Most sales training teaches account management to people who already know how to manage accounts. This program is different. It is built for one job: turning technical staffing salespeople into disciplined, modern hunters who can open new logos, build pipeline in a complex market, and win relationships that compound.

Every course is anchored in the daily realities of technical staffing — not adapted from generic B2B content. The methodology draws from two published frameworks: Casey Jacox’s Win the Relationship, Not the Deal and Chris Mader’s Make the Adjustment, combined with 60 years of staffing sales and leadership experience between the two facilitators.

AI is woven into every course — not bolted on as a separate module. Participants learn to use AI for account profiling, pre-call research, outreach preparation, and multi-stakeholder mapping as a natural part of the hunting process. The technology sharpens the human skills; it never replaces the human judgment.

 

Registration Fees

• TechServe Member Firm: $1,250 per registrant  
• Non-Member Firm: $1,500 per registrant

Please Note: To access the training, each registrant must provide a unique email address. The webinar series is only available as a full package; individual sessions cannot be purchased separately.

 

Who This Is For
Mid-level to senior salespeople and sales leaders in technical staffing firms who need to open new business — not just manage existing accounts. Ideal participants carry a revenue or pipeline target, have at least two years of staffing sales experience, and are ready to be challenged on the behaviors that are capping their results. Sales leaders attend alongside their teams: every course includes leader-specific application so coaching continues after the screen turns off.

Format of the Training

• Eight pre-recorded courses, 45–60 minutes each.
• One live Mastermind per quarter, where participants submit questions in advance; sessions are working conversations.
• One comprehensive program workbook spans all eight courses, with applied exercises and an end-of-chapter knowledge check.
• Every registered company receives 5 signed, personalized copies of the authors’ books — Win the Relationship, Not the Deal and Make the Adjustment — for their C-Suite.
• The program culminates in a personal 90-Day Hunting Playbook built inside the Make the Adjustment Companion Workbook.

The Eight-Session Series: 

1. The Hunter’s Mindset: Make the Adjustment
   Focus: mindset, discipline, time management
2. Win the Relationship, Not the Deal 
   Focus: relationship-first hunting
3. Building the Hunt List: Target Accounts & Ideal Clients
   Focus: target account identification, ICP discipline, AI-assisted account profiling
4. Outreach That Opens Doors
   Focus: multi-channel prospecting, personalization at scale, creating the first conversation
5. The Questions That Change Everything
   Focus: discovery, TED-based questioning, listening as a competitive advantage
6. Navigating the Complex Buy: MEDDICC for Staffing
   Focus: multi-stakeholder navigation, champion testing, competition, qualification discipline
7. Fight for Every Dollar: Negotiating & Closing
   Focus: anchoring, tactical empathy, trades, closing techniques
8. Your 90-Day Hunting Playbook
   Focus: commitment, accountability, execution