Home >> Sessions >> Breakout Sessions >> Growing Revenue Conference Session Track: Growing Revenue Date: Thursday, November 8 Time: 10:45 - 11:45 am From Insight to Action: How to Attract, Land, and Keep Today's Top IT & Engineering Candidates Co-Presenters: Shari Locascio, Director of Consultant Care, Kforce Eric Gregg, CEO, Inavero For the majority of IT/Engineering staffing firms, filling existing job orders has been more difficult than getting new ones, with no end in sight. To succeed in this new normal, staffing executives need to understand what top talent really wants; and how to deliver that at scale. Join Inavero CEO, Eric Gregg and Kforce Director of Consultant Care, Shari Locascio as they connect key consultant trends with actual examples at a top staffing firm in the IT/Engineering space. Connect the theory with the practice and see how an innovative approach to consultant care can accelerate your growth and bolster your margins. This session can also be found in Sales & Recruiting Date: Thursday, November 8 Time: 1:30 - 2:30 pm and 2:45 - 3:45 pm Winning More Client Meetings - A Road Map to Success Presenter: Andy Gole, Sales Training Consultant, Bombadil LLC Click here for slides Securing that critical first meeting with a new client is a major pain point of Account Executives. This two hour training session presented by proven sales executive, Andy Gole, will give account executives specific tools and the confidence on how to break through and secure that meeting and new business. In the breakout, there will be interactive group exercises that will cover: Creating a realistic target list – 10 powerful ideas to get you started! Developing scripts that overcome the “I’m good” excuse Changing your attitude to build your confidence Developing a plan for when you get in the door Other productive ideas will be presented: How to warm up the prospect - A 3 step technique that works How to close the sale - 2 step technique This will be two fast pace sessions that will give plenty of ideas and actionable takeaways for all that attend. Best pitches will be recognized and rewarded by the group! This session can also be found in Sales & Recruiting Date: Friday, November 9 Time: 1:15 - 2:15 pm Beyond Staffing: Building a Successful Perm Practice Presenter: Michael Berlin, National Perm Director, Randstad Technologies While perm deals can significantly enhance both overall gross margins and profitability, many owners and executives of IT & engineering staffing firms pursue them only as an after-thought. In this information-packed session, Randstad Technologies National Perm Director, Michael Berlin, will share his insights and identify the key strategic considerations for building a successful perm practice along side your staffing business. Issues that will be addressed include: Do you need to manage your sales and recruiting personnel for the perm business differently? What are the best candidate sources for perm? What are the different models for building a perm practice? Key takeaways will include: how to respond to the supply/demand imbalance in perm strategies for attracting and winning the passive candidate tactics for seeking out higher fees for high demand candidates This “not-to-be-missed” session will provide participants the strategies and tactics on how to successfully execute on one of the best opportunities for staffing firms to diversify and grow their top and bottom lines. Date: Friday, November 9 Time: 2:30 am - 3:30 pm The Tranformational CIO: Take a Deep Dive into the Mindset of Today's Most Influential Tech Talent Buyers Presenter: Anna Frazzeto, CDTO & President, Technology Solutions, Harvey Nash Click here for slides For 20 years, Harvey Nash, the global IT talent and solutions firm, has studied the mindset, challenges, plans and goals of CIOs worldwide. This year’s survey of nearly 5,000 IT leaders worldwide, the 2018 Harvey Nash/KPMG CIO Survey, is a treasure trove of valuable insights into these powerful tech leaders and their departments in the midst of critical transformations. Join Harvey Nash’s number one global sales leader, SVP and CDO, Anna Frazzetto, for an interactive exploration of the world of today’s tech leaders, from the skills they are seeking to the challenges they are facing and the budgets they are managing. It’s a chance to better understand one of your most important sales targets while joining in a lively audience discussion on the most effective sales strategies for engaging today’s transformational CIOs. Date: Friday, November 9 Time: 2:30 - 3:30 pm Breaking Through: Overcoming the Barriers to Closing Business Co-presenters: Jason Clayton, Vice President Professional Services, KnowIT Solutions Sean Gilligan, Harvey Nash President, Technology Recruitment - North America Click here for slides If you are like most firms, your sales team struggles to break through the numerous barriers to closing new business in a crowded and highly competitive marketplace. During this session, two staffing industry veterans will share their strategies and tactics on how overcome the recurring obstacles to developing new accounts and closing deals. You will learn how to find new business within existing accounts, leverage your broader network, and secure client agreements that give you the ever critical ‘license to hunt’. The session leaders will share key ‘take-aways’ that you can immediately put into action to expand your client base and drive top and bottom-line growth. This session can also be found in Sales & Recruiting 2019 SPONSORS 2019 SIGNATURE SPONSORS 2019 EXHIBITORS 247 Headhunting Access Capital Advance Partners Assurance Avionte Staffing and Recruiting Software Bullhorn CareerBuilder Ceipal Corporation ClearlyRated Crelate echogravity EmployStream Flexible Funding Gustav Technologies, Inc Herefish IDB Bank iLabor Network IMS People JobDiva Menemsha Group Networkers Funding, LLC People 2.0 PGC Group Rhythm Systems Round Table Resource Group SALES MANAGE SOLUTIONS TechScreen, Inc. TextUs TrackerRMS START UP ALLEY Rolebot LLC XOR, Inc.