[Stage] Dan Fisher - Actionable Advice to Master the Cold Call

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Apr 21, 2025

Dan Fisher, founder of Menemsha Group, shares his extensive experience transforming cold calling in the staffing industry. He reveals how outdated techniques have held back professionals and offers actionable strategies to revitalize sales outreach. Fisher emphasizes the need to build trust through empathy, engage with compelling storytelling, and redefine conversations to focus on outcomes rather than services. With practical tips and insights from coaching over 500 staffing firms, listeners gain fresh perspectives on making meaningful connections and mastering modern sales techniques.

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INSIGHT

Staffing Cold Calling is Outdated

The staffing industry remains stuck in outdated cold calling methods from the 1980s.
Buyers today expect different sales engagement that many staffing firms have yet to adopt.

ADVICE

Practice Cold Calls Daily

Record and listen to your cold calls to identify what works and what doesn't.
Practice daily role-playing to improve and gain confidence, as it is essential for success.

ADVICE

Disarm, Don't Sell Immediately

Approach cold calls aiming to start a conversation, not to immediately sell.
Focus on disarming the prospect to reduce anxiety on both ends and open dialogue.

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Cold calling in the staffing industry is stuck in the 1980s—but it doesn’t have to be.

In this powerful episode of Take the Stage, Dan Fisher, founder of Menemsha Group, joins Brad Bialy (Director of Digital Marketing with Haley Marketing) to share how staffing professionals can modernize their sales outreach, differentiate themselves, and close more deals. From disarming the mental spam filter to mastering the art of the cold call, Dan delivers practical strategies backed by experience coaching 500+ staffing firms. Learn how to build trust, lead with empathy, and turn every call into a conversation.

Key Moments in the Episode:

[00:00] – Introduction: Why Cold Calling Feels Broken
[01:18] – Why Staffing Is Behind Other Industries
[03:14] – The Order-Taker Mentality
[04:53] – Roleplay & Daily Practice
[06:35] – Disarming vs. Selling
[08:34] – How We Come Across as a Commodity
[09:52] – The Art of Asking Permission
[13:10] – Define What Yes Looks Like
[15:51] – Sell Outcomes, Not Services
[17:46] – How to Collect Impact Stories
[21:07] – What to Do Once They Say Yes
[23:43] – Sell the Problem, Not the Product
[29:01] – Why Flipping the Conversation Works
[30:08] – The True Purpose of a Voicemail
[31:07] – About Menemsha Group
[31:37] – Final Advice for Sales Reps

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.

Between 1996 and 2008 Dan Fisher made over 800K cold calls selling IT staffing services, averaging $1.7M in annual GP. In 2008, he took the leap of faith, walking away from a high-paying Director level job in favor of hanging his own shingle and starting Menemsha Group. Since then Dan has worked with over 500 staffing and recruiting firms, and has trained and coached thousands of reps, recruiters and front line managers. By adopting Dan’s training and coaching tools, clients have experienced amazing results including:

75% of sales reps trained grow their weekly GM by an average of 3X
Sales win rates increase by an average of 19%
Clients have accelerated new hire time to first placement by 52%

In addition to training and coaching, Dan now provides sales and recruiter enablement services, where he teaches staffing owners how to make winning behaviors repeatable, at scale, for predictable revenue growth.