What are some of the best Sales Strategies for Recruiters?

With staffing industry revenues down and competition fiercer than ever, many firms are realizing they don’t have a structured sales system. Recruiters are great at sourcing talent, but selling? That’s where many struggle.

In this episode of InSights, Brad Bialy and Steve Gipson break down the proven sales strategies for recruiters that drive results in today’s market. You’ll learn why top-performing firms have predictable sales processes, how to balance recruiting and selling, and why it takes 17–20 touches for prospects to engage.

If you’re a recruiter, sales professional, or staffing leader, this episode is packed with actionable insights to help you close more deals and stabilize your business in 2025.

5 Key Takeaways from This Episode:

If you’ve seen content from Tedx Talks, Recruiter Preston, or Haley Marketing, you’ll love this episode. The best staffing and recruiting firms follow a structured sales process—learn how you can, too!

Episode Chapters & Timestamps:

[00:01] – Introduction & Catching Up from the Massachusetts Staffing Association Conference

[02:14] – The Challenge: "We Don't Know How to Sell"

[03:00] – The Shift from Order-Takers to Sales Professionals

[06:03] – Why 17–20 Touches Matter in Sales

[07:33] – The AIDA Model: Awareness, Interest, Desire, Action

09:06] – Three Times the Work for Half the Results?

[12:07] – Stabilizing Your Business: The Key to 2025

[14:10] – The Danger of Chasing Any Order vs. Staying in Your Niche

[17:52] – Learning from Top Recruiters: Find Your Mentor

[20:32] – Predictability & Process: The Key to Closing Deals

[21:41] – Final Thoughts & Takeaways

InSights is Hosted by Brad Bialy and Steve Gipson

Brad Bialy is the host of Take the Stage and InSights, the staffing industry's leading podcasts with close to 175,000 downloads. He has a deep passion for helping staffing and recruiting firms achieve their business objectives through strategic marketing concepts. For over a decade, Brad has developed a proven track record of motivating and educating staffing industry professionals at over 150 industry-specific conferences and webinars. His keen eye for strategy and delivery has resulted in multiple industry award-winning social media campaigns, making him a sought-after speaker and expert.

A recruiting industry veteran with over 15 years of experience, Steve Gipson is the Director of Sales and Operations at Recruiters Websites. After spending seven years as a recruiter with a boutique search firm, he joined Recruiters Websites, a digital marketing agency specializing in the recruitment industry. For the past decade, Recruiters Websites has helped over 800 firms of all sizes and specialties enhance their digital presence and make more placements through their expertise in digital marketing, website development, and SEO services.

What are the staffing industry trends in 2025? With AI, economic shifts, and technological disruptions, firms must adapt—or risk falling behind.

Barry Asin, President & Chief Analyst of Staffing Industry Analysts (SIA), joins Brad Bialy to break down key trends, challenges, and opportunities shaping the industry.

SIA is the leading authority in staffing research, and Barry’s insights help top firms navigate uncertainty and stay ahead of the competition.

This is a big episode—we’re covering SIA’s latest research, why "Flat is the New Up," and how leadership separates thriving firms from struggling ones.

Plus, we discuss SIA’s upcoming Executive Forum on March 10, the must-attend event for staffing leaders.

Whether you’re a staffing firm owner, recruiter, or industry executive, this episode is a must-watch to stay ahead in 2025.

If you've seen content from Staffing Monthly or Haley Marketing, you’ll love this episode. Barry Asin has advised the world’s top staffing firms and brings exclusive insights on how to lead and grow in today’s industry.

5 Key Takeaways from This Episode:

✅ Why "Flat is the New Up"

✅ The impact of AI on recruiting?

✅ How top staffing firms are staying ahead.

✅ The leadership mindset shifts that separate thriving firms from struggling ones

✅ Why small and mid-sized staffing firms can still compete with billion-dollar tech giants

Chapters & Key Moments

00:01 - Introduction: Barry Asin on the staffing industry's outlook for 2025

00:10 - Why the industry is stabilizing and SIA’s 5% growth projection

01:14 - Sector breakdown: Healthcare staffing struggles, IT and AI’s impact

03:07 - "Flat is the new up": How firms should view growth in 2025

06:34 - Election years and their impact on staffing demand

07:28 - AI in staffing: A threat or an opportunity?

11:01 - What top staffing firms do differently: Embracing change

14:18 - Growth mindset: How leadership shapes long-term success

18:07 - Biggest threats to the staffing industry in 2025 and beyond

23:56 - Competing with tech-driven platforms like Amazon and Upwork

27:41 - How small firms can stay competitive despite massive tech budgets

28:41 - Preview of SIA’s upcoming Executive Forum

30:25 - What is Staffing Industry Analysts (SIA)?

32:57 - Rapid fire: Barry’s top book, best career advice, and Bills' Super Bowl hopes

About the Speakers

Brad Bialy has a deep passion for helping staffing and recruiting firms achieve their business objectives through strategic digital marketing. For over a decade, Brad has developed a proven track record of motivating and educating staffing industry professionals at over 100 industry-specific conferences and webinars. As a visionary leader, Brad has helped guide the comprehensive marketing strategy of more than 300 staffing and recruiting firms. His keen eye for strategy and delivery has resulted in multiple industry award-winning social media campaigns, making him a sought-after expert and speaker in the industry.

A leading authority on workforce solutions worldwide, Barry Asin is renowned for his expertise on staffing and contingent labor. He served as Staffing Industry Analysts (SIA) president from 2010 through 2024 with overall responsibility for the company’s global strategy, operations and growth. Asin has been with the company since 2003, where he previously led the team responsible for SIA’s award-winning research and content. As chief analyst he continues to focus on developing SIA’s thought leadership, conference content, long-term strategy and product development.

Recruitment marketing is more than just posting jobs—it’s about staying visible in an overcrowded digital world. In this episode, Brad Bialy and Steve Gipson discuss why consistency in marketing is critical, the hidden cost of doing nothing, and how companies unknowingly fall behind. They explore the science behind attention, why it takes 17+ touchpoints for prospects to recognize a brand, and how surround sound marketing can transform your outreach. Plus, they answer a key listener question on using social media to target healthcare staffing clients effectively. 

[00:00] – Intro: Florida Trip, Cold Weather, and Catching Up

Brad Bialy is the host of Take the Stage and InSights, the staffing industry's leading podcasts with close to 175,000 downloads. He has a deep passion for helping staffing and recruiting firms achieve their business objectives through strategic marketing concepts. For over a decade, Brad has developed a proven track record of motivating and educating staffing industry professionals at over 150 industry-specific conferences and webinars. His keen eye for strategy and delivery has resulted in multiple industry award-winning social media campaigns, making him a sought-after speaker and expert. A recruiting industry veteran with over 15 years of experience,

Steve Gipson is the Director of Sales and Operations at Recruiters Websites. After spending seven years as a recruiter with a boutique search firm, he joined Recruiters Websites, a digital marketing agency specializing in the recruitment industry. For the past decade, Recruiters Websites has helped over 800 firms of all sizes and specialties enhance their digital presence and make more placements through their expertise in digital marketing, website development, and SEO services.

Many staffing firms have sales teams, but not all are truly high-performing. If you're wondering what separates elite sales teams from the rest, this episode has the expert advice you need to improve your current processes and sales tactics.

This information will result in immediate revenue—it's worth the listen. Joey Frampus, Managing Director at Butler Street, shares proven strategies that high-performing sales organizations use to dominate their industries.

Learn how top staffing firms surpass $100M in revenue, why AI is a game-changer in sales, and how endurance sports shaped Joey’s approach to sales success.

This episode should inspire you to look up high-performing sales teams and implement winning strategies for 2025.

Some of the biggest takeaways include:

✅ Who drives sales strategy—leadership or reps?

✅ How to build a high-performing sales culture

✅ The biggest mistakes sales teams make in 2025

✅ What elite staffing firms do differently to break $100M in revenue

✅ The AI revolution in sales—will AI replace recruiters?

✅ The mental game of sales—overcoming self-limiting beliefs Whether you're a sales leader, recruiter, or rep looking to sharpen your skills, this conversation with Joey Frampus will change the way you think about sales performance.

Episode Chapters & Timestamps

[00:01] - What separates top-performing sales teams?

[00:38] - Who drives sales strategy—leadership or sales reps?

[01:26] - How to create a high-performing sales culture

[02:07] - Biggest mistakes staffing firms make in 2025

[04:32] - The $100M revenue threshold—what elite firms do differently

[06:40] - How to capture more market share from existing customers

[09:55] - How AI is transforming the sales process

[15:21] - Could AI replace recruiters?

[18:51] - Why AI frees up sales reps to do what they do best

[20:37] - Lessons from endurance sports that apply to sales

[27:31] - The mental game: overcoming self-limiting beliefs in sales

[30:18] - The power of identity shifts in sales & athletics

[32:14] - Joey’s background & Butler Street’s mission

[34:06] - Rapid fire: Books, advice, and sales wisdom

About the Speakers

Brad Bialy has a deep passion for helping staffing and recruiting firms achieve their business objectives through strategic digital marketing. For over a decade, Brad has developed a proven track record of motivating and educating staffing industry professionals at over 100 industry-specific conferences and webinars. As a visionary leader, Brad has helped guide the comprehensive marketing strategy of more than 300 staffing and recruiting firms. His keen eye for strategy and delivery has resulted in multiple industry award-winning social media campaigns, making him a sought-after expert and speaker in the industry.

Joey Frampus, Managing Director at Butler Street, brings 12+ years of experience in the staffing industry, covering a broad spectrum from recruiting and operations to sales and leadership. He has led sales offices across the country, but his true passion lies in personal and professional leadership development. Prior to joining Butler Street, Joey carved out a significant career path that took him from one of the largest staffing firms in the United States to pivotal roles in a dynamic startup environment. This journey has endowed him with a unique blend of insights into both the operational complexities of large-scale organizations and the agile, innovative strategies essential for startup success. His experience spans across diverse markets, from St. Louis, Detroit, and Dallas to Atlanta and Chicago, offering him a well-rounded perspective on the staffing industry's varied landscapes. Originally from Washington D.C., Joey is a Graduate of Saint Louis University where he was a Division I Athlete. Now a full time Chicago resident Joey is an aspiring Chicago Marathoner, a devotee of Chicago's vibrant food scene, and a proud new dog dad. 

In this episode of Take the Stage, presented by Haley Marketing, James Abraham, CEO of Sandler Israel, joins Brad Bialy to discuss the mindset and techniques that separate elite sales professionals from the rest. Discover why conviction is key in sales, how to develop mental resilience, and why tracking behaviors is more critical than tracking results. James also shares insights from his marathon training and how it parallels success in sales. If you're looking to overcome rejection, set better sales goals, and build a winning mindset, this episode is for you!

Episode Chapters & Key Moments: [00:12] – How to redefine what’s possible in sales and life [00:43] – Sales is a rejection game: Why mindset matters [02:12] – Choose your pain: The pain of discipline vs. the pain of regret [03:06] – The Sandler BAT Triangle: Behavior, Attitude, and Technique [04:35] – Why measuring inputs (not just outputs) is the key to sales success [07:19] – The #1 mindset shift that successful salespeople make [09:30] – How to turn around a sales slump and reframe your perspective [12:07] – The power of conviction: Why belief drives sales success [17:38] – The contagious nature of attitude in sales teams [25:09] – Running marathons & sales success: Lessons from endurance sports [30:23] – Why top sales reps work out daily: The sales-fitness connection [36:46] – How exercise fuels better decision-making and performance [41:24] – The best advice for new sales reps

About the Speakers

Brad Bialy has a deep passion for helping staffing and recruiting firms achieve their business objectives through strategic digital marketing. For over a decade, Brad has developed a proven track record of motivating and educating staffing industry professionals at over 100 industry-specific conferences and webinars. As a visionary leader, Brad has helped guide the comprehensive marketing strategy of more than 300 staffing and recruiting firms. His keen eye for strategy and delivery has resulted in multiple industry award-winning social media campaigns, making him a sought-after expert and speaker in the industry.

James Abraham is a dynamic sales performance trainer and leadership excellence coach, and the driving force behind Sandler® in Israel. James empowers business leaders and sales professionals to unlock their full potential, master their craft, and achieve unparalleled success. With over three decades of experience, he has revolutionized sales performance, enablement and leadership development, helping organizations and top performing individual contributors thrive in today’s competitive landscape. An award-winning speaker, marathon runner, and fitness enthusiast, James embodies the principles of discipline, resilience, and growth that he instills in his clients. Whether transforming sales teams or coaching C-suite executives, James is on a mission to leave a legacy of empowered individuals who dare to achieve beyond their wildest dreams. Tune in as he shares his passion, insights, and actionable strategies for success.

How can staffing professionals stop chasing prospects and start closing more job orders? In this episode of Take the Stage, presented by Haley Marketing, Brad Bialy and Rochelle Carrington tackle this critical question, sharing strategies for adopting the right sales mindset, guiding prospects to decisive actions, and focusing on high-impact techniques. Rochelle outlines the importance of understanding your audience, structuring sales conversations, and pre-call preparation to build trust and efficiency. Learn how to balance technique, mindset, and action to set yourself apart in the competitive staffing industry.

Chapters and Timestamps

[00:01] – Kicking Off: Can we stop chasing prospects?

[00:23] – Building the Ideal Sales Mindset

[01:07] – Equal Business Stature: Treating prospects as peers

[03:10] – Guiding Prospects to Decisions Without Pressure

[05:58] – Marrying Marketing and Sales: A unified strategy

[09:24] – Starting Fresh in 2025: Mindset shifts for a new year

[13:03] – Essential Sales Techniques: Questions and process design

[17:21] – Focusing on Prospect Pain Points: Why it matters

[22:29] – Sales as Strategy: Questions, testing, and preparation

[28:44] – Navigating New Roles: Balancing manager expectations

[32:32] – About Bulletproof Management: Rochelle’s approach to coaching

[34:30] – Rapid-Fire Round

About the Speakers

Brad Bialy has a deep passion for helping staffing and recruiting firms achieve their business objectives through strategic digital marketing. For over a decade, Brad has developed a proven track record of motivating and educating staffing industry professionals at over 100 industry-specific conferences and webinars. As a visionary leader, Brad has helped guide the comprehensive marketing strategy of more than 300 staffing and recruiting firms. His keen eye for strategy and delivery has resulted in multiple industry award-winning social media campaigns, making him a sought-after expert and speaker in the industry.

As the CEO of Emotional Intelligence Blueprinting, Rochelle Carrington coaches successful businesspeople around the world and retrains their subconscious minds to enable them to reach peak performance. Her coaching creates transformational results for her clients. She is a world reknown speaker on topics relating to mindset, sales and success. In addition, she has advised and trained thousands of business executives on best practices to develop stronger sales teams, create better hiring practices and lead organizations more effectively. Rochelle possesses over 30 years of experience in coaching, sales and leadership.

Is it safe to assume 91% of marketing efforts fail? In this episode, Brad Bialy and Steve Gipson uncover the striking parallels between New Year’s resolutions and marketing strategies. They explore how lack of consistency, unclear goals, and unrealistic expectations contribute to the high failure rate in both areas. Steve, Director of Sales and Operations with Recruiters Websites, shares actionable insights on how businesses can move past the "resolution mindset" and build sustainable marketing habits that lead to long-term success.

The conversation also addresses the unique challenges staffing firms face when adopting marketing strategies, including the belief that “our industry is different.” Brad and Steve provide a compelling case for embracing marketing as an investment rather than an expense, emphasizing the importance of authenticity and trust. 

[00:00] Welcome and Holiday Recap

[02:16] Why 91% of Marketing Fails

[04:45] The Importance of Consistency

[07:20] Habits Over Hype: A Marketing Mindset

[11:00] The Trust Factor in Marketing

[14:40] Marketing as an Investment, Not an Expense

[19:30] Overcoming Industry Excuses

[22:55] Authenticity in the Age of AI

[27:00] Final Takeaways for 2025 Success

Brad Bialy is the host of Take the Stage and InSights, the staffing industry's leading podcasts with close to 175,000 downloads. He has a deep passion for helping staffing and recruiting firms achieve their business objectives through strategic marketing concepts. For over a decade, Brad has developed a proven track record of motivating and educating staffing industry professionals at over 150 industry-specific conferences and webinars. His keen eye for strategy and delivery has resulted in multiple industry award-winning social media campaigns, making him a sought-after speaker and expert. A recruiting industry veteran with over 15 years of experience,

Steve Gipson is the Director of Sales and Operations at Recruiters Websites. After spending seven years as a recruiter with a boutique search firm, he joined Recruiters Websites, a digital marketing agency specializing in the recruitment industry. For the past decade, Recruiters Websites has helped over 800 firms of all sizes and specialties enhance their digital presence and make more placements through their expertise in digital marketing, website development, and SEO services.

In this episode, Brad Bialy sits down with Cathi Williams, a dynamic speaker, executive coach, and founder of Happy, Healthy Leadership. Cathi shares practical insights into managing workplace stress, fostering open communication, and setting boundaries in both in-office and remote settings. She also discusses the interplay between personal and professional stress and offers actionable advice for creating balance and resilience in our busy lives.

Chapters and Timestamps

[00:01] Introduction to Workplace Stress

[00:43] Is Stress Leadership’s Fault?

[01:25] The First Step to Managing Stress

[03:29] How to Self-Audit Stress Levels

[04:33] Setting Boundaries at Work

[07:52] Managing Stress in Remote Work Settings

[14:14] How Personal Stress Impacts Work

[19:04] The Role of Physical Activity

[24:23] Communicating Effectively with Leadership

[26:00] Final Thoughts on Stress Management

ABOUT THE SPEAKERS

Brad Bialy has a deep passion for helping staffing and recruiting firms achieve their business objectives through strategic digital marketing. For over a decade, Brad has developed a proven track record of motivating and educating staffing industry professionals at over 100 industry-specific conferences and webinars. As a visionary leader, Brad has helped guide the comprehensive marketing strategy of more than 300 staffing and recruiting firms. His keen eye for strategy and delivery has resulted in multiple industry award-winning social media campaigns, making him a sought-after expert and speaker in the industry.

As a life and wellness coach, motivational speaker, and workshop facilitator, Cathi Williams helps people unlock the best version of themselves. With over 20 years in the wellness space and 10 years of mindset coaching, she has had the privilege of empowering countless individuals and business increase their confidence, and mental strength to achieve their goals.

In this episode of Take the Stage, David Searns, Co-CEO of Haley Marketing, shares what the best staffing firms did to thrive in 2024 despite a challenging year. Discover why a 20+ step sales process matters, how to leverage AI tools like ChatGPT to boost productivity, and why personalization remains a game-changer. David provides actionable insights to help staffing professionals create winning strategies for 2025. Whether it’s focusing on niche industries, creating authentic client connections, or redefining your sales process, this episode delivers practical takeaways for staffing leaders.

[00:01] – What the Best Staffing Firms Did Differently in 2024

Brad Bialy 

Brad Bialy has a deep passion for helping staffing and recruiting firms achieve their business objectives through strategic digital marketing. For over a decade, Brad has developed a proven track record of motivating and educating staffing industry professionals at over 100 industry-specific conferences and webinars.  As a visionary leader, Brad has helped guide the comprehensive marketing strategy of more than 300 staffing and recruiting firms. His keen eye for strategy and delivery has resulted in multiple industry award-winning social media campaigns, making him a sought-after expert and speaker in the industry. 

David Searns

(LinkedIn)

When it comes to marketing a staffing firm, few people know the industry like David. He literally grew up in the business. He has been helping staffing companies create innovative marketing strategies and award-winning websites for more than 25 years.

Brad Bialy reunites with former co-host Matt Lozar for a 2024 staffing industry recap on the Insights podcast. They discuss key trends like the rise of video marketing, LinkedIn strategies, and sales-marketing alignment for recruitment success. Matt also shares his experience transitioning to executive recruiting and insights on how firms can adapt to an ever-evolving landscape. Tune in for actionable advice to set your staffing and recruitment strategies for success in 2025.

[00:01] - Welcome Back, Matt Lozar

[03:40] - Is LinkedIn Unbearably Cringe?

[08:30] - Reflecting on 2024 Trends

[11:20] - Marketing and Sales Alignment

[17:00] - The Role of AI in Recruitment Marketing

[20:50] - Predictions for 2025

[25:01] - Closing Remarks

Brad Bialy is the host of Take the Stage and InSights, the staffing industry's leading podcasts with close to 175,000 downloads. He has a deep passion for helping staffing and recruiting firms achieve their business objectives through strategic marketing concepts. For over a decade, Brad has developed a proven track record of motivating and educating staffing industry professionals at over 150 industry-specific conferences and webinars. His keen eye for strategy and delivery has resulted in multiple industry award-winning social media campaigns, making him a sought-after speaker and expert. A recruiting industry veteran with over 15 years of experience,