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From Cold Calls to CRM Culture: Paul Sangster on Selling, Socials & Software That Scales
In this power-packed episode of RecTalk, Nitin Sharma sits down with Paul Sangster, the dynamic Sales & Marketing Director at itris, for a candid conversation on what it really takes to build brand trust, evolve from cold calling to consultative selling, and lead a tech brand in a recruitment world that's changing by the day.
With 14 years at itris, Paul shares his journey from dialing-for-dollars to driving an integrated sales-marketing strategy behind one of the industry's most trusted CRMs. They unpack everything from the old-school print ad days, to the rise of thought leadership, and the revolutionary launch of itris X—a web-based CRM built on 27 years of insight.
🎯 Key talking points:
- Why cold calling isn’t dead—but social selling is critical
- The evolution of CRM buying behaviour in the recruitment space
- Why “shit chat” still closes deals
- What makes itris X different (and what recruiters actually want in a CRM)
- The right way to blend AI and automation without destroying your brand
- Why sales and marketing MUST be one team—and how to make it work
- Why recruiter content should speak to clients, not peers
Paul also drops lessons from the early podcasting days, shares how itris listens to real user feedback through product suggestion loops, and why top-of-funnel brand trust is now the most powerful lead-gen strategy in rec tech.
This one’s raw, real, and ridiculously valuable.
Who this episode is for:
✅ Recruitment business owners scaling their tech stack
✅ RecTech marketers looking to align with sales
✅ CRM vendors who want to learn from a 27-year legacy brand
✅ Recruiters keen to stop spamming and start building
✅ Anyone curious about how content can drive actual sales pipeline
This episode is proudly sponsored by RecCircle — your go-to platform for building referral-driven recruitment networks. Empower your community. Recruit smarter.
https://www.reccircle.co.uk/
🔗 Connect with Paul Sangster
LinkedIn: https://www.linkedin.com/in/paul-sangster/
itris: https://www.itris.co.uk/
🔗 Connect with Nitin Sharma
LinkedIn: https://www.linkedin.com/in/nitin-rectools/
Rectools.io: https://www.rectools.io/
Find out more about the Recruitment Curry Club:
https://www.linkedin.com/company/the-recruitment-curry-club/
#RecruitmentTechnology #RecTech #CRM #itris #PaulSangster #SocialSelling #RecruitmentPodcast #SalesAndMarketing #Rectools #RecCircle #RecruiterContent #RecruitmentMarketing #RecTalk #RecruitmentCRM #B2BMarketing #RecTechPodcast
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By Nitin Sharma, founder of rectools.ioIn this power-packed episode of RecTalk, Nitin Sharma sits down with Paul Sangster, the dynamic Sales & Marketing Director at itris, for a candid conversation on what it really takes to build brand trust, evolve from cold calling to consultative selling, and lead a tech brand in a recruitment world that's changing by the day.
With 14 years at itris, Paul shares his journey from dialing-for-dollars to driving an integrated sales-marketing strategy behind one of the industry's most trusted CRMs. They unpack everything from the old-school print ad days, to the rise of thought leadership, and the revolutionary launch of itris X—a web-based CRM built on 27 years of insight.
🎯 Key talking points:
- Why cold calling isn’t dead—but social selling is critical
- The evolution of CRM buying behaviour in the recruitment space
- Why “shit chat” still closes deals
- What makes itris X different (and what recruiters actually want in a CRM)
- The right way to blend AI and automation without destroying your brand
- Why sales and marketing MUST be one team—and how to make it work
- Why recruiter content should speak to clients, not peers
Paul also drops lessons from the early podcasting days, shares how itris listens to real user feedback through product suggestion loops, and why top-of-funnel brand trust is now the most powerful lead-gen strategy in rec tech.
This one’s raw, real, and ridiculously valuable.
Who this episode is for:
✅ Recruitment business owners scaling their tech stack
✅ RecTech marketers looking to align with sales
✅ CRM vendors who want to learn from a 27-year legacy brand
✅ Recruiters keen to stop spamming and start building
✅ Anyone curious about how content can drive actual sales pipeline
This episode is proudly sponsored by RecCircle — your go-to platform for building referral-driven recruitment networks. Empower your community. Recruit smarter.
https://www.reccircle.co.uk/
🔗 Connect with Paul Sangster
LinkedIn: https://www.linkedin.com/in/paul-sangster/
itris: https://www.itris.co.uk/
🔗 Connect with Nitin Sharma
LinkedIn: https://www.linkedin.com/in/nitin-rectools/
Rectools.io: https://www.rectools.io/
Find out more about the Recruitment Curry Club:
https://www.linkedin.com/company/the-recruitment-curry-club/
#RecruitmentTechnology #RecTech #CRM #itris #PaulSangster #SocialSelling #RecruitmentPodcast #SalesAndMarketing #Rectools #RecCircle #RecruiterContent #RecruitmentMarketing #RecTalk #RecruitmentCRM #B2BMarketing #RecTechPodcast