Why Your Client Handoff is Sabotaging Your Success (and How to Fix It)

“Thank you for signing the agreement! Someone from our recruiting team should be reaching out to...

Why Do Salespeople Fail?

Most of the staffing firms I talk with have had at least one bad experience with hiring and...

Embracing the Business Ebbs

Do you ever notice what a street vendor does when they don’t have a line of customers? They prep....

Just Curious – Yeah Right! Try This Sales Process Instead

I received an email from a sales rep with the subject line “Curious”. In his email, he went on to...

Building a People Collection

"I don’t collect things—I collect people." It started as a casual discussion sitting in my in-laws’...

Can’t Find a Good Sales Rep? Time To Get a Bigger Net

One of the biggest challenges I hear from staffing company owners and executives is how hard it is...

Keep Your Blinders Off

I just got off a call with a jobseeker who I will likely never place and who probably won’t ever be...

Maximizing a Referral Opportunity

There’s nothing better in sales than getting a referral. You immediately bypass the cold calling...

Recruiting With Empathy

It’s not a revelation to say that we are in the people business. Everything we do in staffing...

Improve Your Cold Call Ratio for Greater Sales Success

Cold calling is about the least efficient way of selling, and its only getting worse. As I’ve...