IT Staffing Sales Effectiveness

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

Blog Feature

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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New Business Development

Business Acumen, the What, Why and How for Salespeople

By: Dan Fisher
June 24th, 2019

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

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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.

Blog Feature

New Business Development

Leveraging Sales Triggers in Your New Business Development Campaign

By: Dan Fisher
June 24th, 2019

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

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New Business Development

Five Tips for Scheduling First Time Sales Meetings

By: Dan Fisher
April 1st, 2019

“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.”

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Blog Feature

New Business Development

7 Steps to Mastering Lead Nurturing

By: Dan Fisher
March 9th, 2018

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 process because the salesperson possessed one thing the customer needed but didn’t have, information. The salesperson could use that information as leverage with the customer to influence the whole sales process. Unfortunately times have changed.

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Blog Feature

New Business Development

The Value of Sales Qualification and Executing Sales Qualifying Call

By: Dan Fisher
March 1st, 2018

Many IT 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 because salespeople don’t know what the return will be on their investment of time and energy pursuing the account or contact. As a result salespeople often spend too much time pursuing the wrong accounts and contacts (very frustrating) or they walk away from “good” accounts too early in the process only to discover months later their competitor has 20 consultants billing.  But knowing which accounts and contacts to pursue and not pursue is one element that separates top performers from average performers.  

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Blog Feature

New Business Development

How "Best of the Best" Execute Initial Sales Meeting

By: Dan Fisher
February 26th, 2018

“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 prospects." 

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Blog Feature

New Business Development

Don't Be Salesy, Be Thoughtful in Your Sales Follow up

By: Dan Fisher
November 3rd, 2017

The most common question I get from sales people at industry events, trade shows and certainly when I host workshops is "How should I stay in touch with my prospects?"  Naturally, I respond by asking "tell me what you're currently doing?" The responses usually sound something like this:

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Blog Feature

New Business Development

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

By: Dan Fisher
June 21st, 2017

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 opportunity.  Even still, many sales people including those with years and years of experience struggle to come up with a compelling alternative.

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Blog Feature

New Business Development

Six Sales Prospecting Email Templates to Open Doors

By: Dan Fisher
March 24th, 2017

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 overly salesy emails most sales reps send, I’m confident these will work far more effectively.

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