It's a bittersweet day as we wrap up our month-long series on Account Based Prospecting for recruiters — but we're closing it out strong with the one and only Jen Allen-Knuth, founder of Demand Jen and returning guest from episode 119.

Sam and Jen dive deep into a pretty critical part of the sales cycle: closing the deal. Jen shares her expert insights on why most prospecting messages fall flat and how to approach outreach with a human-first mindset. We’re talking about moving beyond the "copy-and-paste" cold email templates and focusing on relevance, not just personalization. Jen also explains how she stopped trying to "win" arguments with prospects and instead started competing against the status quo by seeking to understand the buyer's challenges.

And in a "can't miss" moment, she shares a powerful, three-step framework for getting deals across the finish line by being genuinely curious and empathetic, not pushy. 


Chapters:

00:00 - How to get recruiting deals across the finish line with an industry expert
03:14 - Why your mass outreach to clients is falling flat
12:20 - Shifting from a salesperson to a strategic hiring advisor
19:20 - Proving your value when a client thinks they don't need you
29:40 - How genuine curiosity gets recruiting agreements signed faster than pressure
35:54 - Using the client's 'cost of inaction' to create urgency
42:50 - The final steps to getting your client contract signed
45:10 - One key takeaway to improve your client closing rate today







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