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Tom's Talent Blog

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

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

Sales Accountability is a Two Player Game

Posted by Tom Erb on Aug 11, 2017 3:14:05 PM

Every Saturday morning, our six-year-old son comes crashing into our room with the same earnest request; “Daddy, can we play games on the TV together?” Since the time he was able to hold a controller in his hands, Brady and I have spent part of Saturday morning playing video games together. It's become a ritual that is a reward for him, and a fun way for us to spend some dedicated time together.

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Topics: Sales, Sales Activity, Coaching

5 Things Sales People Do That Prospects Hate

Posted by Tom Erb on Feb 16, 2017 4:02:44 PM

I just received at least the 10th email this week from a different sales rep trying to sell me prospect leads – and its Tuesday. Now as a sales professional, trainer, and coach, I tend to probably be at the same time more critical and more sympathetic to sales reps trying to do their job. I’m critical in that I dissect their message and approach more than most. But I also feel sorry for many of them because I can tell by their email that they are either new, untrained, or misguided. And when I talk to sales reps about their sales activities, most sheepishly admit that they know what they are doing isn’t working, but just don’t know what else to do. Unfortunately many of the sales activities that we utilize cause more harm than good, labeling us as “salesy” and irritating the prospect.

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

THE 4 Critical Sales Metrics You Should Be Tracking Today

Posted by Tom Erb on Aug 11, 2016 3:30:00 PM

Like an assembly line, sales is a process that builds on itself. Regardless of how many stages are in your pipeline, the sales process boils down to four essential areas;

  • Prospecting – The initial stage of identifying your potential clients, reaching out to them, and getting them to agree to meet with you
  • Understanding and analyzing prospect needs and wants – We need to know what the prospects challenges, opportunities, and desires are to best align our solution
  • Creating demand for our solution – This part of the process includes building credibility and interest, presenting your solution, showing how it addresses their challenges, and ultimately how working with you is the best choice for the prospect
  • Closing the sale – Converting the prospect to a customer and generating revenue
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Topics: Prospecting, Sales, Sales Activity, Sales Process

5 Critical Steps of the Sales Process

Posted by Tom Erb on Jun 2, 2016 4:16:09 PM

Sales is a process. And like any other process, it is only as good as its weakest step. If you are great with one or two steps of the process but weak in others, you will still struggle. But if you focus on improving in each area, you will exponentially improve your sales results. Here are the 5 critical sales steps and how to improve.

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

4 Crucial Networking Tips That Lead to More Sales

Posted by Tom Erb on Mar 22, 2016 7:00:00 AM

The number one knock I hear on networking as a sales activity is that it doesn’t tend to result in new business. And for many sales people this is true. But in almost every case, it is not because networking doesn’t work, but because the sales person doesn’t network the right way.

Most sales people don’t network enough, and the ones that do typically approach it from a “show up and see what happens” approach. Most of the time, this results in limited interaction with the right people, awkward periods of not having anyone to talk to or butting in to existing conversations, and ultimately frustration. The sales rep then blames the event or organization for being “clickish”, unfriendly, or just plain bad. After one or two attempts most salespeople just give up.

This is where your opportunity lies! That same organization that other salespeople have dismissed could be a gold mine for you, IF you network the right way. Here are 4 ways to get the most out of a networking opportunity and increase your sales.

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Topics: Prospecting, Sales, Sales Activity

7 Critical Components of a Successful Sales Email

Posted by Tom Erb on Feb 29, 2016 7:00:00 AM

If you are like most sales people, you struggle to get prospects to read and respond to your emails. There are a variety of likely reasons prospects are deleting your emails:

  • It looks too much like spam or mass email
  • Its too wordy
  • The subject line and/or opening sentence is too salesy
  • There is no value in your message
  • You sound like every other staffing sales person trying to get their business. 

While no sales email is going to result in a 100% success rate (or 75 or 50% for that matter), we’ve identified 7 essential components that significantly increase your odds of a response.

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Topics: Prospecting, Sales, Sales Activity

How much research should you do on a prospect?

Posted by Tom Erb on Jan 4, 2016 10:17:59 AM

A few years ago I was working with a new sales rep (we’ll call him Bill) that was struggling to hit his activity numbers. In fact, he wasn’t recording ANY activities after several weeks in the position. So I of course asked him what was taking up his time.

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Topics: Prospecting, Sales, Sales Activity

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