The Vital Role of Recruiters in a Bear Market: Generating Sales Leads
In a challenging bear market, where budgets are tight and decision-making is cautious, proactive lead generation becomes the lifeline of revenue...
3 min read
Dan Fisher : Jul 8, 2016 6:02:01 PM
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 day out. I wouldn't have considered myself the most talented rep. In fact, I would say that my internal reputation with my peers was built on my work ethic and persistence. I think I mostly outworked my competitors but I don't believe my approach (early on anyway) was the most sophisticated. Making 100+ dials a day and converting 3-5 new sales leads every day was standard operating procedure, all while managing my existing book of business. But I always had a fire in my belly to figure out a better way, a more effective way to get better sales results from the time and energy I was already putting in.
Wouldn't you like better sales results from your investment of time & energy?
I graduated from Michigan State University with a degree in Criminal Justice/ pre-law. I knew nothing about sales and even less about business. So I self- educated myself on sales and sales methodology and developed my business acumen. In essence, I developed a sales methodology based on making hundreds of thousands of sales calls and attending hundreds of sales meetings, watching top performers and through my self education. More specifically, how I built a sales methodology to help IT staffing firms included:
I saved all of my notes including all of my highlighted workbooks and white papers from all of the things that I learned from all that I read and all of the training I attended and all of the mentoring I received. I practiced over, and over and over again how to incorporate all of that knowledge into different sales conversations based on the buyer persona the stage of the buyer journey. This was the blueprint I used for getting my personal book of business to $55K in weekly gross profit.
While I didn't know it at the the time, this was the birth of the Menemsha Group sales methodology. It has become the blueprint for thousands of sales professionals selling IT services. But It didn't happen overnight. For example, it took me years to figure out the best way to:
Why I Did It (and why I continue to do it)?
I got sick and tired of relying on increasing sales activity as my primary means for increasing my income. In short, I wanted, no, I needed to get better sales results from the time and energy I was already exerting. I didn't want to work harder, I wanted to improve my sales effectiveness. I wanted to improve my sales effectiveness so that I could have more time to spend with my family, on the beach, at the golf course, skiing, and hanging out with friends. Don't you?
Today, I continue to do all of these things because I'm as passionate as ever about sales and developing the Menemsha Group sales methodology and expanding my sales knowledge. I thrive on this and empowering other sales professionals with the knowledge I have learned. This is why over the past several weeks I have written up a handful of articles on the importance of sales methodology including which does your team need, sales process or sales methodology and build your sales methodology around buyer's journey, qualification criteria. Here are a couple of quick and simple pieces of advice regarding sales methodology:
For more information on sales methodology, check out our eBook, Sales Methodology 101 for IT Staffing Firms.
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