[Stage] Avner Baruch - Go To Market Strategy for Staffing Firms
Secrets of Staffing Success
Intro
This chapter explores the crucial role of sales enablement in staffing and sales leadership, highlighting the need for a proactive approach that collaborates with support teams. It also emphasizes the impact of effective coaching and training in boosting sales team performance amidst economic challenges.
Sales Enablement in staffing is no longer a tactical side function, it's the engine of your entire go-to-market strategy. In this eye-opening episode, Avner Baruch (Author of Project Moneyball) shares how top staffing and recruiting firms are transforming enablement from “content dumping” into measurable impact through coaching, role practice, and feedback loops. This video will inspire you to re-evaluate your GTM systems and explore enablement through the lens of performance coaching and strategic execution.
In This Episode:
- What Sales Enablement in Staffing really means today
- How to build a go-to-market strategy aligned with sales motion
- The hidden cost of relying solely on content (and what to do instead)
- Why role practice and feedback loops are critical for sales acceleration
- How elite teams reinforce skills—without blowing their budget
- The enablement tech stack that makes it all possible
- Avner’s Project Moneyball methodology for enabling outcomes across the customer lifecycle
Whether you're launching a new GTM motion or trying to reverse stagnant revenue, the insights here are built to drive impact across your customer lifecycle.
Timestamps:
00:43 - What is sales enablement? A Moneyball analogy
02:57 - Sales enablement in startups vs. enterprises
03:45 - Why the best companies go beyond content
04:55 - The economic pressure fueling enablement evolution
06:43 - Common pitfalls: Content without context
08:51 - Why content is only half the battle
10:53 - The power of role practice and daily sales routines
12:55 - Real-world staffing challenges and playbook creation
16:29 - Why leaders avoid role practice—and how to fix it
20:52 - Leveraging AI for sales coaching
22:30 - Shifting outdated staffing habits
25:12 - Consistency beats intensity in sales enablement
27:26 - Misalignment of seller skills and roles
31:59 - Coachability and cultural fit in hiring
34:17 - The ideal sales enablement hire
37:01 - Content graveyards vs. actionable insights
41:36 - Meet Avner Baruch and Project Moneyball
44:26 - Moneyball methodology for enablement ROI
46:30 - Avner's favorite book: Crossing the Chasm
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. 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 an executive GTM and Enablement leader, Avner Baruch has built and led GTM, Sales Enablement and RevOps functions from the ground up for leading Startups such as Walkme, Imperva-Incapsula, Rapyd and more notable SaaS businesses. As a consultant, member of Advisory Boards and Design Partners, he has helped entrepreneurs and scaling startups implement and reinforce their sales methodologies, fine-tune their Product-Market Fit, design, build and scale their selling motion. In 2020 he founded Project Moneyball (a GTM consulting firm) to help early-stage startups and scaling businesses overcome growth challenges. He is a certified sales trainer holding a B.Eng with Honors in Electrical Engineering & Physics from Coventry University (UK) and the Max Planck Institute (France).
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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