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
Are you familiar with the term “inbound marketing?” How about “demand generation,”or “educational based marketing?” If you’re not, that’s O.K……for now. However, this is something you will want to learn and execute sooner rather than later. Today, the hardest thing we have to do in selling IT staffing services is getting the attention of potential buyers and keeping their attention long enough to help them buy our services. The approach of offering them some form of educational value gives you a significant advantage over your competitors and allows you to attract more buyers and build credibility.
Over the past several years we have been hearing how our industry continues to become more and more commoditized. There are a number of reasons for this including low barriers to entry, the proliferation of the job boards and VMS systems and the rise of the CPO. But another reason why the industry has become commoditized-one that is hardly ever mentioned-is how sales professionals in the IT staffing industry sell. Part of the reason why the industry has become so commoditized in large part can be attributed to the way in which sales professionals sell IT staffing services.
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Let’s face it, reaching IT hiring managers and executives over the phone these days is very difficult. Getting them to return our phone calls is even more challenging. One thing I do know for sure however is if you are leaving a standard broadcast message in your sales voice mail message, you will never get your calls returned.
The opportunity to send a proposal can be exciting. Whether your creating your own proposal from scratch or responding to a request for proposal (RFP) or even a request for information or RFI. Responding to an RFP or RFI means you're competing for the business with a prospective customer who's actively receiving pitches from many of your competitors. You're essentially entering a "bake-off."
Effectively selling IT staffing in a good economy is never easy. It’s highly competitive, requirements change on a moments notice, candidate availability often fluctuates, and there are pricing pressures and other factors in the sales process that we have little control over. It also requires a high level of sales activity, relentless persistence, discipline and attention to detail, not to mention exceptional salesmanship.