Mutal action plans, also known as customer success plan, joint execution plans or go-live plan, ensure the sales and delivery team is in alignment...
Three of the biggest and most common challenges IT staffing sales reps struggle with is
For these reasons, you need to have a clearly defined ideal target market that tells you:
In this blog post, identifying and qualifying your target market, I'm going to explain to you why sales is NOT purely a numbers game and that selling today is about calling into companies in which you will have the highest likelihood for success. Sellers who have a clearly defined and qualified target market experience improved prospecting results.
Many people in the staffing industry think that sales is purely a numbers game. They believe the only way to make more placements and generate more revenue is to increase activity volume. You should know that selling today is instead about:
Selling today is not about calling on 200 or 500 different companies or 2000 different contacts. It is about having a well thought out and calculated strategy. In baseball the pitcher has a strike zone in which he must pitch the ball. If he misses the strike zone it’s a ball, 4 balls and the batter takes first base. Selling today is about defining your strike zone and focusing exclusively on pursuing companies that fit into that strike zone. Top performers who understand this shave days and even weeks off their sales cycle because they don’t waste time calling on accounts or contacts outside of their strike zone.
The Value of Having a Clearly Defined Target Market
Being a generalist IT staffing firm also known as “jack of all trades master of none” is a common go to market strategy for many IT staffing firms. The belief behind this strategy is that by casting a wide net, the firm will be able to engage more opportunities and increase their likelihood for making more placements and achieving growth. This strategy has several flaws however, for instance:
IT Staffing Firms with a Defined Target Market Benefit from the following:
Does your staffing firm have a clearly defined target market?
For the past few years, we've seen and heard the term "DevOps." You've likely seen them in the job descriptions you receive from your customers;...