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Tracking What Matters – Instead of focusing on outdated KPIs, recruiters should track things like call outcomes and client engagement to see what really works.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

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 

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

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.

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.

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.

Follow the Adam Tiberius:

LinkedIn: https://www.linkedin.com/in/adam-tiberius-1511831ba/?originalSubdomain=uk 

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.

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.

- 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.

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

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

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/

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.

👉Get your consultants billing £90k every 90 days, confidently and consistently, here's how:  https://bit.ly/90k-in-90-days-blueprint

Welcome to the show! I'm Ben Browning, and today I'm joined by Reiss McNally, co-founder of Molecular Search, a recruitment company that’s revolutionizing the industry with innovative technology and a consultative approach. Over the years, I've worked with countless recruitment businesses, but what Reiss and his team have done at Molecular Search is one of the most disruptive and exciting transformations I’ve seen.

Reiss offers insights into the importance of building strong partnerships, leveraging technology to enhance recruitment processes, and creating a consultative approach that truly adds value to clients. He shares valuable lessons from his journey of innovation, transformation, and resilience within the recruitment space.

Key Takeaways:

Disruptive Innovation in Recruitment: Reiss shares his journey from a traditional headcount-driven model to integrating AI and automation, which transformed Molecular Search into a talent consultancy. This change allowed them to serve clients more effectively while reducing costs.

Building the Node Platform: Node, an acronym for Nurture, Outreach, Develop, and Engage, was developed as a sourcing engine that combines AI tools with consulting frameworks to deliver a more comprehensive recruitment solution. Node empowers clients by providing rapid access to extensive candidate pools and unique, personalized engagement strategies.

The Power of Transparency and Consultation: Reiss emphasizes the importance of transparency in client and candidate communication, which has strengthened client relationships and built trust. His consulting approach uses market mapping and pre-sourcing frameworks to give clients actionable insights and help them differentiate their recruitment efforts.

Creating Competitive Advantage through Technology: Reiss believes that AI and automation should enhance, not replace, the recruitment process. Molecular Search uses these technologies to provide better market insights, engagement rates, and strategic hires, thus creating a competitive edge for clients.

Importance of a Strong Operational Backbone: Reiss credits his co-founder and operations team, including Michaela, for engineering an effective support system that enables seamless technology integration. This approach has streamlined processes, improved client delivery, and facilitated the success of Molecular Search’s disruptive recruitment model.

Follow the Guest:

Reiss McNally on LinkedIn: https://www.linkedin.com/in/reiss-mcnally-b58075152/

Molecular Search Website: https://molecularsearch.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

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

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

Welcome back to the Recruiting Better Podcast with me, Ben Browning. 

This week, I’ve talked through how to market to people at each stage of your marketing funnel, including the different types of content that can move them one step closer to buying from you. 

I also touched on:

This podcast is sponsored by Search Stack, the digital marketing agency levelling up the recruitment industry. To learn more about our sponsor - ⁠⁠Click Here⁠⁠

To contact me on LinkedIn - ⁠⁠Click Here⁠⁠

Follow this link to join the Recruiting Better community - ⁠⁠⁠⁠Click Here