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Tom's Talent Blog

Tom Erb

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Recent Posts

OSSA Session - Slingshot to Your Best Second Half Ever

Posted by Tom Erb on Jul 21, 2020 12:52:46 PM

In June, I had the pleasure of speaking at the Ohio Staffing and Search Association (OSSA) virtual conference.  Hats off to the OSSA board and Jeanne Hoffman, Executive Director, for pivoting to a virtual event!  And, thank you to the sponsors for continued support of OSSA!

Watch my session, Slingshot to Your Best Second Half Ever!

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Topics: Sales, Strategic, Recruiting

Winning the Recovery

Posted by Tom Erb on Jun 9, 2020 11:28:41 AM

As the economy recovers, talent acquisition leaders have an excellent opportunity to improve their company's recruiting programs. ScoutLogic has launched "Win the Recovery" thought leadership series to aid in these efforts. This series features video and written interviews with recruiting leaders sharing their observations and best practices.

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Topics: Sales, Strategic, Recruiting

Three Tactics to Up Your Recruiting Game

Posted by Tom Erb on Mar 13, 2020 11:45:00 AM

It’s a candidate’s market. Recruiters know it, and candidates certainly know it. So why don’t more of today’s recruiting strategies reflect it?  In an effort to empower recruiters with strategies they can apply in a candidate’s market, here are three tactics to deploy right now.

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Topics: Recruiting, Recruiter Activity

I'm Speaking at StaffingTec 2020!

Posted by Tom Erb on Feb 26, 2020 11:03:16 AM

I'm speaking at the StaffingTec 2020 Technology Conference, May 5-7 in Austin, TX. Take a deep dive into staffing industry technology and get a year’s worth of technology insights and strategies in just three days. My session is Leveraging Your Candidate and Employee Data for Competitive Advantage.

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Topics: Networking, Strategic, Training, Recruiting

Using Skill Marketing to Drive Growth

Posted by Tom Erb on Jan 28, 2020 11:00:00 AM

When I started in the staffing business more than 20 years ago, every Monday morning my colleagues and I would get out the classified ads in the newspaper and start calling all of the companies that posted jobs to see if we could help them fill their positions. In some cases, we had a specific candidate we were presenting to them—this was an early iteration of what we now call skill marketing. Of course, every other staffing company used this same strategy, so I can imagine Mondays weren’t much fun for the people posting those jobs.

Today, skill marketing is still an important revenue driver for many staffing companies. And with talent at such a premium now, marketing hard-to-find, in-demand candidates can be more effective than ever.

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Topics: Sales, Sales Activity, Recruiting, Recruiter Activity

Building Great Sales and Recruiting Teams: A Conversation with Tom Erb

Posted by Tom Erb on Dec 12, 2019 1:03:47 PM

I had the opportunity to talk with Travis Arnold, the CMO & Co-founder of Herefish. We talked about beer... and more importantly 6 steps to building a great sales team at your staffing firm

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Topics: Sales, Hiring

I'm Speaking at NAPS 2019 Conference

Posted by Tom Erb on Aug 15, 2019 10:36:26 AM

I'm speaking at the NAPS 2019 Conference, Sept. 22-24 in San Antonio.  Come see me and save $100 with code NAPSSPEAKER19. My session is:

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Topics: Relationship Building, Recruiting

Freeing Yourself From Ineffective Recruiting Strategies

Posted by Tom Erb on Feb 25, 2019 12:53:36 PM

Recruiters who hold on to traditional sourcing strategies risk getting outplayed by competitors who reach out beyond their markets and databases.

Imagine you need to collect a gallon of water. You place a bucket under the faucet and turn it on full blast—but unfortunately, over time, your water pressure has decreased to a mere trickle.

Rather than wait for the bucket to fill, you decide to collect the water using smaller containers, so you can use the water more quickly—and then you decide to use a ladle to help get the water into your makeshift pipeline. Oh, and did I mention your ladle is full of holes? The task quickly becomes a lesson in futility—one that is inefficient, unsustainable, and destined to fail.

Of course, I’m not talking about collecting water, but rather describing how many staffing firms recruit. 

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Topics: Recruiting, Recruiter Activity

Facebook Fuel: Find prospects and candidates on Facebook

Posted by Tom Erb on Feb 14, 2019 11:25:57 AM

We're excited to announce our new partnership with Moore Essentials to help you find prospects and candidates from the 2 BILLION people on Facebook.  We have dozens of training sessions on staffing sales and recruiting, focusing mostly on sourcing through LinkedIn. Now the experts at Moore Essentials can show you how to source from Facebook!

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Topics: Prospecting, Sales, Sales Activity, Recruiting, Recruiter Activity

New Book: Winning the Staffing Sales Game

Posted by Tom Erb on Feb 1, 2018 5:01:22 PM

Big news!  I've released my first book, Winning the Staffing Sales Game

Why did I write a book?  Because, sales is harder now than ever before.  Your prospects aren't answering the phone or calling you back, there is more competition than ever, and you just seem to be running up against one brick wall after another.  In this 100-page quick read, I explain why sales has become increasingly more difficult, the key mistakes that most staffing sales reps are making, and details a systematic sales process that is proven to get more appointments and land more new business in the staffing industry.

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Topics: Prospecting, Sales, Networking, Cold Calling, Sales Activity, Sales Process, Differentiation

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