[Stage] David Searns - No One Needs a Temp! The Truth About Staffing Sales

25 snips

Dec 17, 2024

David Searns, Co-CEO of Haley Marketing, shares his 25 years of expertise in helping staffing companies thrive. He reveals how successful firms adapted in 2024, emphasizing a 20+ step sales process and the rise of AI tools like ChatGPT. Personalization is highlighted as essential for engagement, and Searns discusses the shift from traditional marketing to more dynamic strategies. Listeners gain actionable tips for their 2025 plans, focusing on niche markets, authentic connections, and the power of information in staffing sales.

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INSIGHT

Multi-Pronged Sales Approach

Successful staffing firms use a multi-pronged sales approach, focusing on client retention, upselling, and cross-selling.
They also refine their sales process, target specific audiences with tailored messaging, and leverage digital marketing for sales.

INSIGHT

Shifting Market Dynamics

The staffing industry shifted from a talent-starved market to one where clients have many vendors.
This requires salespeople to sharpen their skills and adapt to a more hostile buyer.

ADVICE

20+ Step Sales Process

Salespeople should adopt a 20+ step sales process, focusing on nurturing long-term relationships.
Balance "hunting" for immediate orders with "gathering" relationships for future success.

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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.

KEY MOMENTS

[00:01] – What the Best Staffing Firms Did Differently in 2024
[02:35] – Why Sales is More Critical Than Ever
[04:08] – The 20+ Touch Sales Process: Is it Realistic?
[06:42] – Preparing for 2025: Finding Growth Opportunities
[08:55] – The Importance of Personalization in Sales Outreach
[10:20] – Being Authentically Human in an Automated World
[12:57] – Are Traditional Marketing Tactics Dead?
[14:40] – AI Tools and Strategies for the Staffing Industry
[20:54] – Using ChatGPT to Enhance Sales Productivity
[22:00] – How to Tie Informational Buying into Your Sales Process
[28:37] – David’s Book Recommendation: The Ultimate Sales Machine
[30:30] – What’s New on the Horizon for Haley Marketing in 2025

ABOUT THE SPEAKERS

Brad Bialy
(LinkedIn)

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.