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Know Thy Client: A Technical Primer For Technical Staffing Professionals
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About this ebook
The ‘Holy Grail’ in sales is to be viewed by your clients and prospective clients as a collaborative partner rather than just a vendor. While achieving ‘partner’ status requires a thorough understanding of your client’s needs, most sales professionals in the IT & engineering staffing industry make due with only cursory knowledge of their client’s technical requirements. In this session, you will learn how you can close more deals and identify new opportunities through a better understanding of various technology platforms as well as the roles typically found in a client’s technical organization.
LanguageEnglish
PublisherTom Henricksen
Release dateJan 23, 2017
ISBN9781370485178
Author
Tom Henricksen
Coder. Speaker. Power Skill Enabler.
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Book preview
Know Thy Client - Tom Henricksen
Know Thy Client
A Technical Primer For Technical Staffing Professionals
Tom Henricksen
Other eBooks from Tom Henricksen
Explore IT: Helping you understand your options in technology
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Leadership Evolution
Agile Basics in 60 Minutes
Taking Your Career to High Gear
Introduction
Chapter 1 : Know thy Tech!
Chapter 2 : Know thy Talent!
Chapter 3 : Know thy Client!
Chapter 4 : Selling to Technical People
Chapter 5 : Agile Placements
Chapter 6 : Know thy Self!
Summary
Chapter 1: Keeping up with Changes in Your Career
Introduction
Many years ago I worked as a leader of a technical team. I wasn’t on the job a week and sales professionals began to call me and email me with potential candidates I should add to my team. To be honest, I blew a lot of them off, but slowly I began to get to know a few of them and realized how some of them have little understanding of the technology and the positions. I thought there has to be a way to educate these people and help them sell the prospects better.
Working with many technical staffing sales professionals, I have tried to help them better understand the people they are calling on and how they can serve better to sell more. The competition for the many opportunities is quite fierce and it can be difficult for people to break into this field. Learning to cover the basics can give you a leg up on the competitors you face.
We start out with a quick technology overview to ensure everyone knows the basics in the typical software development and IT department. You can’t place people if you don’t understand the roles. Also, I find when you comprehend what each position does you see additional opportunities. Next we learn how to learn about our clients and talent you have to make sure you find a good fit.
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