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
Opening new accounts isn’t easy. That’s not news. Competition is high; prospects are busy and difficult to reach. This also isn’t news. The answer that many firms come up with to combat this is to utilize an “IT Generalist” go to market strategy. They believe that by being all things IT to all customers they will increase their opportunities to engage more prospects (True!) and that they will have an easier time generating new business (Not True!).
In case you haven’t noticed, today's IT hiring manager and corporate buyers in general are insanely busy. They have large teams to manage and responsibilities that continue to expand. Their work load is unrelenting with deadlines to meet and projects and products to deliver. If that were not enough, these IT hiring managers are bombarded with unsolicited interruptions, sales calls, throughout their day. To make matters worse, they continue to hear salespeople push out their broadcast message or general marketing message where they focus on their company accolades and service offerings. Because of these factors, when a corporate buyer hears even the slightest hint of a self-serving sales pitch, (we have the best candidates, our screening process is unique, I will be in the neighborhood and would like pop by for 15 minutes) they cut you off.
Learn our proven 7 step methodology for turning cold calls into hot leads.
Finally! You hang up the phone and look at your notes. You’ve been working for (what feels like) forever to get into this account, to get this manager to work with you and now you’ve got a job order. All that’s left to do is to get it in the system and get it in front of the recruiters.
Selling in today’s IT staffing market requires more than elbow grease and good selling skills. Creating killer content and speaking the language of your customer is crucial for IT staffing firms when trying to build credibility with sales prospects. When you establish credibility, your prospects instill confidence in you. And confidence leads to trust….the holy grail of selling!!!
What are you doing with your holiday hangover? The end of the holidays and the start of a New Year seems like the perfect moment to jump start your 2013 IT staffing sales year. Doesn’t everybody wake up on day one of the New Year raring to go? Actually they don’t. It’s true that despite all the New Year hype and constant resolution recitations, many people and businesses begin the New Year rather slowly, in a stupor I have dubbed the “Holiday Hangover.”
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 meeting isn’t just inconvenient, it’s a waste of everyone’s time.
Job order activity continues to be plentiful in the IT staffing market. Despite the 'good times,' customer expectations rise to unprecedented expectations resulting in stalled and delayed sales cycles. For many IT staffing firms this is resulting a lot of work with little payoff. How can IT staffing sales professionals counter such obstacles? Below I highlight three ways to increase sales win rates.
It's all about making a difference. Sounds cliché but it's true. Traditional sales reps in the IT staffing industry make getting the job order and landing the meeting their priority. Not only does this approach create resistance with every client interaction but it's self-serving and your client's know it.
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 development and opening new accounts, running into sales objections is not a question of if, but when. With that I mind, I share with you IT staffing sales objection handling tips and proven rebuttals. First, if you're hearing a heavy dose of objections during your prospecting calls or cold calls, than you need to recognize and understand that you are most likely talking too much and/or going into "broadcast mode." In other words, you're talking too much about you and your company and your service offerings. Remember, selling is not telling. Top performing salespeople are top performers because they ask the most questions. They also ask the most thought provoking questions. So stop telling and start engaging your prospects. Short on Time? Download our eBook IT Staffing Sales Objection Handling Tips & Proven Rebuttals