IT Staffing Sales Effectiveness

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

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sales onboarding

The High Cost of Haphazard Sales Onboarding

By: Dan Fisher
November 15th, 2019

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 been) feeling their margins being squeezed. To counter this, results based selling and the ability to sell business outcomes rather than features and benefits becomes the differentiator. IT staffing firms who figure out how to build an organization of salespeople who can differentiate themselves based on the ideas and insights they share and align pricing with the business outcomes or business results customers receive from using their service will win the day and grow profit margins. However, this transformation is not easy and it doesn't start by simply hiring experienced sales reps.

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online sales training

Three Benefits of Sales Enablement Technology

By: Dan Fisher
October 11th, 2019

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 effectively.  Sales enablement technology ensures that your salespeople have just what they need-tools, content, playbooks, coaching-to create a memorable and engaging customer experience across each customer touch point. Here are three benefits of sales enablement technology and how top performing sales organizations leverage SaaS based sales enablement platforms.

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Cold Calling Tips & Best Practices 2.0

Cold Calling Tips & Best Practices 2.0

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

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sales onboarding

Why Your Sales Training May Be Irrelevant

By: Dan Fisher
September 24th, 2019

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 training can feel more like trial-by-fire than a helpful introduction to a new company, product and/or service.  Why is that?  For one, buyers are educated and more informed than ever.  They're also more demanding and sales reps are under pressure to quickly produce.  For many sales organizations, sales cycles are getting longer, not shorter, due to the competitive landscape and the customer's complex interview, hiring and decision making processes.  And to top it off, staffing companies are struggling to retain their top sales talent.  This new reality means if you wish to accelerate new hire onboarding and increase overall team quota attainment, you may need to hit the "reset button" on your sales onboarding and sales training to properly prepare your salesforce.  Here are three reasons why your sales training may be irrelevant. 

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online sales training

Three Sales Skills Menemsha Group Drastically Improves

By: Dan Fisher
September 17th, 2019

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 initial cold call to closed deal, fast.  Our SaaS based technology platform is the gas that fuels the vehicle. Combined together, you have a best-in-breed sales onboarding and sales training solution. 

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sales coaching

Three Strategies to Improve  Manager Productivity

By: Dan Fisher
September 10th, 2019

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 sales activities to helping recruiters pre-close candidates, the list can seem never-ending.  To top it off, branch managers are responsible for coaching and developing their people.  Yet for most managers, coaching often feels like extra work which is why it frequently "slips through the cracks."

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IT Recruitment

The Real Reason Why Recruiters Can't Find Qualified Candidates

By: Dan Fisher
August 21st, 2019

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

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sales coaching

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

By: Dan Fisher
August 15th, 2019

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

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New Business Development

Clever IT Sales Hack for Asking AMAZING Probing Questions

By: Dan Fisher
July 12th, 2019

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

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consultative selling

Eight Sales Exercises To Improve Your Consultative Selling Skills

By: Dan Fisher
July 11th, 2019

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

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scalable growth

Three Reasons IT Staffing Firms Struggle to Scale

By: Dan Fisher
July 9th, 2019

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

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