[InSights] Why the 10-Step Sales Process Fails in 2024

Oct 28, 2024

Discover the shift from a 10-step sales process to a dynamic 25-touchpoint strategy. Explore how integrating marketing channels enhances recruiter engagement. Hear about the essential need for transparency and authentic connections with candidates to foster trust. Delve into the loyalty issues in recruitment and how to combat negative industry stereotypes. This enlightening discussion promises fresh perspectives for anyone navigating staffing or sales.

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Intro

00:00 • 2min

Layering for Comfort and Preparing for a Marathon

01:54 • 2min

Reimagining Sales Engagement

03:30 • 9min

Enhancing Sales through Continuous Marketing

12:14 • 9min

The Dynamics of Candidate Loyalty

21:18 • 7min

Building Trust in Recruitment

28:00 • 9min

Join Brad Bialy and Steve Gipson on this episode of InSights as they dissect a powerful shift in recruitment and sales strategy: the 25-touchpoint approach. Brad shares insights on why a standard 10-step process no longer cuts it and explains how integrating various marketing channels can significantly enhance a recruiter’s reach and engagement. Steve challenges the industry to rethink its relationship with candidates, advocating for transparency and genuine connection to improve trust in recruiting. This episode is essential for anyone in staffing or sales who wants to break through industry limitations and build meaningful connections with clients and candidates alike.

Chapters & Timestamps:

[00:00] – Opening Catch-Up: Weather Talk & Marathon Training

[04:17] – Introducing the 25-Step Sales Strategy

[06:43] – Why Traditional Sales Systems Fall Short

[08:43] – Layers of Outreach: PPC, Email, Social Media & Direct Mail

[12:08] – Feasibility of Multi-Touchpoint Strategies for Recruiters

[17:12] – Building Trust: Combining Sales & Marketing for Greater Reach

[20:24] – Viral LinkedIn Post: Candidates, Transparency & Burned Bridges

[26:11] – The Industry’s Loyalty Problem with Candidates

[32:17] – Why Trust Is Essential in Recruitment Relationships

[34:32] – Reputation Management: Navigating Negative Stereotypes

InSights is Hosted by Brad Bialy and Steve Gipson

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. A recruiting industry veteran with over 15 years of experience,

Steve Gipson is the Director of Sales and Operations at Recruiters Websites. After spending seven years as a recruiter with a boutique search firm, he joined Recruiters Websites, a digital marketing agency specializing in the recruitment industry. For the past decade, Recruiters Websites has helped over 800 firms of all sizes and specialties enhance their digital presence and make more placements through their expertise in digital marketing, website development, and SEO services.