In this episode of Take the Stage, Brad Bialy sits down with Dr. Gustavo to unpack how culture—built on accountability, transparency, and intentional communication—drives consistent performance across in-office and remote teams.

Dr. Gustavo is a leading expert and keynote speaker on organizational culture, helping companies of all sizes engineer behavior change that lifts performance and profits. With 2,500+ presentations and two decades of consulting, he brings research-backed, practical frameworks in both English and Spanish.

Culture controls behavior more reliably than personality.

Accountability means transparency, not punishment.

Separate the problem from the person.

Flexibility is earned through performance.

Feedback is a gift—thank you or tell me more.

[00:01] – Defining culture as context that drives behavior

[00:35] – Reframing accountability as transparency, not punishment

[01:04] – Building momentum with “good → mediocre → bad” sharing

[04:53] – Four pillars: beliefs, rules, traditions, rituals

[06:12] – Leaders as chief gardeners of culture

[07:22] – Coaching assertive communication across teams

[08:19] – “Attack the problem, not the person” in practice

[10:22] – Naming silos as culture’s biggest threat

[12:53] – Creating “temporary Zoom rooms” for organic collaboration

[16:24] – Future of work: flexibility over hybrid

[18:58] – Using team KPIs to unlock autonomy

[22:01] – Making feedback safe: “Thank you” or “Tell me more”

Brad Bialy is a trusted voice and highly sought-after speaker in the staffing and recruiting industry, known for helping firms grow through integrated marketing, sales, and recruiting strategies. With over 13 years at Haley Marketing and a proven track record guiding hundreds of firms, Brad brings deep expertise and a fresh, actionable perspective to every engagement. He’s the host of Take the Stage and InSights, two of the staffing industry’s leading podcasts with more than 200,000 downloads.

Take the Stage is presented by Haley Marketing. The old way of selling staffing is dead. Let’s fix it – with smarter strategies and HUGE DISCOUNTS on modern lead gen tools: https://bit.ly/Bialy20

Book a 30-minute business and marketing consultation with host, Brad Bialy: https://bit.ly/Bialy30

For 30 years, Benefits in a Card has delivered benefit plans designed specifically for the staffing industry—over 140 unique options with immediate coverage, unique perks like FreeRx, and solutions that reduce turnover while improving ACA compliance. Give your workforce benefits they’ll actually use and give your staffing firm a competitive edge. Learn more at https://www.BenefitsInACard.com.

“Goals are for people who care about winning once. Systems are for people who care about winning repeatedly.” - James Clear

In this episode of Take the Stage, Brad Bialy sits down with Keely Flood to uncover how staffing leaders can replace random acts of selling with systems that drive predictable, repeatable growth.

About the Guest

Keely Flood is the founder of The Systematic Recruiter and author of The Honest Salesperson newsletter. He helps boutique recruiting agencies build scalable revenue engines by installing repeatable sales systems, sharpening positioning, and coaching teams to execute with clarity and consistency.

Key Takeaways

Systems create repeatable success where goals alone cannot.

Timestamps

[00:56] – Systems vs. goals: why James Clear was right

[02:13] – Nick Saban and trusting the process

[05:09] – Why most sales teams resist building systems

[07:36] – What top staffing firms are doing differently

[09:11] – The trap of shiny new tools vs. core processes

[12:44] – Always be conversing: redefining ABC in sales

[14:41] – Outworking 90% of competitors with persistence

[16:45] – Shifting focus from closing to understanding

[19:46] – Relevance over personalization in prospecting

[21:21] – Can cold calling still win in 2025?

[23:26] – Lessons staffing leaders can steal from sports

[25:50] – Why success lives in the boring basics

About the Host

Brad Bialy is a trusted voice and highly sought-after speaker in the staffing and recruiting industry, known for helping firms grow through integrated marketing, sales, and recruiting strategies. With over 13 years at Haley Marketing and a proven track record guiding hundreds of firms, Brad brings deep expertise and a fresh, actionable perspective to every engagement. He’s the host of Take the Stage and InSights, two of the staffing industry’s leading podcasts with more than 200,000 downloads.

Sponsors and Offers Heard

Take the Stage is presented by Haley Marketing. The old way of selling staffing is dead. Let’s fix it – with smarter strategies and HUGE DISCOUNTS on modern lead gen tools: https://bit.ly/Bialy20

Book a 30-minute business and marketing consultation with host, Brad Bialy: https://bit.ly/Bialy30

For 30 years, Benefits in a Card has delivered benefit plans designed specifically for the staffing industry—over 140 unique options with immediate coverage, unique perks like FreeRx, and solutions that reduce turnover while improving ACA compliance. Give your workforce benefits they’ll actually use and give your staffing firm a competitive edge. Learn more at https://www.BenefitsInACard.com . #salesadvice #salestips #sales

In this episode of InSights, Brad Bialy sits down with Steve Gipson to explore how staffing firms can adapt in 2025 without overinvesting in tools, technology, or tactics.

Steve Gipson is the Director of Sales and Operations at Recruiters Websites, bringing over 15 years of recruiting and digital marketing experience. His team has helped more than 700 staffing firms strengthen their online presence through strategy, web development, and SEO.

Overinvesting often starts with underutilizing what you already have.

Bad execution—not the channel itself—kills results.

Adaptation sometimes means staying still and doubling down.

Find trusted counsel, not just trendy advice.

Courage comes from honest evaluation, not shiny objects.

[01:09] – Why Q4 brings pressure and opportunity

[02:36] – The problem with chasing shiny objects

[04:27] – Getting more from the tools you already own

[05:20] – The screwdriver vs. hammer analogy for tech stacks

[06:59] – When adapting means standing firm

[08:02] – The AI echo chamber and decision-making traps

[10:41] – Why every great firm finds a coach

[12:27] – Cutting contracts vs. cutting people

[17:18] – AI, outsourcing, and the future of staffing roles

[18:02] – Is email dead—or just bad email?

[25:58] – Sales as a series of small agreements

Brad Bialy is a trusted voice and highly sought-after speaker in the staffing and recruiting industry, known for helping firms grow through integrated marketing, sales, and recruiting strategies. With over 13 years at Haley Marketing and a proven track record guiding hundreds of firms, Brad brings deep expertise and a fresh, actionable perspective to every engagement. He’s the host of Take the Stage and InSights, two of the staffing industry’s leading podcasts with more than 200,000 downloads.

Book a 30-minute business and marketing consultation with host, Brad Bialy: https://bit.ly/Bialy30

This episode is brought to you by MJA & Associates. For over 20 years, they’ve helped staffing firms save money by securing federal and state tax credits like the Work Opportunity Tax Credit (WOTC). With performance-based pricing, you only pay when you save—no setup costs, just real results. Learn more at https://mja-associates.com

In this episode of Take the Stage, Brad Bialy sits down with Joanie Bily to explore how ruthless prioritization, balance, and innovation can reshape leadership and the staffing industry’s future.

Joanie Bily is CEO of Dress for Success Worldwide, a board member and past Chair of the American Staffing Association, and a widely recognized thought leader in staffing, labor market insights, and women’s leadership. With three decades of executive experience at firms like Employbridge, Monster, Randstad, and Adecco, Joanie is also the author of Dive In D.E.E.P. and a sought-after speaker on workforce trends and transformation.

Ruthless prioritization drives balance and clarity.

Protected time out is non-negotiable for growth.

Progress matters more than perfection.

Strategy without execution is just hope.

The future belongs to firms that innovate fast.

[00:14] – Mastering ruthless prioritization for true balance

[02:44] – How to start deploying "Protected Time Out"

[05:02] – How movement and mindset fuel professional success

[07:27] – Shifting from victimhood to accountability in leadership

[09:24] – Restarting after failure without losing momentum

[13:10] – Stop waiting—how to act powerfully in tough markets

[16:35] – Why innovation, not tradition, defines the future of staffing

[19:25] – How smaller firms can outpace industry giants

[21:54] – Where old-school leaders should begin with tech

[24:59] – The marathon mindset every staffing leader needs

[31:45] – Preparing for automation, reskilling, and workforce gaps

[35:42] – Joanie’s best advice for building a lasting staffing career

Brad Bialy is a trusted voice and highly sought-after speaker in the staffing and recruiting industry, known for helping firms grow through integrated marketing, sales, and recruiting strategies. With over 13 years at Haley Marketing and a proven track record guiding hundreds of firms, Brad brings deep expertise and a fresh, actionable perspective to every engagement. He’s the host of Take the Stage and InSights, two of the staffing industry’s leading podcasts with more than 200,000 downloads.

Take the Stage is presented by Haley Marketing. The old way of selling staffing is dead. Let’s fix it – with smarter strategies and HUGE DISCOUNTS on modern lead gen tools: https://bit.ly/Bialy20

Book a 30-minute business and marketing consultation with host, Brad Bialy: https://bit.ly/Bialy30

For 30 years, Benefits in a Card has delivered benefit plans designed specifically for the staffing industry—over 140 unique options with immediate coverage, unique perks like FreeRx, and solutions that reduce turnover while improving ACA compliance. Give your workforce benefits they’ll actually use and give your staffing firm a competitive edge. Learn more at https://www.BenefitsInACard.com.

In this episode of InSights, Brad Bialy sits down with Steve Gipson to unpack why omnichannel marketing is the key to staffing firm growth in 2025 and beyond.

Steve Gipson is the Director of Sales and Operations at Recruiters Websites, bringing over 15 years of recruiting and digital marketing experience. His team has helped more than 700 staffing firms strengthen their online presence through strategy, web development, and SEO.

Omnichannel is not optional—it’s essential.

The right message matters more than more messages.

Marketing consistency drives sales confidence.

Growth requires meeting talent and clients where they are.

The firms that adapt fastest, win.

[00:19] – Why omnichannel marketing can’t be ignored in 2025

[00:31] – The danger of feeling stuck a year from now

[00:36] – How to reach more clients with the right message

[00:42] – Why timing determines recruiting success

[00:48] – The shift from order taking to strategic marketing

[00:53] – Fixing low job fill rates with smarter outreach

[00:56] – Building momentum before the new year

[01:02] – Omnichannel as the antidote to stalled sales

[01:10] – Why more platforms mean more opportunity

[01:16] – Matching firm size with marketing strategy

[01:22] – Preparing now for 2026 market shifts

[01:28] – How omnichannel protects firms from downturns

Brad Bialy is a trusted voice and highly sought-after speaker in the staffing and recruiting industry, known for helping firms grow through integrated marketing, sales, and recruiting strategies. With over 13 years at Haley Marketing and a proven track record guiding hundreds of firms, Brad brings deep expertise and a fresh, actionable perspective to every engagement. He’s the host of Take the Stage and InSights, two of the staffing industry’s leading podcasts with more than 200,000 downloads.

InSights is presented by Haley Marketing. The old way of selling staffing is dead. Let’s fix it – with smarter strategies and HUGE DISCOUNTS on modern lead gen tools: https://bit.ly/Bialy20

Book a 30-minute business and marketing consultation with host, Brad Bialy: https://bit.ly/Bialy30

This episode is brought to you by MJA & Associates. For over 20 years, they’ve helped staffing firms save money by securing federal and state tax credits like the Work Opportunity Tax Credit (WOTC). With performance-based pricing, you only pay when you save—no setup costs, just real results. Learn more at mja-associates.com.

In this episode of Take the Stage, Brad Bialy sits down with Shad Tidler to explore how staffing and recruiting firms can prevent sales objections before they arise and leverage AI to build a smarter, more human sales process.

Shad, a seasoned member of the Lushin sales team since 2014, combines his extensive global business expertise with the disciplined mindset of an Ironman triathlete. Specializing as a leading sales transformation consultant, he is known for crafting scalable strategies and processes tailored for client success. Shad's structured approach instills a sense of calm in clients, guiding them past immediate challenges and toward their goals.

Beyond his professional pursuits, Shad enjoys swimming, biking, running, practicing martial arts, and traveling. He actively contributes to his community by volunteering at his local church, mentoring individuals within and outside his organization, and supporting the Leukemia and Lymphoma Society. However, above all else, Shad values his role as a devoted husband and friend.

Objections reveal problems earlier in the process.

Desperation kills trust in sales.

Sales is a series of small agreements.

Abundance beats scarcity in prospecting.

AI is a tool, not the solution.

[00:20] – Why objections mean you’re already too late

[02:50] – The trap of “we’re different” pitches

[05:11] – Shifting from qualifying in to disqualifying out

[07:13] – Sales as small agreements, not one-call closes

[09:43] – Letting prospects define next steps

[11:44] – The roots of desperate selling

[13:59] – Relationship analogies for rejection in sales

[17:02] – Why being okay with “no” creates momentum

[20:30] – Building structure around prospect follow-up

[23:37] – Giving junior reps permission to experiment

[27:17] – How AI is disrupting sales conversations

[30:22] – Where staffing leaders should begin with AI

Brad Bialy is a trusted voice and highly sought-after speaker in the staffing and recruiting industry, known for helping firms grow through integrated marketing, sales, and recruiting strategies. With over 13 years at Haley Marketing and a proven track record guiding hundreds of firms, Brad brings deep expertise and a fresh, actionable perspective to every engagement. He’s the host of Take the Stage and InSights, two of the staffing industry’s leading podcasts with more than 200,000 downloads.

Take the Stage is presented by Haley Marketing. The old way of selling staffing is dead. Let’s fix it – with smarter strategies and HUGE DISCOUNTS on modern lead gen tools: https://bit.ly/Bialy20

Book a 30-minute business and marketing consultation with host, Brad Bialy: https://bit.ly/Bialy30

For 30 years, Benefits in a Card has delivered benefit plans designed specifically for the staffing industry—over 140 unique options with immediate coverage, unique perks like FreeRx, and solutions that reduce turnover while improving ACA compliance. Give your workforce benefits they’ll actually use and give your staffing firm a competitive edge. Learn more at https://www.BenefitsInACard.com.

In this episode of InSights, Brad Bialy sits down with David Searns to unpack practical marketing tactics staffing firms can use to win back former clients, deepen existing relationships, and stay top of mind in a volatile hiring market.

David Searns is Co-CEO of Haley Marketing and a trusted leader in staffing industry marketing. With more than 25 years of experience helping firms build innovative strategies and award-winning websites, David brings deep insight into how staffing companies can grow in any market condition.

Relationships drive revenue more than automation alone.

Segmentation creates clarity in outreach.

Consult, don’t just sell.

Differentiate through service, not slogans.

Nurture consistently to stay top of mind.

[02:05] – Why staffing struggles feel different this time

Brad Bialy is a trusted voice and highly sought-after speaker in the staffing and recruiting industry, known for helping firms grow through integrated marketing, sales, and recruiting strategies. With over 13 years at Haley Marketing and a proven track record guiding hundreds of firms, Brad brings deep expertise and a fresh, actionable perspective to every engagement. He’s the host of Take the Stage and InSights, two of the staffing industry’s leading podcasts with more than 200,000 downloads.

InSights is presented by Haley Marketing. The old way of selling staffing is dead. Let’s fix it – with smarter strategies and HUGE DISCOUNTS on  modern lead gen tools: https://bit.ly/Bialy20

Book a 30-minute business and marketing consultation with host, Brad Bialy: https://bit.ly/Bialy30

This episode is brought to you by MJA & Associates. For over 20 years, they’ve helped staffing firms save money by securing federal and state tax credits like the Work Opportunity Tax Credit (WOTC). With performance-based pricing, you only pay when you save—no setup costs, just real results. Learn more at mja-associates.com

In this episode of Take the Stage, Brad Bialy sits down with Mark Whitby to explore how recruiters can escape the feast-or-famine cycle by building signature solutions, refining their target market, and creating a consistent, multi-channel approach to winning business.

Mark Whitby is the host of The Resilient Recruiter podcast and one of the most respected business coaches in the recruitment industry. Since 2001, he has trained over 10,000 recruiters in 34 countries, helping many double or triple their billings and guiding firms to scale from small teams to hundreds of employees. He specializes in helping recruiting firm owners create consistent, predictable growth.

Stop selling recruitment—start selling solutions.

Focus is a superpower in business development.

Differentiation without value is meaningless.

You never outgrow the need for marketing.

Success comes from constant, deliberate improvement.

[00:13] – Why recruiters must stop selling recruitment.

Brad Bialy is a trusted voice and highly sought-after speaker in the staffing and recruiting industry, known for helping firms grow through integrated marketing, sales, and recruiting strategies. With over 13 years at Haley Marketing and a proven track record guiding hundreds of firms, Brad brings deep expertise and a fresh, actionable perspective to every engagement. He’s the host of Take the Stage and InSights, two of the staffing industry’s leading podcasts with more than 200,000 downloads.

Take the Stage is presented by Haley Marketing. The old way of selling staffing is dead. Let’s fix it – with smarter strategies and HUGE DISCOUNTS on modern lead gen tools: bit.ly/Bialy20

Book a 30-minute business and marketing consultation with host, Brad Bialy: bit.ly/Bialy30

For 30 years, Benefits in a Card has delivered benefit plans designed specifically for the staffing industry—over 140 unique options with immediate coverage, unique perks like FreeRx, and solutions that reduce turnover while improving ACA compliance. Give your workforce benefits they’ll actually use and give your staffing firm a competitive edge. Learn more at BenefitsInACard.com.

In 2025’s hyper-competitive staffing landscape, staffing firm branding is no longer optional—it’s the deciding factor between being ignored and being the go-to choice for clients and candidates. In this in-depth conversation, Brad Bialy and Becca Searns from Haley Marketing reveal how staffing companies can differentiate themselves in a commoditized market by building a brand that is authentic, consistent, and memorable across every touchpoint.

If your staffing firm still thinks “brand” means a logo and some colors, this episode will change your perspective.

Expect to Learn:

1. Why branding in staffing is more important now than ever before

2. How to move beyond visual identity into voice, tone, and value proposition

3. What the best staffing firms do differently to create trust and loyalty

4. How to integrate brand into every medium—from your website to sales collateral

5. The role AI can play in personalization, content creation, and CRO (without losing your brand voice)

6. Proven website strategies that improve conversions while reinforcing your brand identity

This episode should inspire you to explore staffing marketing strategies and recruiting firm differentiation so you can rise above generic, AI-generated content and stand out from competitors.

You’ll also hear why companies like top-ranking Haley Marketing clients consistently show up on page 1 for staffing firm branding searches—and how you can adopt similar strategies. 

Are you overlooking the fastest way to grow your staffing firm?

Loss aversion is the most underused yet powerful psychological principle in sales—and this video reveals exactly how to use it to close more deals, upsell existing accounts, and build client loyalty.

In this expert-level conversation, presented by Haley Marketing, Brad Bialy sits down with sales strategist Jeff Mariola to dissect how loss aversion psychology and contrast techniques can radically shift your sales approach. If your team is overly focused on chasing new business and missing growth opportunities right in front of them, this episode will recalibrate your strategy.

Expect to Learn:

Chapters & Timestamps

00:15 – The #1 Flaw in Staffing Sales Teams

02:06 – How to Sell More to Existing Clients

03:45 – Loss Aversion in Sales Explained

04:45 – How to Use Loss Aversion with Existing Clients

05:50 – Selling When Your Client Has Multiple Vendors

10:15 – Why Staffing Firms Underinvest in Account Growth

11:00 – Stop Chasing Logos: Start Deepening Client Relationships

12:15 – Creating a Sales Strategy for Existing Clients

13:10 – Identifying Hidden Revenue in Low-Yield Accounts

17:00 – Why Social Proof Works: Science of Influence

19:00 – Nobel Prize Research Behind Loss Aversion

20:15 – Using Contrast to Close More Deals

23:00 – Breaking Out of Outdated Staffing Sales Tactics

24:15 – The Referral Gap: What Most Salespeople Miss

26:45 – Asking for Referrals Without Feeling “Salesy”

28:45 – What Staffing Is Getting Wrong About Sales Today

31:30 – Building a Repeatable Sales System

32:45 – Creating Your Staffing Sales Playbook

38:00 – Key Traits of Top Staffing Sales Professionals

41:00 – Viktor Frankl, Mindset, and Finding Meaning in Sales

45:00 – Closing Thoughts + Connect with Jeff Mariola

About the Speakers:

Brad Bialy is host of Take the Stage and InSights, two of the leading podcast for the staffing industry, presented by Haley Marketing. He 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. Brad has helped guide the comprehensive marketing strategy of more than 300 staffing and recruiting firms, making him a sought-after expert and speaker in the industry.

With more than 25 years of successful CEO leadership experience across two multi-national businesses (Rentokil Pest Control and Ambius) plus two entrepreneurial start-ups, Jeff Mariola has a reputation for creating cultures which consistently outscore other high-performing companies in engagement, growth, empowerment, and leadership. Having recently finished leading the recapitalization of a Brilliant Staffing, LLC to private equity in 2018, Jeff has now changed gears and united with his wife, Michelle, to create Mariola Unlimited – a leadership development advisory service business focused on executive coaching, leadership, management workshops, brand marketing, and keynote speaking. Jeff is certified by Multi-Health Systems in the use of the EQi 2.0 Assessment & EQ 360 Leadership Assessment tools, as well as Stephen R. Covey’s, The Five Choices to achieving extraordinary productivity. He has also successfully completed the Mindfulness-Based Stress Reduction (MBSR) course and is a certified practitioner for Talent Optimization by The Predictive Index.

Offers Heard in this Episode:

30 minutes of strategic marketing consultation with Brad Bialy: https://bit.ly/Bialy30

Special Offers! Our Best Savings of 2025: https://bit.ly/bialyoffer

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