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Sales Seduction


All too often, salespeople fall in love with their prospective deals. When they do, this unhealthy attachment allows them to believe they’ve put in enough effort because they’re ...
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Forget about Procurement and HR: How about Sales and Service Delivery?


Nobody has enjoyed the friendly debate over the last few years on where contingent workforce program responsibility should sit, HR or Procurement. I wrote about it two years ago just ...
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Deal Hibernation


Like a bear taking a long Winter’s nap, it’s common that a deal goes into its own version of hibernation. At first the buyer seems ready to buy, creating hope for the salesperson. ...
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The Inspired Sale


Some interactions with customers almost seem to be divinely inspired, while others feel like you’re trudging though mud and muck, getting nowhere fast. What’s the cause of these ...
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HR’s Diabolical Plot


A host of human resource leaders are embroiled in a conspiracy — protecting their companies from the likes of you. Their evil sidekick, procurement, has their back. They make you ...
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Staffing Firms: Grow With Demand in 2014


According to Staffing Industry Analysts’ predictions for 2014, the U.S. staffing market will grow 5 percent this year. Buyers of staffing service have grown in sophistication, ...
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Got Training? As Staffing Gets More Competitive, So Must Your Training


As I look back on 2013 I feel the increases in staffing over the year, while not robust, are a positive sign for the industry as a whole. While this is good news, I also have to agree ...
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Commit to Owning Your Market in 2014


The New Year is always a time of reflecting on last year and planning for what’s ahead. You are probably in the process now, either formally or informally, setting goals for your ...
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Happiness Is a Work Ethic


Purpose: Why do you work? Many people quickly respond – for the money. But when you really stop to think about it, I bet your answer will be different. Many studies have been done ...
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The Art and Science of Asking Powerful Questions


Next time someone asks you to repeat a question, count the number of words. Chances are it was more than ten. I’ve often noticed this happening with salespeople and recruiters talking ...
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