Take my FREE test now and find out what is holding back your recruitment business. 👉 https://bit.ly/bdstrategyassessment

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In this episode of Recruiting Better, host Ben Browning sits down with Zac Thompson and Jack Frimston from We Have a Meeting to discuss the power of cold calling in modern sales. They break down why cold outreach remains one of the most effective ways to connect with decision-makers and how sales professionals can refine their process to achieve better results.

Zac and Jack share their thoughts on sales methodology, the importance of discipline in sales, and how businesses can create a structured approach to prospecting that delivers consistent results. They also explain the psychology behind effective communication, the role of pattern interrupts, and why cold calling is far from dead.

Whether you're a recruiter, sales consultant, or business leader looking to refine your business development strategies, this episode is packed with actionable insights to help you drive better conversations and close more deals.

Key Takeaways:

Cold Calling as a Competitive Advantage – Why a well-executed cold call stands out in today’s digital-first sales world.

Breaking Patterns for Better Sales Engagement – How to use psychology to create more engaging sales conversations.

Inbound vs. Outbound Lead Quality – Why outbound sales often result in better-qualified leads.

The Discipline of Sales – How structure, consistency, and intentionality separate top performers.

Motivation & Mindset in Sales – How discipline, stoicism, and self-awareness contribute to long-term success.

Sales Playbooks & Process Optimization – How to build a structured approach to cold outreach that maximizes conversions.

The Power of Data & Direct Mail – Strategies for obtaining the best contact data and leveraging personalized outreach.

Noteworthy Quotes:

"A well placed, well delivered cold call is now novel again." – Zac Thompson

"Not all meetings are created equally. Salespeople need to respect their time and the prospect's time by qualifying effectively." – Jack Frimston

"Discipline in sales isn’t just about making calls; it’s about creating a structure that ensures consistent success." – Ben Browning

"Most recruiters don’t have a sales problem; they have an input problem." – Zac Thompson

"Sometimes your USP isn’t your service, it’s how you sell." – Jack Frimston

Key Timestamps:

[00:00:00] Introduction and Episode highlights

[00:04:05] Why Cold Calling Remains Effective

[00:06:24] The Role of Pattern Interrupts in Sales

[00:07:40] The role of cold calling over the next few years

[00:12:55] Inbound vs Outbound Lead Quality

[00:17:08] The Importance of Structure and Process in Sales

[00:23:40] The Stoic Approach to Sales and Motivation

[00:28:04] Finding the Right Sales Data and Contact Information

[00:32:17] Direct Mail and Unique Sales Approaches

[00:41:26] How to Motivate Sales Teams

[00:50:19] The Common Mistakes Recruiters Make in Business Development

Follow the Guest Jack Frimston:

LinkedIn: https://www.linkedin.com/in/jack-frimston-5010177b/

Website: https://www.wehaveameeting.com/

Follow the Guest Zac Thompson:

LinkedIn: https://www.linkedin.com/in/zac-thompson-33a9a39b/

Website: https://www.wehaveameeting.com/

Follow the Host Ben Browning on:

LinkedIn: https://www.linkedin.com/in/benbrowningrec/

Follow Recruiting Better Podcast on:

YouTube:https://www.youtube.com/@recruitingbetter

Email: [email protected]

LinkedIn: https://www.linkedin.com/company/recruiting-better/

Website: https://recruitingbetter.substack.com/

Take my FREE test now and find out what is holding back your recruitment business. 👉 https://bit.ly/bdstrategyassessment 

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In this episode of Recruiting Better, Ben Browning challenges the conventional wisdom that training alone is the key to recruiter success. Instead, he shares ten powerful strategies that top-performing recruiters use to break through plateaus and dramatically increase their billings. Drawing from his personal experiences and the successes of elite recruiters, Ben highlights the importance of mindset, self-review, and consistent process execution. If you're a recruitment consultant or leader looking to elevate your business development (BD) strategy and performance, this episode is packed with actionable insights.

Key Takeaways:

Listening to calls – Reviewing your own calls helps refine messaging and improve effectiveness.

Listening to other calls – Learning from colleagues’ calls provides new perspectives and strategies.

Watching meetings – Observing client interactions helps identify areas for better engagement.

Reviewing customer feedback – Gaining direct insights from clients enhances service and approach.

Making a clear plan – A well-structured BD strategy increases execution consistency.

Pipeline reviews – Regularly analyzing deals ensures stronger forecasting and decision-making.

Pre-mortem – Anticipating risks before they happen helps mitigate potential deal failures.

Following a process – Consistency in execution leads to scalable and predictable results.

Listening to your clients/candidates – Understanding their priorities improves relationships and success rates.

Coaching – Continuous feedback and development drive performance growth over time.

Noteworthy Quotes:

"The difference between a half-a-million biller and a 150K biller isn’t skill, it's how they apply their skills." – Ben Browning

"If business development feels boring, that’s a good sign it means you have a predictable, scalable process." – Ben Browning

"There is no difference in raw potential between you and the top billers, the difference is how they manage themselves." – Ben Browning

Key Timestamps:

[00:00:00] Introduction to the episode

[00:02:57]10 Steps overview and personal life journey

[00:04:45] Importance of self-development over just sales tactics

[00:05:44] Case studies of successful recruiters implementing personal development

[00:07:57] Invitation to Recruitment Agency Exhibition

[00:09:20] Reviewing calls and meetings to improve performance

[00:13:06] Using AI and technology for performance reviews

[00:14:55] Seeking 360-degree feedback from colleagues and clients

[00:18:00] Creating and sticking to a simple, scalable plan

[00:21:00] Running a pre-mortem to identify and address potential risks

[00:25:02] Reviewing data and tracking performance to improve results

[00:26:50] Keeping a performance journal for personal growth

[00:28:46] Closing thoughts and reminder about the live event

Follow the Host:

Ben Browning on LinkedIn: https://www.linkedin.com/in/benbrowningrec/ 

Follow Recruiting Better Podcast on:

YouTube:https://www.youtube.com/@recruitingbetter

Email: [email protected]

LinkedIn: https://www.linkedin.com/company/recruiting-better/

Website: https://recruitingbetter.substack.com/

Take my FREE test now and find out what is holding back your recruitment business. 👉 https://bit.ly/bd-strategy-assesment 

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In this episode of Recruiting Better, Ben Browning discusses how recruitment consultants can overcome common challenges in business development (BD). Many consultants hesitate to focus on sales, either because they don’t feel confident or believe it’s not part of their job. Ben explains that the real issue often lies in a lack of clarity and structure within the organization. Without a defined strategy, many recruiters aren’t sure how to approach BD, which can hurt their confidence. Ben stresses that creating a clear sales process is essential for boosting motivation and success.

Ben also talks about why traditional sales methods aren’t as effective anymore. He encourages recruitment leaders to shift from transactional sales, like filling vacancies quickly, to building long-term relationships with clients. By offering real solutions instead of just completing tasks, consultants can improve their value. Tracking the right metrics and aligning them with business goals is another key point Ben brings up to help teams stay focused and motivated. This episode is a must-listen for recruitment leaders who want to create a high-performing team that grows the business sustainably.

Key Takeaways:

Clear Metrics and Process – Having clear goals and an effective process is key to motivating your team and driving success.

Building Confidence in Sales – Many recruiters are unsure about sales. Ben offers tips on how to help them feel more confident in business development.

Rethinking Old Sales Methods – Traditional methods like focusing on call volume or CV-to-job ratios no longer work. It’s time to focus on building real client relationships.

Clarity Drives Motivation – When recruiters lack a clear strategy, their motivation suffers. Giving them clarity helps boost their drive.

Moving from Transactional to Solution-Focused Sales – Great salespeople stop focusing on quick wins and start offering long-term solutions to clients.

Tracking What Matters – Instead of focusing on outdated KPIs, recruiters should track things like call outcomes and client engagement to see what really works.

Adapting to New Sales Channels – With evolving technology, sales strategies need to focus on quality and personalization to keep up with the times.

Noteworthy Quotes:

"When recruiters don’t believe their actions will lead to results, their motivation to do business development drops." – Ben Browning

"Sales hasn’t changed, but how we use phones, email, and DMs has evolved drastically. We need to keep up." – Ben Browning

"Motivation comes when everyone knows what to do and believes it’ll work." – Ben Browning

"Training is important, but what really drives success is tracking the right things and constantly improving." – Ben Browning

Key Timestamps:

[00:00:00] Sales as empowerment and inspiration

[00:01:26] Business leaders improving performance

[00:02:56] Strategy vs. training in recruitment

[00:04:42] ROI challenges in training

[00:07:38] Confidence & consistency in BD

[00:10:15] Building a strong sales culture

[00:11:37] Storytelling in sales

[00:13:04] Market research in sales

[00:14:55] Buyer-centric sales strategy

[00:16:40] Tracking key sales metrics

[00:18:40] Coaching & training impact

[00:21:16] Competitive advantage in hiring

[00:22:49] Defining target clients

[00:24:07] Strategic prospecting

[00:26:40] Closing strategies

[00:28:42] Aligning BD with sales strategy

[00:30:19] Scaling with the flywheel effect

[00:32:35] Closing thoughts

Follow the Host:

Ben Browning on LinkedIn: https://www.linkedin.com/in/benbrowningrec/

Follow Recruiting Better Podcast on:

YouTube:https://www.youtube.com/@recruitingbetter

Email: [email protected]

LinkedIn: https://www.linkedin.com/company/recruiting-better/

Website: https://recruitingbetter.substack.com/

Take my FREE test now and find out what is holding back your recruitment business. 👉 https://bit.ly/bd-strategy-assesment 

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In this episode of Recruiting Better, Ben Browning tackles the common challenges recruitment consultants face when it comes to business development (BD). Many consultants hesitate to focus on sales, either because they don’t see it as part of their job or they feel nervous about asking for big commitments. Ben explains that the root cause of this hesitation often comes from a lack of clarity and a defined strategy within organizations. With so many recruiters unsure of how to approach BD, Ben stresses the importance of having a clear and effective sales process to help boost their confidence and motivation.

Ben also explores why traditional sales methods are no longer effective and how recruitment leaders need to shift their focus from transactional sales to building long-term relationships with clients. Instead of just filling vacancies, consultants should position themselves as trusted advisors offering real solutions. By tracking the right metrics and aligning them with business goals, recruitment organizations can help their teams feel more confident and motivated to generate new business. This episode is perfect for recruitment leaders who want to create a motivated, high-performing team focused on growing business.

Key Takeaways:

Clear Metrics and Process – To motivate your team, you need clear goals and a process that everyone believes will work.

Building Confidence in Sales – Many recruiters are nervous about doing sales. Ben talks about how to help them step up and get comfortable with business development.

Rethinking Old Sales Methods – The old way of focusing on things like call volume or CV-to-job ratios isn't working anymore. Instead, we need to focus on building real client relationships.

Clarity Drives Motivation – Many recruiters aren’t sure what to do because they lack a clear strategy. Giving them that clarity will increase motivation.

Moving from Transactional to Solution-Focused Sales – The best salespeople stop thinking in terms of quick transactions and start offering long-term solutions to clients' problems.

Tracking What Matters – Ben stresses that instead of focusing on traditional KPIs, recruiters should track things like call results and client engagement to see what’s actually working.

Adapting to New Sales Channels – With technology changing, the way we reach clients needs to evolve too. Sales strategies must focus on quality and personalization.

Noteworthy Quotes:

"When recruiters don’t believe their actions will lead to results, their motivation to do business development drops." – Ben Browning

"Sales hasn’t changed, but how we use phones, email, and DMs has evolved drastically. We need to keep up." – Ben Browning

"Motivation comes when everyone knows what to do and believes it’ll work." – Ben Browning

"Training is important, but what really drives success is tracking the right things and constantly improving." – Ben Browning

Key Timestamps:

00:00:00 – Introduction on motivating recruitment consultants in business development.

00:03:31 – Discussing how outdated sales strategies are demotivating the team.

00:05:04 – Why traditional metrics like call volume aren't motivating consultants anymore.

00:06:08 – The difference between transactional sales and offering solutions to clients.

00:08:29 – How consultants worry about the quality of their messaging in BD.

00:09:23 – Ben reveals that 76% of recruiters don’t have a clear business development strategy.

00:10:02 – Why lack of clarity is causing frustration and low motivation in BD.

00:11:40 – How understanding your current sales process is key to improving business development.

00:14:50 – Ben talks about how to measure client value and grow existing accounts.

00:16:25 – Steps in the BD process: prospecting, discovery, negotiation, and multi-threading.

00:20:40 – How tracking data like call outcomes can help improve business development.

00:23:54 – Why consultants need clarity to feel motivated and confident.

00:27:06 – How procrastination in BD often comes from uncertainty or fear of success.

00:29:41 – Overcoming procrastination by building confidence in the sales process.

Follow the Host:

Ben Browning on LinkedIn: https://www.linkedin.com/in/benbrowningrec/ 

Follow Recruiting Better Podcast on:

YouTube:https://www.youtube.com/@recruitingbetter

Email: [email protected]

LinkedIn: https://www.linkedin.com/company/recruiting-better/

Website: https://recruitingbetter.substack.com/

Take my FREE test now and find out what is holding back your recruitment business. 👉 https://bit.ly/bd-strategy-assesment 

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Welcome to the Recruiting Better podcast! This week, we’re speaking with James Ellis, Chief Brand Builder at Employer Brand Labs. With over a decade of experience, James is an expert in employer branding and a well-known voice on platforms like LinkedIn and YouTube.

In this episode, James talks about how employer branding can transform the way recruiters work. He explains why focusing on what makes a company unique is more effective than trying to appeal to everyone. James shares practical advice for building trust with candidates and creating meaningful connections. Whether you're a recruiter, HR professional, or employer branding specialist, his insights offer a fresh perspective on creating lasting and impactful strategies.

Key Takeaways:

Embracing Credibility with Employer Branding: 

James highlights the importance of honesty and transparency in branding to build trust and resonate with the right candidates.

The 3D Framework: Goal, Experience, Reward

James’s innovative model for employer branding focuses on mission-driven goals, unique work experiences, and tailored rewards to differentiate and attract the perfect hire.

Solving Recruitment Challenges through Differentiation

Instead of mimicking big-name strategies, James advocates for recruiters to explore unique avenues and target niche candidates.

Personalized Recruiting for Long-term Success

James shares strategies for recruiters to enhance engagement by crafting tailored, one-to-one messaging.

The Power of Employer Branding for Small Companies

Employer branding isn’t just for large corporations. James explains how smaller firms can leverage distinct branding to compete with industry giants.

Noteworthy Quotes:

"Your job as a recruiter isn’t to sell—it’s to set expectations." – James Ellis

"If you sound like everyone else, you’ll lose like everyone else." – James Ellis

"Transparency isn’t optional—it’s essential for trust in recruitment." – James Ellis

"Recruiters should be matchmakers, not salespeople." – James Ellis

Key Timestamps:

[00:00:00] Episode highlights and introduction

[00:01:53] Introduction & importance of employer branding

[00:02:54] Guest Introduction & Employer branding as a game-changer

[00:06:39] Understanding what makes a job unique

[00:10:19] Employer brand vs. traditional sales tactics

[00:16:34] Employer branding for small vs. large companies

[00:23:49] Three pillars of employer branding (Goal, Experience, Reward)

[00:29:40] Employer branding as a tool for recruiters

[00:32:18] Credibility through transparency in job descriptions

[00:37:29] Using employer branding to target the right candidates

[00:47:52] Practical framework for employer branding in recruitment

Follow the Guest James Ellis:

LinkedIn: https://www.linkedin.com/in/thewarfortalent/ 

Website: https://www.employerbrandlabs.com

Follow the Host Ben Browning:

LinkedIn: https://www.linkedin.com/in/benbrowningrec/

Follow and Watch: 

YouTube: https://www.youtube.com/@recruitingbetter

Email: [email protected]

LinkedIn: https://www.linkedin.com/company/recruiting-better/

Website: https://recruitingbetter.substack.com/

Take the my FREE test now and find out what is holding back your recruitment business. 👉 https://bit.ly/bd-strategy-assesment

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In this episode of the Recruiting Better Podcast, host Ben Browning uncovers why traditional recruitment methods may be holding you back and shares a transformative approach to elevate your recruitment game. Drawing from real-world experiences and proven strategies, Ben illustrates how recruiters can secure committed clients, create a predictable revenue pipeline, and position themselves as indispensable partners in the hiring process.

Through insightful discussions and practical advice, this episode equips both novice and seasoned recruiters with the tools to enhance their impact, navigate industry challenges, and foster meaningful client relationships. Whether you're seeking to refine your approach or achieve greater success in recruitment, this episode delivers actionable steps to transform your career.

Key Highlights:

1. Breaking the Cycle of Hard Recruitment: Understand why focusing on job-to-job opportunities limits your impact and discover a new approach to securing long-term client relationships.
2. From Transactional to Transformational: Learn how to position yourself as a trusted consultant who adds measurable value to clients’ hiring strategies.
3. The Power of Pipeline Predictability: Build a consistent flow of opportunities by fostering client commitment and planning ahead for future roles.
4. Transforming Hiring Into a Competitive Advantage: Explore how improving hiring strategies can help clients achieve business goals and give them a competitive edge in their industry.
5. Engaging Hiring Managers: Discover how acting as a recruitment coach can empower hiring managers to make better decisions, reduce turnover, and enhance team performance.
6. Metrics That Matter: Delve into key performance indicators like time-to-hire, quality of hire, and stakeholder satisfaction to demonstrate your value as a consultant.

Noteworthy Quotes

"When you take on a job order, you have very little control—key decisions are already made before you’re involved." – Ben Browning

"Transactional recruitment diminishes your value and shifts the focus to the job, not the partnership." – Ben Browning

"If everyone is chasing job orders, the best way to stand out is to take a different approach." – Ben Browning

"The best recruiters don’t just fill jobs; they transform how their clients hire." – Ben Browning

Key Timestamps:

[00:00:00] Episode Highlights

[00:01:47] Introduction: Why most recruiters are doing it the hard way

[00:05:40] Building a predictable pipeline for long-term success

[00:06:21] Why focusing on individual job orders weakens your positioning

[00:08:21] The alternative: Transformational recruitment strategy

[00:10:19] How to turn hiring into a competitive advantage

[00:14:40] Increasing recruiter value and creating client advocacy

[00:17:43] Differentiation: Why most recruiters struggle to stand out

[00:20:47] Recruitment strategies: AI, attraction, and selection techniques

[00:25:47] Shifting from transactional to transformational recruitment

Follow the Host:

• Ben Browning on LinkedIn: https://www.linkedin.com/in/benbrowningrec/

Follow Recruiting Better Podcast on:

• YouTube: https://www.youtube.com/@recruitingbetter
• Email: [email protected]
• LinkedIn: https://www.linkedin.com/company/recruiting-better/
• Website: https://recruitingbetter.substack.com/

Is your sales strategy boosting or blocking your results?

Find out where you stand and uncover areas to improve.

Take the test now and find out what you could be doing differently. 👉 https://bit.ly/bd-strategy-assesment

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Welcome to the Recruiting Better podcast! This week, we’re joined by the brilliant Adam Tiberius, a trailblazing business development leader who has redefined recruitment strategies. With his transformative approach, Adam has built scalable, data-driven systems that have doubled revenue and established high-performing teams across the UK, Europe, and the US.

In this episode, Adam shares his game-changing journey, exploring the importance of foundational market mapping, actionable problem-solving, and building a consistent process for success in business development. From leading teams to achieving precision-driven results, Adam’s insights are a must-hear for recruitment leaders, consultants, and managers.

Key Takeaways:

The Power of a North Star Market Framework

Adam emphasizes the importance of foundational market mapping, providing a clear direction and compounding value over time.

Precision-Driven Prospecting

Discover how Adam’s “phone-first” approach leads to consistent success by focusing on solving real client problems.

Systemization for Scalability

Learn how building tools and integrating them into processes ensures long-term success and replicable outcomes.

Why Relationships Aren’t Enough

Adam challenges the notion of relationship-driven recruitment, showing how solving client problems delivers real results.

Never Discounting on Value

Adam’s refusal to compromise on fees reinforces credibility and strengthens client trust.

Noteworthy Quotes

"Jobs come from accounts. Accounts don’t come from jobs." – Adam Tiberius

"Transactional recruitment diminishes your value and puts all the focus on the job, rather than the long-term partnership." – Ben Browning

"If you’re just another recruiter looking to place candidates, you’ll always compete on price. If you help companies hire better, you eliminate competition." – Ben Browning

"Most recruiters think they're great at relationships, but relationships don’t replace results. Fix the problem first, then build the relationship." – Adam Tiberius

"If you’re not mapping your market extensively, you’re not in control of your business—you’re just reacting to job orders." – Adam Tiberius

Follow the Adam Tiberius:

LinkedIn: https://www.linkedin.com/in/adam-tiberius-1511831ba/

Website: https://zenopa.com/us/adam-tiberius/ 

Follow the Host :

Ben Browning on LinkedIn: https://www.linkedin.com/in/benbrowningrec

Follow and Watch: 

YouTube: https://www.youtube.com/@recruitingbetter

Email: [email protected]

LinkedIn: https://www.linkedin.com/company/recruiting-better/

Website: https://recruitingbetter.substack.com/

Is your sales strategy boosting or blocking your results? Find out where you stand and uncover areas to improve.

Take the FREE test now and find out what you could be doing differently. 👉 https://bit.ly/bd-strategy-assesment

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Welcome to the Recruiting Better podcast. I'm joined by the legendary Mike Weinberg, a four-time bestselling sales author and sales expert who’s revolutionized how teams win high-quality new business. Mike brings decades of experience in training and coaching elite sales and recruitment teams, with a focus on simplifying strategies and maximizing results.

In this episode, Mike takes us through his framework for effective sales, highlighting the keys to targeting the right clients, crafting compelling messaging, and owning your calendar to boost productivity. Mike’s insights are practical and actionable, making them invaluable for recruiters, leaders, and business developers looking to sharpen their strategies and win more business.

Key Takeaways:

Targeting with Precision: Mike emphasizes the importance of building a finite, focused prospecting list to make every effort strategic and impactful.

Messaging that Matters: Discover how to create a compelling, outcome-focused power statement that resonates with clients and differentiates your value.

Proactive Calendar Management: Success in sales stems from spending more time creating and advancing opportunities, not just reacting to immediate needs.

Consultative Selling: Mike shares how moving from a transactional approach to a consultative one builds trust and increases client retention.

Differentiation through Action: The power of identifying client problems and delivering outcomes as a key driver of business success.

Noteworthy Quotes:

"Sales effectiveness starts with taking ownership—waiting for leads isn’t a strategy." – Mike Weinberg

"Most salespeople don’t have a pipeline problem; they have a prospecting problem." – Mike Weinberg

"The best recruiters don’t just fill roles; they solve hiring problems." – Mike Weinberg

"If you don’t have a target list, you’re not selling—you’re just reacting." – Mike Weinberg

"A great sales story isn’t about you; it’s about the problems you solve." – Mike Weinberg

Key Timestamps:

[00:00:00] Introduction and episode highlights

[00:02:32] Guest Introduction and purpose of conversation

[00:04:46] Background and experiences of guest

[00:06:22] How real-world sales experience shaped key methodologies

[00:09:10] Responsibilities for sales effectiveness

[00:13:23] Role of leadership in setting sales strategy and execution

[00:16:56] The power of a strong sales story in building confidence

[00:19:44] Targeting the right prospects and market segmentation

[00:22:46] Common mistakes salespeople make in prioritizing accounts

[00:25:40] Crafting a compelling power statement for better outreach

[00:30:36] Shifting from self-focused pitches to customer-centric messaging

[00:36:14] How to differentiate in a competitive market

[00:40:54] Three big keys for new sales

[00:43:13] The importance of time management and proactive sales efforts

Follow the Mike Weinberg:

LinkedIn: https://www.linkedin.com/in/mikeweinberg2024/ 

Instagram: https://www.instagram.com/mike_weinberg/?hl=en 

Facebook: https://www.facebook.com/newsalescoach/ 

Website: https://mikeweinberg.com/ 

Follow the Host :

Ben Browning on LinkedIn: https://www.linkedin.com/in/benbrowningrec/

Follow and Watch: 

YouTube: https://www.youtube.com/@recruitingbetter

Email: [email protected]

LinkedIn: https://www.linkedin.com/company/recruiting-better/

Website: https://recruitingbetter.substack.com/

Is your sales strategy boosting or blocking your results? Find out where you stand and uncover areas to improve.

Take the test now and find out what you could be doing differently. 👉 https://bit.ly/bd-strategy-assesment

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Hey everyone, welcome to the Recruiting Better podcast! Today, I’m joined by Jamie Rogers from Darwin Recruitment, a billing manager who’s mastered the art of business development. We’re diving into his journey of transforming his sales approach, building an effective sales function, and supporting his team in ways that lead to huge success.

In this episode, Jamie shares how he shifted from a chaotic, candidate-led approach to a more consultative, problem-centered strategy. His story is a great example of how focusing on improving the hiring process can not only benefit the business but also lead to more meaningful conversations and better results.

Key Takeaways:

- Shifting the Mindset: Jamie talks about the importance of shifting from a transactional approach to business development to a consultative one. The key is understanding the client's hiring problems and focusing on long-term relationships rather than just filling roles.

- Problem-Centric Messaging: By moving away from a candidate-led approach, Jamie found success by speaking directly to the problems clients face in recruitment. This shift has enabled him to stand out in a crowded market.

- Embracing the Hiring Challenge: Hiring is often a challenge for leaders, and Jamie highlights how understanding hiring as a competitive advantage can dramatically change the success of both the leader and the business.

- Consultative Selling: Jamie discusses how adopting a deeper discovery conversation with clients—focusing on their pain points—has allowed him to become a trusted consultant rather than just a recruiter.

- Transparency in Pricing: Jamie shares his experiences with transparent pricing and how he uses a collaborative approach to negotiations, showing clients how both sides can benefit from clear expectations and honest conversations.

Noteworthy Quotes:

"I realized I wasn’t just filling jobs—I needed to improve how companies hire." – Jamie Rogers

"Speccing candidates into companies with money works—until the money dries up." – Jamie Rogers

"Most recruiters aren’t experts at recruiting—they’re experts at keyword matching." – Jamie Rogers

"Hiring is a skill, but most leaders have never been trained on how to do it right." – Jamie Rogers

"A strong hiring process doesn’t just help businesses—it transforms leadership success." – Jamie Rogers

"You can’t rock up and say, ‘I’m a specialist’—every recruiter says that." – Jamie Rogers

Timestamps:

[00:00:00] Introduction & guest introduction

[00:04:10] Challenges in traditional business development

[00:09:14] Transitioning from a candidate-led to a problem-led approach

[00:11:28] Importance of addressing hiring challenges instead of pitching candidates

[00:12:52] How hiring can be a competitive advantage for businesses

[00:15:06] The impact of poor hiring on leadership and company performance

[00:17:45] How to effectively frame hiring problems in outreach

[00:19:25] Moving from generic to specific, industry-relevant hiring problems

[00:22:58] Creating problem-led messaging that resonates year-round

[00:24:17] How to uncover and refine problems through direct client conversations

[00:29:19] Winning better clients by positioning as a hiring consultant

[00:30:59] Transparent pricing and negotiating recruitment terms collaboratively

[00:35:33] Closing thoughts

Follow the Guest:

Darwin Recruitment Website: https://www.darwinrecruitment.com/ 

Jamie Rogers on LinkedIn: https://www.linkedin.com/in/jamie-rogers-nrw/

Follow the Host:

Ben Browning on LinkedIn: https://www.linkedin.com/in/benbrowningrec/

Follow and watch: 

YouTube: https://www.youtube.com/@recruitingbetter

Email: [email protected]

LinkedIn: https://www.linkedin.com/company/recruiting-better/

Website: https://recruitingbetter.substack.com/

Take the my FREE test now and find out what is holding back your recruitment business. 👉 https://bit.ly/bd-strategy-assesment

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In this episode of Recruiting Better Podcast, host Ben Browning dives into the intricacies of modern recruitment strategies. Drawing from his extensive experience training over a thousand recruiters, Ben shares actionable insights on how to increase fill rates, secure exclusive contracts, and transition from a transactional recruiter to a trusted partner.

Through captivating examples and proven methodologies, Ben demonstrates how recruiters can position themselves as indispensable allies to their clients. From improving hiring strategies to navigating market challenges, this episode offers invaluable advice for both novice and seasoned recruiters aiming to enhance their impact in the recruitment world.

Key Takeaways:

Breaking the Cycle: Why recruiters fill only a fraction of the roles they work on and how to change that dynamic.

Transitioning to a Trusted Partner: The importance of positioning yourself as a high-value consultant rather than a transactional recruiter.

Effective Sales Methodology: The four-step process to address hiring challenges, understand the impact, and deliver measurable results.

Case Studies for Success: Real-life examples of how recruitment leaders improved margins, increased retention, and enhanced client satisfaction.

Proactive Recruitment: Why engaging clients outside of active hiring periods creates long-term value and stronger relationships.

Current Challenges in Recruitment: The inefficiencies of contingent recruitment and their impact on fill rates and profitability.

Focusing on Metrics: The importance of measurable outcomes like time-to-impact, quality of hire, and client satisfaction.

Noteworthy Quotes:

"Recruiters are doing too much work for too little return—most only fill 19% of their roles." – Ben Browning

"Dropping fees from 20% to 15% cuts revenue by 25% and profit by nearly two-thirds." – Ben Browning

"Being a transactional recruiter makes you a 'nice to have'—not an essential partner." – Ben Browning

"The best recruiters don’t just fill roles; they solve hiring problems at a strategic level." – Ben Browning

"Hiring managers with live vacancies are the hardest to sell to—you're competing with noise." – Ben Browning

Key Timestamps:

[00:00:00] Episode Highlights

[00:00:41 ]Introduction: Why most recruiters struggle with low fill rates

[00:02:46] The financial impact of low-commitment, contingent recruitment

[00:04:58] Moving from transactional recruitment to strategic partnerships

[00:07:30] Positioning yourself as a trusted advisor from the start

[00:10:45] Why hiring managers with live vacancies are the hardest to sell to

[00:14:49] Asking strategic questions to uncover client needs

[00:15:40] The four-step process top recruiters use for high-commitment business

[00:20:02] Case study: Linking hiring speed to business success

[00:24:56] How discovery-led sales drive higher fill rates and exclusivity

[00:27:01] Case study: Increasing profit margin from 10% to 37%

Follow the Host:

Ben Browning on LinkedIn: https://www.linkedin.com/in/benbrowningrec/ 

Follow Recruiting Better Podcast on:

YouTube:https://www.youtube.com/@recruitingbetter

Email: [email protected]

LinkedIn: https://www.linkedin.com/company/recruiting-better/

Website: https://recruitingbetter.substack.com/