Value Based Selling
		Challenge Organizations don't implement technology for the sake of technology. And they certainly don't hire IT consultants for the sake of spending money. They buy solutions (hire IT consultants/staffing firms) to solve their critical business issues and achieve their desired business results. Too often salespeople in the IT staffing industry simply don't understand that. They lack an understanding of their customer's business goals and their critical issues. They simply seek out "pre-defined, budget-approved job orders." As a result, opportunities are missed and salespeople are viewed as just another transactional vendor. Solution: Value Based Selling; Solve Problems and Demonstrate Business Value We teach IT staffing sales professionals how to win good business. We help them differentiate from the competition and move up the customer value chain by teaching them how to sell business value. More specifically, we teach IT staffing sales professionals: • How to diagnose critical business issues (IT problems that need to be solved) • How to tie their solution offering (candidate) to a customer's business problem • The meaning of business value and how to properly sell business value • How to build effective case studies that win new (and better) business How to Get Started To learn how to sell business value to IT hiring managers and stakeholders contact us at (888) 553-3083. Or start implementing our sales tools and best practices by downloading the IT Staffing Sales Plan today.		Client Testimonial Being new to the 'agency' side, Dan showed me the ropes and provided me with valuable skills including how to generate high gross profit margins and sell up the value chain. Using the tools and templates he provided, we turned the New England region into the top performing region in the United States. We had not only the highest hourly bill rates, (averaging over $100/hour), but we had the highest gross profit margins and net operating profit. I instantly became one of the top technical recruiter’s within the organization. He has a lot of energy and enthusiasm and the ability to come into a challenging environment and turn things around. If you want to increase clients and sales, I recommend you talk to Dan and see how his sales plan can help your organization. Tara Broadhurst, Technical Recruiter
IT Staffing Sales Plan Learn More Transitioning to Value Based Selling Value Based Selling Shortening the Sales Cycle Strategic Account Development Sales Performance Management