...

download-2
Dan Fisher
Dan Fisher
  |  

September 10, 2019

Three Strategies to Improve  Manager Productivity

The daily routine of a selling branch manager, sales manager or recruiting manager is nothing short of chaotic.  From supporting  recruiters and sales reps on calls to completing administrative tasks and monitoring ...

active candidates passive candidates
Dan Fisher
Dan Fisher
  |  

August 21, 2019

The Real Reason Why Recruiters Can't Find Qualified Candidates

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

metrics-3
Dan Fisher
Dan Fisher
  |  

August 15, 2019

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

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

sales hack better way
Dan Fisher
Dan Fisher
  |  

July 12, 2019

Clever IT Sales Hack for Asking AMAZING Probing Questions

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 ...

Dan Fisher
Dan Fisher
  |  

July 11, 2019

Eight Sales Exercises To Improve Your Consultative Selling Skills

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 ...

Growth-Sustainability-Revenue
Dan Fisher
Dan Fisher
  |  

July 09, 2019

Three Reasons IT Staffing Firms Struggle to Scale

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.  ...

Onboarding-Sign
Dan Fisher
Dan Fisher
  |  

July 05, 2019

Sales Onboarding 101, The What, Why and How

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.

the definitive guide to sales forecasting
Dan Fisher
Dan Fisher
  |  

July 04, 2019

The Definitive Guide to Sales Forecasting

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 ...

sales_follow_up
Dan Fisher
Dan Fisher
  |  

July 03, 2019

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

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 ...

commission_tracker_image_of_report2-082816-edited
Dan Fisher
Dan Fisher
  |  

June 24, 2019

Business Acumen, the What, Why and How for Salespeople

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 ...

insight-selling
Dan Fisher
Dan Fisher
  |  

June 24, 2019

Leveraging Sales Triggers in Your New Business Development Campaign

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 ...

Millenials
Dan Fisher
Dan Fisher
  |  

June 12, 2019

Six Tips for Training Your Millennial Salesforce

One of the biggest challenges senior sales leaders face is how to onboard and train  millennial salespeople. It’s a daunting task, and an expensive one. Getting new employees up to speed can cost up to 30 percent of a ...

sales_process_road_map
Dan Fisher
Dan Fisher
  |  

June 11, 2019

Your Guide to Understanding Sales Process

Hiring "A" players is not a repeatable or scalable solution for growing your business because there simply isn't enough "A" players in the marketplace. Even if you could load up on talented "A" players, they still need ...

Consistency
Dan Fisher
Dan Fisher
  |  

June 10, 2019

Sales Training User Adoption Plan, The What and Why

IT staffing firms depend on their sales team to grow revenue and maintain gross profit margins.  To support them in this responsibility, they invest in designing, supporting and sustaining their overall sales enablement ...

commission_tracker_image_of_report2-082816-edited
Dan Fisher
Dan Fisher
  |  

June 10, 2019

Three Ways For Calculating Your Sales Training Budget

According the 2017 State of the Industry report from the Association for Talent Development, organizations invest on average $1,273 per employee for training, learning and development.  Organizations smaller in size ...

buildvsbuy2
Dan Fisher
Dan Fisher
  |  

June 09, 2019

IT Staffing Sales Training, Build or Buy (Outsource it)

Developing, delivering and maintaining an IT staffing sales enablement program requires strategic planning and capital in the form of sales methodology expertise, instructional design knowledge and technology.  Because ...

new-hire-orientation-onboarding
Dan Fisher
Dan Fisher
  |  

June 09, 2019

Sales Onboarding Nailing the First 30 Days

Many sales leaders think of sales onboarding as an additional cost that chips away at their profitability.  The reality is, faster sales onboarding is your quickest and lowest hanging fruit for generating revenue. Yes, ...

A-5-Step-Plan-to-Boost-the-ROI-of-Your-Sales-Training
Dan Fisher
Dan Fisher
  |  

June 08, 2019

Seven Benefits of Online Sales Training

As you're probably aware, more and more educational institutions and businesses are adopting online sales training. This is largely due to the increase in affordable and easy to use technology that makes online sales ...

video recorded training
Dan Fisher
Dan Fisher
  |  

June 06, 2019

The Value of Video Sales Coaching

If you’re a sports fan than you probably already know that top professional athletes love to watch and study video footage of other top athletes. For example, NBA all-stars Kevin Durant and Steph Curry love watching old ...

banner-our-approach
Dan Fisher
Dan Fisher
  |  

June 04, 2019

Online Sales Training vs. Instructor-led Classroom Training

If you’re trying to find the best training program for your employees, there are a few things to consider when it comes to online sales training vs. instructor-led classroom training. In this blog post I share the ...

mobile learning
Dan Fisher
Dan Fisher
  |  

May 28, 2019

Five Reasons to Adopt Mobile Sales Training

Sales Performance International reports that new sales reps lose 84 percent of what they learn in sales training within 90 days. Trainingindustry.com says U.S. companies spend on average $5,000 per sales rep on sales ...

video training image.jpg
Dan Fisher
Dan Fisher
  |  

May 25, 2019

Four Reasons to Incorporate Video Into Your Sales Training

When your new recruiter or new sales rep walks through your door on day one you should have two objectives; make them feel welcome and part of the team, and ramp them up to quota attainment as quickly as possible. The ...

metrics that track sales onboarding effectiveness
Dan Fisher
Dan Fisher
  |  

May 21, 2019

How to Create Metrics that Track Sales Onboarding Effectiveness

In the years since I launched Menemsha Group I have met and spoken with hundreds of IT staffing leaders including owners, COO's, CFO's and Sales VP's.  They tell me repeatedly over and over that their number one ...

new school sales leadershp
Dan Fisher
Dan Fisher
  |  

May 20, 2019

Three Ways to Structure Sales Coaching for Maximum Impact

Studies show that sales coaching, not training or performance management is by far the most powerful tool for improving sales performance.  Yet there are a number of obstacles that stand in the way of sales managers ...

management-training
Dan Fisher
Dan Fisher
  |  

May 19, 2019

Three Reasons Why Managers Should Dedicate More Time to Sales Coaching

There are sales managers who coach, mentor and develop their salespeople and there are sales managers who don't. Sales managers who fail to coach are not necessarily bad managers, but they are neglecting an amazing ...

Sales Coaching Whistle
Dan Fisher
Dan Fisher
  |  

May 19, 2019

Seven Essential Sales Coaching Skills

Do you want to lead your sales team and each of your team members to achieve even greater success?  As the manager do you want to increase the value of each of your team members? Of course you do!  Sales coaching is the ...

sales_coach
Dan Fisher
Dan Fisher
  |  

May 19, 2019

Sales Coaching 101, The What, Why & How

What exactly is sales coaching and what does sales coaching entail? You hear a lot about sales coaching these days. It’s one of the key skills of the modern sales manager.  In this blog post I'm going to provide an ...

current state and desired future state
Dan Fisher
Dan Fisher
  |  

May 09, 2019

Six Steps to Leading Sales Transformation

Staffing owners and CEO's face non-stop pressure to deliver above-market growth during the best of times. When the economy is weak, that demand grows even stronger. While mergers and acquisitions have the ability to ...

Consistency
Dan Fisher
Dan Fisher
  |  

May 08, 2019

How and Why Consistent Sales Behaviors Breeds Predictable Success

Market leaders, whether it be the staffing industry, manufacturing, software, financial services or any other industry all share one thing in common; their sales teams are a well oiled machine, operating in unison and ...

Consistency
Dan Fisher
Dan Fisher
  |  

May 03, 2019

Structured Onboarding, Enabler to Scaling Your Staffing Business

Having a scalable sales organization,  one that produces repeatable and sustainable revenue growth without being overly dependent on a key customer or top performer requires IT staffing firms to adopt a structured new ...

sales lead generation best practice
Dan Fisher
Dan Fisher
  |  

May 02, 2019

Three Tactics for Recruiters to Generate Sales Leads

Generating quality sales leads on a consistent basis is critical to the success of any recruiter and is a key component to becoming a top performing recruiter. In this blog post I’m going to share with you three tactics ...

sales_follow_up
Dan Fisher
Dan Fisher
  |  

April 30, 2019

Examples of Consultative Selling vs. Transactional Selling

Over the past several years we've  been hearing how the IT staffing industry continues to become more and more commoditized.  There are a number of reasons for the staffing industry becoming commoditized including low ...

consultative selling
Dan Fisher
Dan Fisher
  |  

April 29, 2019

The What, Why and Benefits of Consultative Selling

How do you sell?  Whether you know it or not, you have a sales methodology of some kind. For most sellers, they have their own preferred way of selling and typically it centers around the activities they are most ...

banner-our-approach
Dan Fisher
Dan Fisher
  |  

April 16, 2019

Solutions to Top Sales Challenges of 2019

Research from Richardson's 2019 Selling Challenges Research Study highlights the key sales challenges that sales professionals face. They received responses from more than 300 participants. Their research not only ...

sales retention
Dan Fisher
Dan Fisher
  |  

April 12, 2019

Four Ways to Reduce Employee Turnover

For IT staffing organizations, high recruiter and sales rep turnover isn’t just disruptive—it can be financially devastating and demoralizing. According to a DePaul University study, the average turnover cost per sales ...

sales meeting
Dan Fisher
Dan Fisher
  |  

April 01, 2019

Five Tips for Scheduling First Time Sales Meetings

“Hey there, I will be in your neighborhood next week and I just wanted to see if we could meet for a few minutes to make introductions.”

Whats-Next-Web
Dan Fisher
Dan Fisher
  |  

December 13, 2018

Your Sales Team Completed Training, Now Comes Change Management

If you're like most staffing leaders than you're probably planning a skills improvement initiative for later this year or you're currently in the middle of sales and/or recruiter training program.  Or, perhaps you’re in ...

insight selling2
Dan Fisher
Dan Fisher
  |  

December 07, 2018

Great Video Illustrating Insight Selling

In case you haven't heard, buyer behavior has dramatically changed. Buyers are empowered and more sophisticated and, thanks to the internet, flooded with information and research overload. At the same time your buyers ...

3-Areas-to-Look-at-To-Grow-Your-IT-Staffing-Firm-
Dan Fisher
Dan Fisher
  |  

December 06, 2018

Sales Leaders Guide to Building a Scalable Sales Organization

Charisma and being an extrovert can be advantageous in sales. In fact, many people attribute sales success to personality traits rather than to skills that can be coached or taught.  Despite that, corporate America ...

pain
Dan Fisher
Dan Fisher
  |  

November 16, 2018

Prospecting and Getting Customers to "Admit Pain"

They key to prospecting and creating new sales opportunities resides within the salesperson's ability to get the prospect or customer to admit pain.  Getting customers to admit that they have a business issue that needs ...

market leader
Dan Fisher
Dan Fisher
  |  

November 14, 2018

The Secret Behind High Growth Staffing Firms

Market leaders, whether it be the staffing industry, manufacturing, software, financial services or any other industry all share one thing in common; their sales teams are a well oiled machine, operating in unison and ...

Insight Selling-1
Dan Fisher
Dan Fisher
  |  

November 09, 2018

How Top Performers Execute Insight Selling

In case you haven't heard, buyer behavior has dramatically changed. Buyers are empowered and more sophisticated and, thanks to the internet, are flooded with information and research overload. At the same time your ...

insight-selling-1
Dan Fisher
Dan Fisher
  |  

November 07, 2018

What is Insight Selling?

What is insight selling? While it may be a new concept to you and many in the staffing industry, insight selling has been around for years and has been deployed by sales professionals in other industries including ...

searching
Dan Fisher
Dan Fisher
  |  

October 31, 2018

Consultative Sales Strategies for 2019

Adopting a consultative sales approach is paramount for today's IT staffing sales professional.  Gallup Group reports less than half of customers believe sellers adequately address their problems. This problem stems ...

consultative selling
Dan Fisher
Dan Fisher
  |  

October 29, 2018

Six Step Consultative Selling Framework

Not surprisingly, most sellers think and believe they’re consultative in their sales approach. But are they? Think about it for a second. When a customer goes MIA and you’re awaiting candidate interview feedback, do you ...

consultative selling puzzle
Dan Fisher
Dan Fisher
  |  

October 26, 2018

Quick Primer (and reminder) on Consultative Sales Approach

A consultative sales approach is one in which identifying and discussing the needs of the customer including their challenges and issues are the focal point of the conversation and basis for the sale.  Adopting a ...

qualifying-desicion-making
Dan Fisher
Dan Fisher
  |  

October 08, 2018

Accelerate Your Sales Cycle With a Customer Hiring Plan

Accelerating the customer’s hiring and buying process refers to managing all of the tasks and events that must be acted upon and the decisions that must be made by you and your customer from the time the job order is ...

banner-our-approach
Dan Fisher
Dan Fisher
  |  

September 27, 2018

How to Conduct (Peer) Deal Reviews

Studies show that sales leaders who operate with a consistent and repeatable sales cadence outperform those who don't.  Daily huddles, and a weekly sales forecast have become commonplace for most sales teams.  As part ...

money-1
Dan Fisher
Dan Fisher
  |  

September 14, 2018

Creating Your Sales Training Budget

Sales quotas continue to rise year after year despite the fact that Salesforce.com's State of Sales report found that 57% of all salespeople fail to meet sales quota. To close this gap organizations are investing in ...

project-management-sales-guy
Dan Fisher
Dan Fisher
  |  

September 12, 2018

Accelerating Your Customer's Hiring, Buying Process

Accelerating your customer’s hiring and buying process refers to managing all of the tasks and events that must be acted upon and the decisions that must be made by you and your customer. The better you can understand ...

leadership
Dan Fisher
Dan Fisher
  |  

August 24, 2018

The Role of the Manager in Employee Training

One area in which we invest a lot of time with our customers is educating them on the importance of change management and user adoption. Training, learning and development doesn’t end when the training program ...

sales-enablement-content
Dan Fisher
Dan Fisher
  |  

August 10, 2018

10 Compelling Statistics to Embrace Sales Excellence

Sales enablement has grown dramatically over the past few years. In 2013 less than 20% of companies dedicated resources specifically for sales enablement. Yet by the end of 2017, close to 60% of companies were focused ...

Microlearning
Dan Fisher
Dan Fisher
  |  

August 01, 2018

8 Benefits to Microlearning

Don’t worry, you’re not alone if you are not familiar with the term microlearning.  It’s not a new concept, but it has been a hot topic trend that is proven to improve employee training including learner retention and ...

3-Traits-of-an-IT-Staffing-Sales-Manager-That-Will-Help-Your-Firm-Grow
Dan Fisher
Dan Fisher
  |  

June 28, 2018

The Difference Between Sales Coaching and Manager Feedback

Our lives have become inundated with feedback. Think about all of the apps on your phone that you use to grab a ride, rent a villa, book a hotel room, make dinner reservations. They all give you the option for ...

sales enablement
Dan Fisher
Dan Fisher
  |  

June 26, 2018

Sales Coaching Targeting Your Core Performers

Many sales organizations have invested more time, money and effort over the past few years training their sales managers to improve their sales coaching skills then they did in the previous twenty-five. This makes ...

Sales Coaching Whistle
Dan Fisher
Dan Fisher
  |  

June 19, 2018

The Case for Hiring a Full Time Sales Coach

Anyone who has been in sales management for any length of time knows that the key to retaining salespeople and transforming average sales performers into top performers is sales coaching. Yet the roadblocks and reasons ...

tools
Dan Fisher
Dan Fisher
  |  

May 15, 2018

Four Sales Enablement Tools Your Salesforce Needs Today

Are your sales reps conversation ready?  Before you say ‘yes’, take a minute to stop and think about it. No sales rep is perfect.  Heck, all reps struggle with executing at one or more stages of the sales process. That ...

sales enablement2
Dan Fisher
Dan Fisher
  |  

May 09, 2018

Four Signs it is Time to Hire a Sales Enablement Manager

Frequently I get asked by customers and industry colleagues, "Dan, what are the trends you're seeing in the marketplace?" "Dan, what are some of the best practices you see high growth IT staffing firms adopting?  "What ...

sales enablement
Dan Fisher
Dan Fisher
  |  

May 03, 2018

Sales Enablement, The What & Why It Matters

If you work in a training, learning and development function, than chances are you’ve heard the term sales enablement.  While it has been a hot topic, there seems to be a bit of confusion around what exactly it is and ...

sales-compensation
Dan Fisher
Dan Fisher
  |  

April 06, 2018

Candidate Rate Negotiation, Six Rules for Recruiters to Live By

Before we can start to discuss the specifics of candidate rate negotiation, six rules for recruiters to live by, I think it is important that recruiters first understand exactly what is within their control and what is ...

interview-candidates-1
Dan Fisher
Dan Fisher
  |  

April 04, 2018

Mock Interviews - Improve Interview to Offer Ratios

Preparing candidates for the client interview, the recruitment life cycle stage we're all striving to get to with all of of our candidates.  The key to a successful client-candidate interview including a recruiter's ...

tough-decisions-ahead
Dan Fisher
Dan Fisher
  |  

April 03, 2018

Qualifying  Your Candidate's Decision Making Process

Previously I discussed the keys to effectively screening and qualifying a candidate’s current situation, their technical skills and experience and how to qualify and establish pay rate/salary history.  I also shared ...

Life Event Banner
Dan Fisher
Dan Fisher
  |  

April 02, 2018

Qualifying Your Candidate's Compelling Event

IT recruiters interested in improving their recruiting effectiveness including client job offer offer to candidate acceptance ratios-particularly with passive candidates, will want to make sure that they know how ...

wasting-money-918x516
Dan Fisher
Dan Fisher
  |  

April 01, 2018

Qualifying Candidate Pay Rate

Money is a funny thing in our culture.  In general people don't go around sharing with other people how much money they make or what they paid for their house or car. For most people, money is emotional.  People have ...

interview questions
Dan Fisher
Dan Fisher
  |  

April 01, 2018

Screening & Qualifying Your Candidate's Technical Skills & Experience

Once you have effectively sourced and qualified your candidate’s current situation, you can transition the candidate interview to screening and qualifying your candidate’s technical skills and experience.   Screening ...

qualiying current situation
Dan Fisher
Dan Fisher
  |  

March 31, 2018

Qualifying Your Candidate's Current Situation

One you have sourced your active and passive candidates it is time to begin interviewing and screening your candidates.  I think a good and natural place to begin is by qualifying your candidate’s current situation. ...

active candidates passive candidates
Dan Fisher
Dan Fisher
  |  

March 31, 2018

Best Practices for Sourcing Active & Passive Candidates

In this blog post I’m going to highlight best practices for sourcing active & passive candidates. Candidate sourcing, an early stage activity in the overall IT recruitment process, is the recruiting activity of ...

42e236b3bff11950cbdc068931d3991f
Dan Fisher
Dan Fisher
  |  

March 31, 2018

To Boost Candidate Submittals Master the Skill, Disarming Candidates

This may not be the case with you and your team of IT recruiters, but many recruiters are struggling to hit their weekly candidate submittal goal. For many staffing firms the weekly goal or standard is ten candidate ...

candidate interview feedback call
Dan Fisher
Dan Fisher
  |  

March 22, 2018

Sales Training: Executing The Candidate Interview Feedback Call

By far, the most important phone call or conversation that IT staffing sales professionals engage in is the candidate interview feedback call.  This is the conversation in which the salesperson speaks with the customer ...

candidate pitch
Dan Fisher
Dan Fisher
  |  

March 15, 2018

Preparing For & Executing the Candidate Submittal Call

While prospecting for new business including cold calling, objection handling and running face to face sales meetings get a ton of well deserved attention,  executing the candidate submittal call is probably the most ...

sales qualification3
Dan Fisher
Dan Fisher
  |  

March 13, 2018

Four Characteristics All Qualified Job Orders Must Share in Common

What is the definition of a qualified sales opportunity, or in the world of staffing, a qualified job order? There is no universally agreed upon answer. However, a few clarifications are needed because the concept of a ...

lead nuturing.jpeg
Dan Fisher
Dan Fisher
  |  

March 09, 2018

7 Steps to Mastering Lead Nurturing

Until recently, salespeople could generate sales leads on their own, lead and even control their prospects through the entire sales process.  Salespeople were involved early in the customers research and diagnosis ...

sales pitch
Dan Fisher
Dan Fisher
  |  

March 07, 2018

Sales Training: How to Execute the Candidate Skill Marketing Call

I see two common mistakes with with recruiters and sales reps attempting to skill market candidates to their customers. The first mistake is they fail to understand the difference between selling and pitching.  The ...

sales meeting
Dan Fisher
Dan Fisher
  |  

February 26, 2018

How "Best of the Best" Execute Initial Sales Meeting

“How many new business development sales meetings did you go on last week?" "How many new business development sales meetings do you have scheduled for this week?" "Dan, you need to schedule more sales meetings with new ...

sales negotiation
Dan Fisher
Dan Fisher
  |  

February 21, 2018

How to Master Any Sales Negotiation

Like most things in the life, the time, energy and effort you put into something has a direct correlation to what you get out of it. Mastering your sales skills including sales negotiation is no different. After all, ...

negotiation_table
Dan Fisher
Dan Fisher
  |  

January 16, 2018

6 Common Sales Negotiation Mistakes & How to Avoid Them

If just getting to the sales negotiation stage of the sales process feels like a marathon, what does it take to cross the goal line with terms and pricing that everyone agrees on? There are plenty of missteps, pitfalls ...

sales follow-up call_checking in
Dan Fisher
Dan Fisher
  |  

January 09, 2018

Five Tips for Converting Cold Calls into Sales Meetings

The mere phrase ‘cold calls’ give many salespeople a case of the cold sweats and makes the hair on the back of their neck stick up. Nonetheless, cold calling is still a very effective sales prospecting technique for ...

Dan Fisher
Dan Fisher
  |  

December 14, 2017

Five Classic Sales Books to Read This Holiday Season

The end of the year is upon us.  Whether your sales team has already met their goal and is taking some much needed time off, or is working while they wrap presents to meet their quota, I've always found year-end to be ...

diagnose
Dan Fisher
Dan Fisher
  |  

November 01, 2017

Diagnosing Why Your Sales Reps Are Under Performing

Imagine going to your family doctor for your regularly scheduled check up and after catching up and discussing your your holiday plans and how your kids are doing, your doctor instantly gives you a clean bill of health. ...

Dan Fisher
Dan Fisher
  |  

September 15, 2017

Your New Hires Completed On-boarding, But Can They Execute?

When a new sales new hire or new recruiter joins your staffing firm, their success is primarily dependent upon on whether or not you nail the first 30 days of sales onboarding.  As I have discussed in past blog posts, ...

time management.jpg
Dan Fisher
Dan Fisher
  |  

September 13, 2017

5 Reasons Why Salespeople Focus on the Wrong Sales Activities

Having worked with hundreds of IT staffing CEO's and business owners, I’ve heard more than my fair share of frustrations and complaints over salespeople spending too much time on the wrong activities. I'm talking about ...

Dan Fisher
Dan Fisher
  |  

August 18, 2017

The 6 Most Common Reasons Why New Sales Managers Fail

In corporate America it's standard operating procedure to promote the top sales performer into management despite the fact that it's common knowledge that many of those top performers struggle with leading and managing ...

3-Steps-to-Building-a-Winning-Sales-Methodology-for-Your-IT-Staffing-Firm.jpg
Dan Fisher
Dan Fisher
  |  

August 15, 2017

The Importance of Sales Cadence

Today’s sales leader is expected to be part sales superstar who still closes deals and models the desired sales behaviors, part sales trainer, part CRM/ATS expert, part “chief problem solver,” and responsible for a ...

sales_forecast.jpg
Dan Fisher
Dan Fisher
  |  

August 09, 2017

What You Can Learn From an Inaccurate Sales Forecast

I've been blessed with the opportunity of working with hundreds of sales and recruiting teams from IT staffing companies across the country.  One of the most common questions I get is "Dan, how does our sales team stack ...

Dan Fisher
Dan Fisher
  |  

August 03, 2017

Seven Traits of a High Performing Sales Culture

Every IT staffing sales organization has a sales culture.  Great ones are hard to come by because they take a long time to develop and tremendous effort to sustain.   Sales teams can have a lousy sales culture but still ...

sales training mistakes3.jpeg
Dan Fisher
Dan Fisher
  |  

July 26, 2017

How To Avoid The 5 Most Common Sales Onboarding Mistakes

The time lapse between your sales new hire's start date and the date in which they track to meet or exceed sales quota represents your opportunity cost to onboard a new sales rep.  A shorter ramp up time means reduced ...

Dan Fisher
Dan Fisher
  |  

July 19, 2017

Six Ways to Ensure Your Sales Training "Sticks"

As a business owner or sales and recruiter leader, the first hurdle you must overcome with your new hire on-boarding and training program is to capture and keep your learners attention.  If you bore them, you will lose ...

Dan Fisher
Dan Fisher
  |  

July 07, 2017

15 Interesting, Surprising and Insightful Sales Statistics

Having now written several hundred blogs on a variety of topics,  I decided to aggregate some of the more interesting and surprising sales statistics I've churned up over the years.  I share them with you in hopes they ...

sales follow-up call_checking in.jpeg
Dan Fisher
Dan Fisher
  |  

June 21, 2017

3 Alternatives to Replace "Checking in" as Your Sales Follow-up Call

For those of you who know me and/or have been through my sales methodology training know that I'm not an advocate for the "just checking in" follow-up call.  It really is a waste of a sales call and a wasted ...

MG_BuyerJourneycrop.jpg
Dan Fisher
Dan Fisher
  |  

June 14, 2017

Your Guide to Understanding the Sales Pipeline

“How’s your sales pipeline looking?” “Are you ready for the pipeline review meeting?”  “What did you add to your sales pipeline this week?” 

three common sales forecasting mistakes
Dan Fisher
Dan Fisher
  |  

May 19, 2017

Three Common Sales Forecasting Mistakes

As a sales leader, missing your number sucks. Even worse is delivering the news to your CEO.  Talk about a quick way to kill your credibility!  Does this conversation sound familiar?

4-Reasons-Your-Best-Sales-Rep-May-Be-Your-Worst-Sales-Trainer.jpg
Dan Fisher
Dan Fisher
  |  

May 19, 2017

Developing Your Go-to Market Strategy

Every CEO would smile ear to ear if they could grow their business faster than the industry. A well designed go-to-market strategy is imperative to achieving this level of growth and it requires more than sales, ...

buyer_journey_mountain_climb.jpeg
Dan Fisher
Dan Fisher
  |  

May 17, 2017

Which Does Your Team Need, Sales Process or Sales Methodology?

Understanding the difference between sales process and sales methodology can be confusing as they often get mixed up.  In order to maximize the effectiveness of your sales team it is important that you not only ...

Dan Fisher
Dan Fisher
  |  

May 10, 2017

Four Common Mistakes Holding Back Your Sales Growth

If you're a fan of professional sports such as the NBA then you know 'it's  players league.'  What that means is talent wins championships and the coaches are irrelevant.  Most IT staffing firms are continuously on the ...

new school sales leadershp.jpeg
Dan Fisher
Dan Fisher
  |  

April 28, 2017

Are you an "Old School" or "New School" Sales Leader?

What does it mean to be an effective sales leader in today's ultra-competitive staffing industry with a constantly evolving talent workforce? By 2025, experts predict that millennials will make up 75 percent of the ...

Dan Fisher
Dan Fisher
  |  

April 19, 2017

How to Establish Fair, Challenging Sales Quotas

Each year sales leaders are faced with the agonizing task of creating fair but challenging sales quotas.  As a sales leader or business owner, the single task of establishing sales quotas arguably wields the biggest ...

commission_tracker_image_of_report2-082816-edited.gif
Dan Fisher
Dan Fisher
  |  

April 14, 2017

Structuring Your Sales Teams Compensation Plan

One of the many management challenges IT staffing owners face is figuring out how to compensate sales people effectively. We all know that we need to have a sales incentive compensation plan that motivates the ...

sales-compensation.png
Dan Fisher
Dan Fisher
  |  

April 12, 2017

Structuring Your Sales Leaders Compensation Plan

As the owner and CEO of a rapidly growing IT staffing firm you have many hats to wear but the core focus should always be on scaling the business for long-term sustainable, predictable revenue growth. That includes ...

3-Areas-to-Look-at-To-Grow-Your-IT-Staffing-Firm-.jpg
Dan Fisher
Dan Fisher
  |  

April 07, 2017

Overcoming the Objection "We Have a Vendors List"

IT Staffing sales professionals commonly run into this objection when calling on new prospects. As soon as the buyer realizes the nature of the phone call he or she says something along the lines of, "We have an ...

Sales Call Planning.jpeg
Dan Fisher
Dan Fisher
  |  

April 05, 2017

Creating a Buyer Aligned Sales Process

Operationalizing your sales team under a common sales process will help you win more deals. It will also help you win bigger deals faster and more frequently. Most staffing organizations make two fatal mistakes when it ...

buyer_journey_mountain_climb.jpeg
Dan Fisher
Dan Fisher
  |  

March 31, 2017

Why Salespeople Must Understand The Buyer Journey

I think it goes without saying that in this day and age, buyers don't want to be pitched to or feel like they're being sold to.  This old school sales approach offers zero value to the buyer. Instead, I think most sales ...

email-marketing-ecommerce.jpg
Dan Fisher
Dan Fisher
  |  

March 24, 2017

Six Sales Prospecting Email Templates to Open Doors

Yes, you read that correctly, these email templates will help you open doors and build relationships with new prospects. No, they will not work every single time but compared to the generic, “one size fits all” and ...

seven signs that prove your sales process is working
Dan Fisher
Dan Fisher
  |  

March 22, 2017

Seven Signs That Prove Your Sales Process is Working

Rolling out a new sales process is not easy.  It takes a lot of planning, research, communication and flat out hard work.  Despite all there is to understanding sales process, deploying a sales process is a very ...

sequencing sales calls.jpeg
Dan Fisher
Dan Fisher
  |  

March 10, 2017

Structuring and Sequencing Your Sales Discovery Questions

In my previous blog post, How to Prepare for and Open the Sales Discovery Call, I discussed the importance of the sales discovery call itself (for the sales person), and how to prepare for and open the call. Now I'm ...

sales discovery-call.jpg
Dan Fisher
Dan Fisher
  |  

March 08, 2017

How to Prepare for and Open the Sales Discovery Call

In most instances, the sales discovery call is the first real conversation with the prospect, and often the most important conversation.  I would argue that the sales discovery call actually sets the tone for the entire ...

salesdashboard
Dan Fisher
Dan Fisher
  |  

March 03, 2017

How to Fix Your Six Figure Problem, Your Sales Metrics

Think about how much time and energy you invest in reviewing sales metrics, sales pipeline reports, analyzing and updating your job board (assuming you have one in your office) and looking over sales forecasts in your ...

MG_BuyerJourneycrop.jpg
Dan Fisher
Dan Fisher
  |  

February 24, 2017

How and Why Sales Reps Must Sell the Way Buyers Buy

In this day and age it’s unfathomable to shop without using the internet. We research and buy products, pay our bills, book vacations, register for classes, file our taxes and download music all from the internet.  Just ...

3-Steps-to-Building-a-Winning-Sales-Methodology-for-Your-IT-Staffing-Firm.jpg
Dan Fisher
Dan Fisher
  |  

February 07, 2017

5 Ways Online Sales Training Saves Time Reduces Costs

According to an HBR article, U.S. companies spend over $70 billion annually on sales training, and an average of $1,459 per salesperson — almost 20 percent more than they spend on training workers in all other ...

voice mail message.jpg
Dan Fisher
Dan Fisher
  |  

January 27, 2017

Tips to Leaving Sales Voicemail Messages that Generate Call-Backs

According to Jill Konrath, sales calls go into voicemail 97% of the time.  Suffice it to say, sales professionals better be pretty darn good at leaving sales voicemail messages.  Heck, sales professionals have as little ...

always_be_closing.jpeg
Dan Fisher
Dan Fisher
  |  

January 26, 2017

Why Sales Reps Can't Close

If you have been in sales long enough, especially staffing sales, than you know there are a lot of reasons, reasons outside of our control, for which deals can blow up and fail to close. But there are other reasons, ...

4-Reasons-Your-Best-Sales-Rep-May-Be-Your-Worst-Sales-Trainer.jpg
Dan Fisher
Dan Fisher
  |  

January 04, 2017

Four Compelling Reasons For Training Your Sales Managers First

Most staffing leaders would agree that leading change and driving adoption of new skills, systems, processes and methodologies is challenging. Despite the challenges however, these same leaders also know that when done ...

2017-predictions.jpeg
Dan Fisher
Dan Fisher
  |  

January 03, 2017

Predictions for Improving Sales Effectiveness in 2017

While most IT staffing firms saw revenue growth in 2016 not nearly as many experienced improvement in their sales effectiveness (the ability to close a high percentage of deals, shorten your sales cycle, increase quota ...

sales kickoff meeting.jpg
Dan Fisher
Dan Fisher
  |  

December 29, 2016

Three Steps to Maximize Your 2017 Sales Kickoff Meeting

For many IT staffing firms, the annual sales kickoff meeting is the only event where the entire sales team gets together during the year. It’s an awesome opportunity and a fun opportunity to get the year off on the ...

Dan Fisher
Dan Fisher
  |  

November 23, 2016

6 Reasons For IT Staffing Firms to Adopt Gamification into Sales Training

There is a lot of buzz in the eLearning world about gamification. OK, I understand you might not be following trends and best practices for the training, learning & development industry but let me share with you how ...

Dan Fisher
Dan Fisher
  |  

November 21, 2016

Benefits of Adopting Social Learning into Your Sales Training Program

“Social learning” has been a hot buzzword in the world of training, learning and development for several years yet many people still often ask what social learning is and often get the term confused.  In this post I'm ...

Dan Fisher
Dan Fisher
  |  

November 16, 2016

6 Tips for Selecting a Learning Management System

With more and more staffing firms recognizing the benefits of online sales training, many staffing leaders are investing in Learning Management Systems (LMS).  But selecting the best Learning Management System for your ...

MG_BuyerJourney.png
Dan Fisher
Dan Fisher
  |  

November 04, 2016

Build Your Sales Methodology around Buyer Journey, Qualification Criteria

In this blog post I'm going to share with you how and why you should build your sales methodology around buyer journey, qualification criteria. 

buyer personas
Dan Fisher
Dan Fisher
  |  

November 01, 2016

To Drive Consultative Selling First Build Buyer Personas

I think we all agree that selling IT staffing services and more specifically, differentiating from the competition is really, really difficult.  Fortunately I have an idea that I think can help IT staffing sales ...

buyer persona
Dan Fisher
Dan Fisher
  |  

October 31, 2016

Why Salespeople Must Understand Buyer Personas

A study conducted by Forrester Research tells us that sales professionals must tailor their message specifically to each unique buyer type (IT hiring manager) they interface with because corporate decision makers expect ...

mindtickle_screenshot3_lms.png
Dan Fisher
Dan Fisher
  |  

October 25, 2016

Staffing Leader's Guide to Rolling out Sales Quotas

Budget season is upon us which means it is time to set sales quotas and recruiter quotas.  One thing staffing leaders know for sure is quotas are going up, not down.  Sure, your team will probably gripe and give you ...

Dan Fisher
Dan Fisher
  |  

October 12, 2016

Seven Tips For Asking Sales Probing Questions

It has often been said (or at least I say it often:) that professional selling is a lot like be a detective or a journalist. What makes a good detective or journalist??  They ask questions. They ask lots of questions ...

Onboarding-Sign-1.jpg
Dan Fisher
Dan Fisher
  |  

September 30, 2016

How to Organize New Hire On-Boarding to Accelerate Time to Quota

As a staffing leader responsible for leading a team of sales reps or recruiters, getting your new hires ramped up and hitting quota as quickly as possible is one of your most important responsibilities.  The sooner they ...

Dan Fisher
Dan Fisher
  |  

September 28, 2016

Replace "Checking in" With These Three Sales Follow Up Tactics

For those of you who know me and/or have been through our training know how I feel about telling prospects "I'm just checking in." When sales people open conversations or leave voice mail messages like this their ...

Sales Call Planning.jpeg
Dan Fisher
Dan Fisher
  |  

September 23, 2016

To Encourage Consultative Selling, Restructure Sales Onboarding

I had the opportunity to speak at Bullhorn Engage earlier this year.  During my presentation I asked the audience, "how may of you wish your sales reps applied a more consultative sales approach to engaging prospects ...

coaching sales reps to their sales pipeline
Dan Fisher
Dan Fisher
  |  

September 21, 2016

Coaching Sales Reps to Their Sales Pipeline

Are your sales pipeline conversations driving results?  For most staffing companies, the answer is no. The reason?  Most staffing organizations and their sales managers mistake sales revenue forecasting with sales ...

coaching_whistle_(2).jpg
Dan Fisher
Dan Fisher
  |  

September 15, 2016

How HubSpot Holds New Sales Reps Accountable to Their Sales Training

Based in Cambridge, MA HubSpot is a high growth company providing inbound marketing software and content management tools to small and midsize business. Their growth has been impressive. Hubspot launched in 2006 with ...

insight selling2
Dan Fisher
Dan Fisher
  |  

September 14, 2016

Three Levels to Sales Qualification

One of the most important sales activities is qualifying. This is where the rubber meets the road and the sales rep has to decide if if pursuing the company, contact and/or opportunity makes sense.  The salesperson is ...

How to Handle Sales Reps Who Object to Adopting Your Sales Process
Dan Fisher
Dan Fisher
  |  

September 09, 2016

How to Handle Sales Reps Who Object to Adopting Your Sales Process

Imagine you've invested the time and resources to develop a sales process. You're supremely confident it will streamline sales activities, generate better results, and make your salespeople more productive.  You only ...

Dan Fisher
Dan Fisher
  |  

September 06, 2016

How to Set Goals and Expectations with Your New Hires

As IT staffing firms continue to achieve success and rapidly grow, they also continue to face the never ending challenge of sales onboarding and accelerating new hire ramp up time.  Hiring a new employee is ...

4 ways sales process accelerates new hire onboarding
Dan Fisher
Dan Fisher
  |  

September 02, 2016

4 Ways Sales Process Accelerates New Hire On-Boarding

Rapidly on-boarding new sales reps and recruiters and getting them productive as quickly as possible is a key factor that separates top performing, high growth staffing firms from the competition. In fact, research from ...

sales_transformation-launch
Dan Fisher
Dan Fisher
  |  

August 31, 2016

10 Ways to Reboot Your New Hire On-Boarding

If your staffing organization is like most then going through the first few days and weeks of your sales and recruiter on-boarding training is probably like drinking water through a firehouse. And that means your new ...

fear-of-failure.jpeg
Dan Fisher
Dan Fisher
  |  

July 25, 2016

How to Encourage and Sustain a Culture of Continuous Learning

If you're not learning you're not growing and if you're not growing you're dying

Sales-Methodology-vs.-Sale-Process--Whats-the-Difference-and-Why-Does-it-Matter
Dan Fisher
Dan Fisher
  |  

July 08, 2016

How I Built a Sales Methodology to Help IT Staffing Firms

Before I launched Menemsha Group and before I was promoted into management I was a sales rep selling IT staffing and consulting services. I did it for about seventeen years. That's right, I pounded the phone day in and ...

3-Areas-to-Look-at-To-Grow-Your-IT-Staffing-Firm-.jpg
Dan Fisher
Dan Fisher
  |  

June 30, 2016

How One IT Staffing Firm Boosted Profits Over 25% in One Year

I've written consistently about the need for IT staffing firms to adopt a sales methodology to build a scalable sales organization and accelerate growth. With a sales methodology, your IT staffing firm will be able to ...

4-Reasons-Your-Best-Sales-Rep-May-Be-Your-Worst-Sales-Trainer.jpg
Dan Fisher
Dan Fisher
  |  

June 28, 2016

My IT Staffing Firm Has a New Sales Methodology. Now What?

You’re fully convinced a sales methodology can help your IT staffing firm scale . You know that getting all your reps to follow the same sales methodology will drive consistent, repeatable performance. You understand it ...

Sales-Methodology-vs.-Sale-Process--Whats-the-Difference-and-Why-Does-it-Matter.jpg
Dan Fisher
Dan Fisher
  |  

June 23, 2016

How We Built a Sales Methodology Just to Help IT Staffing Firms Grow

There are dozens of different sales methodologies out there. Many however are “one-size-fits-all.”  They’re not customized for the product or service you sell or the industry you sell to — not to mention your ideal ...

A-5-Step-Plan-to-Boost-the-ROI-of-Your-Sales-Training.jpg
Dan Fisher
Dan Fisher
  |  

June 21, 2016

How the Fastest Growing IT Staffing Firms Get Their Sales Methodologies

The majority of the fastest growing IT staffing companies use a sales methodology. And the majority of those firms built their sales methodology from them the ground up . But you don’t have to do that because the hard ...

5--Warning-Signs-Your-IT-Staffing-Firm-Needs-a-Sales-Methodology.jpg
Dan Fisher
Dan Fisher
  |  

June 16, 2016

5 Warning Signs Your IT Staffing Firm Needs a Better Sales Methodology

Do you know what makes you such a great salesperson? If you had to teach someone to replicate your success, could you? (If you’re not a great salesperson, think about the highest performer on your IT staffing firm’s ...

Sales-Methodology-vs.-Sale-Process--Whats-the-Difference-and-Why-Does-it-Matter.jpg
Dan Fisher
Dan Fisher
  |  

June 14, 2016

Sales Methodology Versus Sale Process

Sales and sales methodology enthusiasts like me may be guilty of sometimes letting ourselves get swept up in our enthusiasm for our topic. We might forget that the terminology we use — while necessary for explaining ...

Dan Fisher
Dan Fisher
  |  

June 09, 2016

3 Reasons a Good Sales Methodology Will Help Your IT Staffing Firm Scale

Do any of the following characterize your IT staffing firm’s sales organization?

Dan Fisher
Dan Fisher
  |  

June 07, 2016

3 Steps to Building a Winning Sales Methodology for Your IT Staffing Firm

Wouldn’t it be great if 90 percent of your sales reps achieved their quota 100 percent of the time? The bad news is, with the approach most firms take to sales and sales training, performance like this is well out of ...

Dan Fisher
Dan Fisher
  |  

May 26, 2016

Checklist: Is Your IT Staffing Firm Hiring the Wrong Sales Managers?

In my last post, I wrote about how most IT staffing firms make the major mistake of compensating their sales managers incorrectly, inadvertently encouraging them to focus on their own books of business, rather than ...

Dan Fisher
Dan Fisher
  |  

May 24, 2016

3 Ways to Turn a Good IT Staffing Salesperson Into a Great Leader

Who’s the best person to head up your IT staffing firm’s sales team? The obvious choice is whoever your best sales rep is. That’s what you’d think, anyway. But you’d be wrong.

Dan Fisher
Dan Fisher
  |  

May 17, 2016

The #1 Bad Habit of IT Staffing Sales Managers (and How to Fix It)

For the best salespeople, sales comes naturally. They take to the whole process — from making cold calls, to meeting with prospects, to communicating a value proposition, to closing deals — like the proverbial fish to ...

Dan Fisher
Dan Fisher
  |  

April 28, 2016

A 5-Step Plan to Boost the ROI of Your Sales Training

There are thousands of IT staffing firms across the country, with new ones springing up every month as IT veterans leave larger firms to strike it out on their own. According to Staffing Industry Analysts, the IT ...

Dan Fisher
Dan Fisher
  |  

April 19, 2016

The 3 Reasons Your IT Staffing Sales Reps Can't Pay for Their Seats

As the owner or sales director of an IT staffing firm, what matters more to you? That your new sales reps are out selling for you, closing deals as quickly as possible after you hire them, or that they have the skills ...

Dan Fisher
Dan Fisher
  |  

April 18, 2016

Things to Consider When Investing in Sales Training

No, it's not a trick question, but it is a tricky decision.  If you're like many of our client's, you probably have a finite budget in which you can invest in sales tools and services to improve sales performance and ...

Dan Fisher
Dan Fisher
  |  

April 14, 2016

How Long Should Your IT Staffing Firm’s Sales Training Last?

As the owner of a small IT staffing firm, you don’t have much time to waste. It’s a growing industry and a fast-moving industry, and if you’re like many of the owners I work with, you took a big risk to strike out on ...

Dan Fisher
Dan Fisher
  |  

April 01, 2016

Sustaining Sales Transformation with Change Management

So your IT staffing firm has decided to launch a sales transformation initiative.  Perhaps you went through a recent merger, launched a new service offering, opened a new market or are simply looking to revamp your ...

inner-banner-sales-training
Dan Fisher
Dan Fisher
  |  

March 17, 2016

Seven Consultative Selling Skills to Master

As I have mentioned in my other blog posts on the topic of consultative selling, changes in buyer behavior has created a paradigm shift in the world of sales. Simply put, the customer wishes to engage sales people much ...

ceo_leading_meeting
Dan Fisher
Dan Fisher
  |  

March 17, 2016

Benefits to Adopting a Consultative Sales Approach

With consultative selling the customer's needs are the focal point of the conversation, not the salesperson’s personal goal or agenda or his or her service offerings or their candidate.  With consultative selling the ...

account-planning.jpg
Dan Fisher
Dan Fisher
  |  

March 17, 2016

Consultative Selling Probing Question that Creates Sales Opportunities

Over the past 20+ years there has been a rapid shift from selling features and benefits to that of a consultative sales approach.  The biggest driver for this change has come directly from B2B buyers themselves. ...

Dan Fisher
Dan Fisher
  |  

March 07, 2016

The Sales Leader & CEO's Guide to Sales Transformation

In my blog post, A Primer on Sales Transformation for IT Staffing CEO’s & Sales Leaders I explained what sales transformation is and I highlighted some of the common business drivers that compel staffing CEO’s and ...

Insight Selling-1
Dan Fisher
Dan Fisher
  |  

February 24, 2016

A Primer on Sales Transformation for IT Staffing CEO's & Sales Leaders

Transforming your staffing firm and specifically your sales organization is no small order nor is it for the faint of heart.  It requires a clear vision, executive leadership including commitment from the CEO, careful ...

Dan Fisher
Dan Fisher
  |  

February 19, 2016

Ideas to Engage Employees Beyond New Hire Onboarding Orientation

If your new hire orientation is confined to asking your new hires to read an outdated three ring “company overview” binder followed by a few hours of “shadow training” than you might want to continue reading this ...

Dan Fisher
Dan Fisher
  |  

February 08, 2016

How to Run Your Morning Req Meeting

When we launch a new client project with a brand new customer we start off by spending a few days in their office so we can get to know the team, understand their processes and best practices and ultimately benchmark ...

Dan Fisher
Dan Fisher
  |  

February 02, 2016

6 Ways Top Sales Leaders Create Sales Culture

The number # 1 job of any sales leader is to develop their people ensuring they maximize their potential and ultimately hit or exceed their sales quota.  But how do they do it In today’s competitive IT staffing market ...

Dan Fisher
Dan Fisher
  |  

January 28, 2016

Sales Training Best Practice: Leveraging Role Play

Whether your chosen sport is basketball, football, baseball or hockey, the key to getting to the top of your game and perfecting it is practice. After all, practice makes perfect. We first hear this at a very young age ...

message in bottle
Dan Fisher
Dan Fisher
  |  

January 27, 2016

How Inconsistent Sales Messaging Kills Growth

Here I present to you Fast Growing Inc, a multi-million dollar IT staffing firm.  Joe the founder and owner wants to grow by opening several new offices. However, Sam, his VP of Sales and his team struggle to capture ...

Sales Call Planning.jpeg
Dan Fisher
Dan Fisher
  |  

November 23, 2015

Three Steps to Building a Customer Case Study

If you're a sales leader or sales professional cold calling to open new accounts, then you know how difficult it is to quickly disarm prospects, build trust and convert those cold calls into meetings. 

candidate bomb job interview
Dan Fisher
Dan Fisher
  |  

October 23, 2015

8 Interview Questions for Your VP of Sales

So, you’re looking to hire a VP of Sales for your staffing organization. The VP of Sales plays one of the most important roles in the organization because he or she is responsible for some very important assets: ...

Dan Fisher
Dan Fisher
  |  

October 22, 2015

11 Cool Sales Tools for IT Staffing Sales Professionals

What is that old saying from our friend Alec Baldwin, "Always Be Closing?" Yes, sales is about the art of closing.  But you know what, getting to the "closing" takes more than simply executing on a random series of ...

Dan Fisher
Dan Fisher
  |  

September 29, 2015

What Type of Sales VP to Hire for Your IT Staffing Firm

In my previous blog, What a VP of Sales Does in an IT Staffing Firm, I pointed out (in order of importance) the 6 most critical tasks a VP of Sales performs for an IT staffing firm.  In this post I want to share with ...

overcoming-objections
Dan Fisher
Dan Fisher
  |  

September 18, 2015

What a VP of Sales Does in an IT Staffing Firm

As you can probably image, being in the sales training business, I get many requests from my clients asking me for referrals when it comes to hiring sales people, especially sales leaders.  And the more that I see and ...

Dan Fisher
Dan Fisher
  |  

August 03, 2015

Guiding Principles for an IT Staffing Sales Training Program

Last month I had the opportunity to host a workshop for the Massachusetts Staffing Association.  I covered a wide array of topics but the overarching theme was on principles for building a sustainable and scalable sales ...

Dan Fisher
Dan Fisher
  |  

July 06, 2015

24 Sales Triggers For Calling Your Prospects Today

In my last blog post I explained what sales triggers are and how to leverage them in your sales efforts.  As a reminder, sales trigger events are occurrences that take place within or around your customer or prospective ...

Dan Fisher
Dan Fisher
  |  

March 11, 2015

Account Management: Reactive or Proactively Adding Value?

I read some very interesting research the other day and learned that the likelihood for sales people and account managers to win new business in existing accounts is between 60 and 70%.  Can you imagine closing 60-70% ...

Dan Fisher
Dan Fisher
  |  

March 02, 2015

The Importance of Strategic Account Planning

Your key customer accounts first and foremost must be protected and second, they need to be managed to grow to their full revenue potential. Failure to do so can result in financial ruin. Sales professionals including ...

Dan Fisher
Dan Fisher
  |  

February 23, 2015

Executing Your Strategic Account Development Plan

One of the things I have learned over the years is that it’s very difficult for sales reps to develop and execute account plans. There are a number of strategies and methodologies to follow but there seems to be very ...

Dan Fisher
Dan Fisher
  |  

February 23, 2015

Sales Coaching, Your Path to Improving Sales Performance

You know what the most powerful sales management tool is to improve sales performance?  Sales training? Nope. Compensation? Nope. Reporting and business intelligence? Nope. Incentives? Nope. Performance reviews? Nope. ...

sales qualification3
Dan Fisher
Dan Fisher
  |  

December 05, 2014

Identifying &  Qualifying Your Target Market

Three of the biggest and most common challenges IT staffing sales reps struggle with is 

Dan Fisher
Dan Fisher
  |  

October 28, 2014

5 Tips For Turning New Hires into Sales Superstars

We are paid professionals for identifying, interviewing, screening and delivering superstar candidates for our clients. We get paid handsome fees for our work. So why is it so darn difficult to turn our own internal ...

Sales Call Planning.jpeg
Dan Fisher
Dan Fisher
  |  

June 11, 2014

Grow Existing Accounts with Account Planning

This blog is part two of a two-part blog series on account development.  You can read part one, Questions to Consider for Account Planning & Growing Existing Accounts. In this blog post, grow existing accounts with ...

Dan Fisher
Dan Fisher
  |  

May 15, 2014

Questions to Consider for Account Planning & Growing Existing Accounts

One of the most common sales training requests (and sales goals of IT staffing firms) I hear from prospects and customers alike is growing existing accounts.  Let’s face it; everyone wants to grow revenue in their ...

Dan Fisher
Dan Fisher
  |  

April 16, 2014

Sales Performance Management Best Practices

A few years back I was attending a session at the Staffing Industry Analysts Executive Forum.  The speaker made the comment “in the staffing industry we’re too quick to hire and too slow to fire.”  That quickly struck a ...

Dan Fisher
Dan Fisher
  |  

March 09, 2014

Sales Negotiation & Sales Closing Tips From Pitch Man Don Draper

My brother introduced me to the T.V hit series Mad Men at the conclusion of season 3. I breezed through those first three seasons via Netflix in just a few weeks and haven't looked back since! What's not to love, sales, ...

Dan Fisher
Dan Fisher
  |  

February 19, 2014

How To Transition From Sales Manager to Sales Coach

A study conducted by CSO Insights found that a group of under performing salespeople had a win rate of 41% of their FORECASTED deals.  NOT pipeline, but deals forecasted to close.  Indeed, that is under performing and a ...

Dan Fisher
Dan Fisher
  |  

February 07, 2014

Seven Awesome Tips to Reinforce Sales Training

For those of you who know me, I vacation on Martha's Vineyard every summer, hence the name, Menemsha Group. A couple of years ago I decided to take a kite-boarding lesson.  While it was fun and a great day on the water ...

email-marketing-ecommerce
Dan Fisher
Dan Fisher
  |  

February 02, 2014

Perfect Example of a Horrible Sales Prospecting Email Message

Last week I recieved the sales email message below and felt we could all learn something from it.   My intent is certainly not to embarrass the sales person or company (which of course I have left their name out) but to ...

Dan Fisher
Dan Fisher
  |  

January 20, 2014

Sales Call Planning for Cold Calling, Key to Productive Cold Calls

From my experience, most IT staffing sales reps approach cold calling with a process and language that is at best, outdated and littered with old school cold calling tactics that lead to cold calling failure.  To be ...

Sales Call Planning.jpeg
Dan Fisher
Dan Fisher
  |  

November 13, 2013

Three Tips For Planning Your Sales Kickoff Meeting

Year end is fast approaching.  You know what that means right?  Holiday parties?  Wrong. It’s time to start planning your sales kickoff meeting.  In this three part series Menemsha Group offers tips for selecting a ...

Dan Fisher
Dan Fisher
  |  

October 22, 2013

Four Sales Negotiation Tips

In my blog posted earlier this month, I shared Three Simple Tips For Sales Negotiation.  If you have not yet read that blog and sales negotiation tips 1-3, you can click here to do so.  Let me now share with you sales ...

Dan Fisher
Dan Fisher
  |  

October 14, 2013

Three Sales Negotiation Tips Part One

While the hammer (the hard sell) at times may be the easiest way to go about a negotiation, it is often not the most effective.  And you can't continue to rely on the old stand by, you know the one.....the "take away."  ...

Dan Fisher
Dan Fisher
  |  

August 05, 2013

Tips To Make Sales Prospecting & New Account Development Efficient

Is sales really a numbers game? I think many believe this but I certainly don't.  When I run my sales training workshops and webinars I often ask the audience, "How many of you have a clearly defined target market," or ...

Dan Fisher
Dan Fisher
  |  

July 01, 2013

4 Prospecting Tips-Keys to Opening New Accounts Quicker

Prospecting and opening new accounts are the lifeblood for the IT staffing sales professional. IT staffing firms and sales professionals are under constant pressure to open new accounts quicker and more efficiently then ...

Dan Fisher
Dan Fisher
  |  

May 16, 2013

The Importance of Communicating Company Vision in Your Hiring Process

If you are like most of my clients, you’re business is probably growing and you’re looking to add recruiters and sales professionals to your staff.  I myself have been busy interviewing sales professionals on behalf of ...

Dan Fisher
Dan Fisher
  |  

May 06, 2013

Why Focusing on Closest to the Money is a Waste of Time

Sales pipeline management including sales forecasting accuracy and velocity has become a major challenge for IT staffing firms including sales leaders and CEO's.  Opportunities appear to be plentiful but business owners ...

why you can't accurately forecast sales
Dan Fisher
Dan Fisher
  |  

May 01, 2013

Why You Can’t Accurately Forecast Sales

Most companies I see and work with in the IT staffing industry struggle to forecast sales revenues.  In fact, many don’t even make an attempt at forecasting sales revenue.  Customers tell me they would love to be able ...

Dan Fisher
Dan Fisher
  |  

January 30, 2013

Four Sales Best Practices Adopted by Top IT Staffing Firms

Busy is good. Busy is productive. Busy equals success…or does it? When trying to motivate your IT staffing sales team to do more and work harder, it’s normal to push them to “get busy!” But busy work and IT staffing ...

Dan Fisher
Dan Fisher
  |  

October 04, 2012

Customer Spotlight-Getting out of your comfort zone

A  few weeks ago I received the best phone call any coach or mentor can receive.  I received a call from the first sales rep that I coached (as a “Menemsha sales trainer.”)  Her name is Lori, and to protect her and the ...

sales meeting calendar.jpeg
Dan Fisher
Dan Fisher
  |  

September 26, 2012

5 Tips for Running Successful Face to Face Sales Meetings

Sales meetings are crucial to a sales team’s success, if done properly.  They can make all the difference in the world in accelerating your new business development sales cycle.  But a poorly-run, disorganized sales ...

Dan Fisher
Dan Fisher
  |  

August 31, 2012

Is Your Value Proposition Strong Enough?

So many salespeople I speak with today in the IT staffing industry share with me how challenging it is cold calling into Fortune 1000 accounts and converting those cold calls into meetings.  I've come to discover that ...

Dan Fisher
Dan Fisher
  |  

August 16, 2012

Killer Sales Tools for Sales Prospecting & Lead Generation

Sales prospecting!  Can’t live with it, can’t live without it. In the world of sales-and more specifically-selling IT staffing and lead generation, one must always be prospecting in order to build and manage a healthy ...

objection handling2
Dan Fisher
Dan Fisher
  |  

June 18, 2012

IT Staffing Sales Objection Handling Tips & Proven Rebuttals

Improvement of objection handling skills has been and continues to be the number one request I hear from IT staffing sales leaders regarding their business development reps. After all, if you're focused on new business ...

Dan Fisher
Dan Fisher
  |  

June 05, 2012

Open New Accounts With Target Account Programs

Getting IT decision makers on the phone these days is excruciatingly difficult.  Landing face to face meetings with those decision makers is even more difficult.  So how do top performing IT staffing and consulting ...

money
Dan Fisher
Dan Fisher
  |  

March 08, 2012

Sample Value Proposition that Gets Meetings

One challenge most IT staffing firms and their sales teams struggle with is coming up with an effective value proposition.  Most sellers mistake their value proposition with an elevator pitch which only explains what a ...

candidate compelling event
Dan Fisher
Dan Fisher
  |  

March 08, 2012

Why You Need to Develop Account Champions

When prospective clients approach us regarding our account planning and development training programs, one of the most common requests we hear is the desire for their sales team to strategically sell and expand existing ...

interview questions
Dan Fisher
Dan Fisher
  |  

February 20, 2012

Five Tips & Examples For Consultative Selling

If you fancy the concept of mastering consultative selling, then I probably don't need to spend too much time spouting the benefits of using consultative selling. You likely know them already:

commodity
Dan Fisher
Dan Fisher
  |  

February 17, 2012

5 Indicators That You’re a Transactional Sales Professional

Over the past several years we have been hearing how our industry continues to become more and more commoditized.  There are a number of reasons for this including low barriers to entry, the proliferation of the job ...

new school sales leadershp
Dan Fisher
Dan Fisher
  |  

November 16, 2011

The Importance of Targeted Messaging & Setting Expectations

I think we can all agree that getting decision makers on the phone these days has never been more challenging.  We call them early, we call them late, and we call them at lunch and everywhere in between. Still no luck. ...

selling skills
Dan Fisher
Dan Fisher
  |  

October 27, 2011

Disarming Skills, Vehicle to Productive Cold Calls

Much of the cold call training training that I provide comes in the form of video training training and coaching as well as one-on-one active coaching where I work at the desk level, "hand-in-hand" with sales reps.   We ...

interview prep
Dan Fisher
Dan Fisher
  |  

October 20, 2011

Preparing Candidates For Client Interviews

I have come to discover that one of the most under-performed activities and under-valued skills in the IT recruiting industry is preparing candidates for client interviews.  When I ask sales and recruiters  how they ...

sales meeting
Dan Fisher
Dan Fisher
  |  

September 06, 2011

How Well Do You Know Your Candidates?

Every month I speak with dozens of sales & recruiting professionals, business owners, CEO’s and industry executives. And over the past several months I have been hearing the same thing. “We lost another candidate at ...

Consistency
Dan Fisher
Dan Fisher
  |  

May 13, 2011

"I’m Happy With My Current Vendor"

As an IT staffing sales professional, nothing (not much anyway) makes us cringe more than hearing the words "I’m happy with my current vendor."  Let’s face it, it’s not an easy sales objection to overcome.  And the ...

Dan Fisher
Dan Fisher
  |  

May 08, 2011

Leaving Sales Voice Mail Messages and other Sales Prospecting Ideas

On Friday, May 6th, 2011 I attended the MIT Sloan School of Management Sales Conference, “Selling In The New Normal.” Below are some of the interesting thoughts, ideas and best practices that I heard from the workshops ...

begging,jpeg
Dan Fisher
Dan Fisher
  |  

April 08, 2011

Stop Begging for Meetings on Your Cold Calls

Cold calling. Love it or hate we have to do it. It’s just part of sales. It’s certainly not the only prospecting tool in our toolbox but it sure is an important one. At the end of the day you really can’t build ...

Dan Fisher
Dan Fisher
  |  

February 20, 2011

It’s never too late for NOW. Consult with your clients today!

I’m going to go out on a limb and assume that as sales professionals, we ALL strive to attain the coveted “trusted advisor” status with our customers. Who doesn’t want their clients to view them as such? To reach such ...

Dan Fisher
Dan Fisher
  |  

January 09, 2011

Not sure how to hit your 2011 sales goal? Read on.

I don’t know about you but for me (as a sales professional), starting a new sales year represents challenges, hope, energy, and inspiration all wrapped in one. I love kicking off a new year thinking about all of things ...

Dan Fisher
Dan Fisher
  |  

August 15, 2010

How Do We Sell Differently?

Times  are a changing!  Actually times have changed.  Senior level buyers and executives-the people who are now making the decisions on what staffing and professional service organizations their companies ought to ...

Dan Fisher
Dan Fisher
  |  

August 05, 2010

Why Haven’t We Adapted?

I watched the movie “Hot Tub Time Machine” the other day. I know, nothing to brag about but hear me out….. I was looking for some good humor that required no thinking. The movie is a big spoof on the “80's.” Watching ...

Dan Fisher
Dan Fisher
  |  

November 23, 2009

Effective Time Management

A hot topic of discussion of late has been effective time management. Many of the Sales and Recruiting professionals I coach and mentor (link) are sharing with me that they struggle with effectively managing their time. ...

Dan Fisher
Dan Fisher
  |  

July 17, 2009

How Can I Quickly Identify Good Accounts-Part 2

If you read my June blog How Can I Quickly Identify “Good Accounts,” you will recall that there is no easy and quick fix answer to this question. Finding “good accounts”-those that spend in excess of $500K on IT ...

Dan Fisher
Dan Fisher
  |  

June 09, 2009

How Can I Quickly Identify Good Accounts?

This is a question I hear quite often from CEO’s, business owners, sales executives, and recruiters. Out of the millions of companies we have available to prospect for new business, how does one quickly decipher through ...

not-hiring
Dan Fisher
Dan Fisher
  |  

May 12, 2009

Overcome “We’re not hiring and we have no budget”

If you are like most sales professionals in the staffing industry you’re probably sick and tired and frustrated with hearing your prospects and customers tell you “we’re not hiring and we have no budget.” How does one ...

Dan Fisher
Dan Fisher
  |  

February 10, 2009

How To Read An Industry Publication

Odd title for an article huh? You may be wondering, “How exactly does this tie into sales and more specifically, selling IT professional services?” You’d be surprised just how much it can not only help you sell but help ...

Dan Fisher
Dan Fisher
  |  

December 15, 2008

Strategic & Tactical Sales Planning For The New Year

Every year around the holidays I am often asked, “How do you plan for the new year?” “How do you intend to identify new accounts and decide what market segments to pursue?” “How do you develop your strategy and what ...

Dan Fisher
Dan Fisher
  |  

October 22, 2008

Control the Controllables And Don’t Beat Yourself

As a sports fan, nothing is more frustrating than watching your team lose a game not because the other team beat your team, but because they beat themselves. Back in September Michigan played Notre Dame in their annual ...

Dan Fisher
Dan Fisher
  |  

September 29, 2008

"You Mean You’re A Body Shop?"

Admit it, at least once you’ve all heard these words come out of the mouth of your prospect. It’s a not a good feeling and it certainly doesn’t articulate the value that we deliver to our clients each and every day. ...