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...

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...

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...

Maximizing a Referral Opportunity

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

What Are You Really Selling?

We hear it all the time - "The staffing industry has become commoditized". "Everyone is selling on...

Still Winning the Staffing Sales Game

My book, Winning the Staffing Sales Game, was published in 2017. The world has gone through quite a...

Creating a Better New Client Experience

My wife, Jen, and I recently went shopping for a new car for her. We spent a drizzly evening after...

Three Simple Ways to Increase Your Staffing Business with Existing Clients

Do you have all the staffing business with your existing clients? You may know unequivocally that...

Weathering a Business Downturn

Back in 2008, I was promoted to regional vice president for one of the big national staffing firms....