When I listen to sales reps and their managers discuss the challenges associated with sales prospecting and trying to book sales meetings with new prospects, it is astonishing how little focus is on the customer. ...
Many 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 ...
I think the most significant challenge working from home during the COVID-19 pandemic has been the blurred lines between balancing work life with personal life. Some of the most difficult challenges working from home ...
When it comes to sales email prospecting, it's more important than ever that salespeople write clear and concise email correspondence. According to a study from DMR Business Statistics, we (the average office worker) ...
Imagine what would happen if you could increase your prospect or candidate email open rate by 5X and your click-through rate by 8X? That’s a massive jump in the number of prospects or candidates reading and taking ...
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 ...
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 ...
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 ...
“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.”
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 ...
“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 ...
The mere phrase ‘cold calls’ give many salespeople a case of the cold sweats and makes the hair on the back of their neck stick up. Nonetheless, cold calling is still a very effective sales prospecting technique for ...
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 ...
IT Staffing sales professionals commonly run into this objection when calling on new prospects. As soon as the buyer realizes the nature of the phone call he or she says something along the lines of, "We have an ...
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 ...
According to Jill Konrath, sales calls go into voicemail 97% of the time. Suffice it to say, sales professionals better be pretty darn good at leaving sales voicemail messages. Heck, sales professionals have as little ...
One of the most important sales activities is qualifying. This is where the rubber meets the road and the sales rep has to decide if if pursuing the company, contact and/or opportunity makes sense. The salesperson is ...
If you're a sales leader or sales professional cold calling to open new accounts, then you know how difficult it is to quickly disarm prospects, build trust and convert those cold calls into meetings.
In my last blog post I explained what sales triggers are and how to leverage them in your sales efforts. As a reminder, sales trigger events are occurrences that take place within or around your customer or prospective ...
From my experience, most IT staffing sales reps approach cold calling with a process and language that is at best, outdated and littered with old school cold calling tactics that lead to cold calling failure. To be ...
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 ...
So many salespeople I speak with today in the IT staffing industry share with me how challenging it is cold calling into Fortune 1000 accounts and converting those cold calls into meetings. I've come to discover that ...
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 ...
One challenge most IT staffing firms and their sales teams struggle with is coming up with an effective value proposition. Most sellers mistake their value proposition with an elevator pitch which only explains what a ...
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 ...
I think we can all agree that getting decision makers on the phone these days has never been more challenging. We call them early, we call them late, and we call them at lunch and everywhere in between. Still no luck. ...
Much of the cold call training training that I provide comes in the form of video training training and coaching as well as one-on-one active coaching where I work at the desk level, "hand-in-hand" with sales reps. We ...
As an IT staffing sales professional, nothing (not much anyway) makes us cringe more than hearing the words "I’m happy with my current vendor." Let’s face it, it’s not an easy sales objection to overcome. And the ...
Cold calling. Love it or hate we have to do it. It’s just part of sales. It’s certainly not the only prospecting tool in our toolbox but it sure is an important one. At the end of the day you really can’t build ...
If you are like most sales professionals in the staffing industry you’re probably sick and tired and frustrated with hearing your prospects and customers tell you “we’re not hiring and we have no budget.” How does one ...