Hi Dan, Great article. I think you are dead on a...

2010-08-18T08:06:20.598-04:00

Hi Dan,

Great article. I think you are dead on about the failure to sell value, but the cause isn't that hard to see. The IT Staffing industry fails to sell value for several reasons:

1) We've trained the buyer that what we are selling is just labor, so they already have a preconceived notion about our services (hence the rise of VMS as a purchasing solution).

2) Large users of IT staffing already understand the value of a consultant's output. They are looking to buy quality skills at the lowest cost (Again, this ties in to the growth of VMS in IT staffing).

3) Most IT staffing firms don't want the responsibility for selling solutions, so they have not made the switch to project our outcomes based business models (despite the opportunity for far better margins).

4) Most IT Staffing firms don't train their sales teams to sell value, and they do not provide any sort of support tools (i.e., marketing) that educate the client about the value the staffing firm can deliver. Just a little educational marketing (email, print, webinar, blog, video, etc.) could give the sales team a great leg up in selling value and elevating sales conversations.

Keep up the good work. And if anyone wants more info on educational marketing, please check out the following article on staying top-of-mind:
http://newsletter.haleymarketing.com/i/5536338l1

David Searns
President & CEO
Haley Marketing
www.haleymarketing.com

Comments on Sales Best Practices for Selling IT Consulting: Why Haven't We Adapted?

Hi Dan, Great article. I think you are dead on a...

你的部落格感覺很棒，nice job！
2010-08-13T19:29:17.191-04:00
你的部落格感覺很棒，nice job！............................................................

這麼好的部落格，以後看不到怎麼辦啊！！！
2010-08-11T06:22:10.122-04:00
這麼好的部落格，以後看不到怎麼辦啊！！！............................................................

友誼能增進快樂,減少痛苦......................................................................

Comments on Sales Best Practices for Selling IT Consulting: Why Haven't We Adapted?

Hi Dan, Great article. I think you are dead on a...

你的部落格感覺很棒，nice job！ 2010-08-13T19:29:17.191-04:00 你的部落格感覺很棒，nice job！............................................................

這麼好的部落格，以後看不到怎麼辦啊！！！ 2010-08-11T06:22:10.122-04:00 這麼好的部落格，以後看不到怎麼辦啊！！！............................................................

友誼能增進快樂,減少痛苦......................................................................

你的部落格感覺很棒，nice job！
2010-08-13T19:29:17.191-04:00
你的部落格感覺很棒，nice job！............................................................

這麼好的部落格，以後看不到怎麼辦啊！！！
2010-08-11T06:22:10.122-04:00
這麼好的部落格，以後看不到怎麼辦啊！！！............................................................