Optimizing Sales Through Customer Journey Mapping

Struggling to scale your outreach without overwhelming your sales team? In this episode, we break down how marketing automation for staffing firms is transforming business development—if used correctly.

On this episode of InSights, presented by Haley Marketing, Brad Bialy and Rachel Reed tackle one of the biggest misconceptions in staffing today: that automation just means blasting emails. Instead, discover how the best firms are building intent-based journeys that track buyer behavior, signal readiness, and trigger hyper-personalized follow-ups that drive actual conversions.

Expect to Learn:

1. Why more emails ≠ better results

2. How to segment and nurture clients at scale

3. When automation empowers sales reps vs. replaces them

4. Real-world examples of marketing automation in staffing

5. The #1 mistake staffing firms make with automation

This episode should inspire you to explore strategies like lead scoring in Bullhorn Automation and candidate re-engagement to maximize your tech stack. Rachel breaks down a smart funnel strategy that mirrors the same approach taken by top-ranked staffing marketers like ClearlyRated and Staffing Referrals, offering insights you can implement right away—even with a messy database.

Chapters and Key Moments:

00:00 – Introduction: Misconceptions of marketing automation

01:00 – Myth-busting: Automation isn’t just sending emails

03:00 – What leading staffing firms do differently

04:20 – Determining trigger points (2 vs 80 touches)

08:46 – Getting started: Mapping customer journeys

11:40 – Importance of clean data and how to start scrubbing

14:20 – Reactivating former customers with targeted messages

16:40 – How often to monitor automation data triggers

20:30 – Automation as a sales enablement tool, not replacement

28:00 – Integrating PPC, email, direct mail: surround sound marketing

33:30 – Extending automation to the candidate experience

Ready to implement marketing automation the right way? Start here: https://www.haleymarketing.com/services/marketing-automation/

About the Speakers

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.

Rachel Reed is a recruitment and sales automation expert specializing in marketing automation strategy and execution for clients large and small. With experience in both recruitment automation and B2B sales strategy, she brings a unique perspective to the potential of automation tools in the industry. Rachel excels in making sophisticated platforms accessible and valuable for staffing and recruiting professionals – delivering actionable strategies to drive sales leads, qualified applications and customer retention.

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

If you’re running a staffing firm and your tech stack feels more like a roadblock than a growth engine—Broad & Madison is your fix. With over 60 years of recruitment technology expertise, they streamline your systems, automate the boring stuff, and make your tech finally work for your team, not against it. Broad & Madison doesn’t just keep your systems running... they make them smarter, faster, and more profitable. To learn more about our friends over at Broad and Madison and how they can help your staffing firm maximize its technology visit https://www.BroadAndMadison.com