Don’t Be a ‘Necessary Evil’: How to win the hearts, minds and respect of more buyers - 8/01/2014
steps, here are three follow-up actions you can take:
Buy from your own company. Without spending a dime, you can act like a buyer of your firm’s services. Watch closely how your salespeople sell ...
Staffing and recruiting professionals are not viewed as the in...
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Expert’s Corner - 7/28/2012
discussion. Yes, they sell. But they don’t antagonize clients in the process. Their sales approach positions these firms as experts who can offer valuable advice. Isn’t that how you’d rather be seen?
Become ...
An Unstaffing Firm: How to change the...
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Power Seller - 4/01/2011
, developing and implementing cutting-edge research and strategies for the end users of contingent labor. Peña advises CWS Council members—amounting to more than $100 billion in contingent spend—in managing ... . Yet there are times when a staffing firm has a strong oppor...
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Power Seller - 7/28/2012
requirement. To a large degree the MSP is only as good as its suppliers. The MSP has service levels it needs to hit, too. So ask your MSP how you can help? Find out what the toughest requirements are, i ... and more companies make this transition, how will your staffing @...
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Mix & Match - 5/22/2013
, whose firms provide training programs for staffing companies, has been in the industry since the 1980s.
“In the early days, selling was more something that you did ‘to’ someone about features, advantages ...
Technology advancements and growing sophi...
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Governance: Setting up for success in a geographically expanding program: Part 1 - 11/18/2015
Elizabeth Rennie, CCWP erennie@staffingindustry.com erennie@staffingindustry.com <!--
Elizabeth Rennie is a global Research Director at Staffing Industry Analysts, supporting the firm’s Council ... move to operational performance and accountability.
Here are some key questio...
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Listen & Profit - 5/02/2011
in the marketplace. “It’s a question-based selling process,” says The BOSS Group President Conor Smith. “We do our research and ask the questions.” And it’s beyond just asking prospective clients “do you have any ...
Consultative <...
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Lack of a change management strategy can derail program; act now - 7/30/2014
, developing and implementing cutting-edge research and strategies for the end users of contingent labor. Peña advises CWS Council members—amounting to more than $100 billion in contingent spend—in managing ... . For example, maybe your access to a pool of talent can h...
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Power Seller: Tricks of the Trade - 9/26/2014
industries dealing with corporate and private clients. In his role as Director of Strategic Solutions, Richard helps to advise Staffing Industry Analysts corporate members about how best to utilise Staffing ... great ways of meeting prospective customers.
Referrals. Ask for referrals f...
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Navigating the Economic Landscape in a Time of Uncertainty, SI Review July 2010 - 6/30/2010
In these uncertain times, a staffing veteran gives you practical tools for planning.
... a win-win situation for both parties. It's like selling your company while retaining it, too.
Summary
As you put together strategic and tactical plans, you are surrounded b...
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