Secrets of Staffing Success

Joanie Bily, CEO of Dress for Success Worldwide and a noted thought leader in staffing and women’s leadership, discusses transformative strategies in leadership. She emphasizes ruthless prioritization for achieving balance and the necessity of 'protected time out' for personal growth. Bily also highlights the importance of innovation in the staffing industry, arguing that smaller firms can outpace giants through adaptability. She encourages a shift from victimhood to accountability and stresses that progress is key in navigating challenges.

In this episode of InSights, Brad Bialy sits down with Steve Gipson to unpack why omnichannel marketing is the key to staffing firm growth in 2025 and beyond. About the Guest Steve Gipson is the Director of Sales and Operations at Recruiters Websites, bringing over 15 years of recruiting and digital marketing experience. His team has helped more than 700 staffing firms strengthen their online presence through strategy, web development, and SEO. Key Takeaways Omnichannel is not optional—it’s essential. The right message matters more than more messages. Marketing consistency drives sales confidence. Growth requires meeting talent and clients where they are. The firms that adapt fastest, win. Timestamps [00:19] – Why omnichannel marketing can’t be ignored in 2025 [00:31] – The danger of feeling stuck a year from now [00:36] – How to reach more clients with the right message [00:42] – Why timing determines recruiting success [00:48] – The shift from order taking to strategic marketing [00:53] – Fixing low job fill rates with smarter outreach [00:56] – Building momentum before the new year [01:02] – Omnichannel as the antidote to stalled sales [01:10] – Why more platforms mean more opportunity [01:16] – Matching firm size with marketing strategy [01:22] – Preparing now for 2026 market shifts [01:28] – How omnichannel protects firms from downturns About the Host Brad Bialy is a trusted voice and highly sought-after speaker in the staffing and recruiting industry, known for helping firms grow through integrated marketing, sales, and recruiting strategies. With over 13 years at Haley Marketing and a proven track record guiding hundreds of firms, Brad brings deep expertise and a fresh, actionable perspective to every engagement. He’s the host of Take the Stage and InSights, two of the staffing industry’s leading podcasts with more than 200,000 downloads. Sponsors and Offers Heard InSights is presented by Haley Marketing. The old way of selling staffing is dead. Let’s fix it – with smarter strategies and HUGE DISCOUNTS on modern lead gen tools: https://bit.ly/Bialy20 Book a 30-minute business and marketing consultation with host, Brad Bialy: https://bit.ly/Bialy30 This episode is brought to you by MJA & Associates. For over 20 years, they’ve helped staffing firms save money by securing federal and state tax credits like the Work Opportunity Tax Credit (WOTC). With performance-based pricing, you only pay when you save—no setup costs, just real results. Learn more at mja-associates.com.

In this episode of Take the Stage, Brad Bialy sits down with Shad Tidler to explore how staffing and recruiting firms can prevent sales objections before they arise and leverage AI to build a smarter, more human sales process. About the Guest Shad, a seasoned member of the Lushin sales team since 2014, combines his extensive global business expertise with the disciplined mindset of an Ironman triathlete. Specializing as a leading sales transformation consultant, he is known for crafting scalable strategies and processes tailored for client success. Shad's structured approach instills a sense of calm in clients, guiding them past immediate challenges and toward their goals. Beyond his professional pursuits, Shad enjoys swimming, biking, running, practicing martial arts, and traveling. He actively contributes to his community by volunteering at his local church, mentoring individuals within and outside his organization, and supporting the Leukemia and Lymphoma Society. However, above all else, Shad values his role as a devoted husband and friend. Key Takeaways Objections reveal problems earlier in the process. Desperation kills trust in sales. Sales is a series of small agreements. Abundance beats scarcity in prospecting. AI is a tool, not the solution. Timestamps [00:20] – Why objections mean you’re already too late [02:50] – The trap of “we’re different” pitches [05:11] – Shifting from qualifying in to disqualifying out [07:13] – Sales as small agreements, not one-call closes [09:43] – Letting prospects define next steps [11:44] – The roots of desperate selling [13:59] – Relationship analogies for rejection in sales [17:02] – Why being okay with “no” creates momentum [20:30] – Building structure around prospect follow-up [23:37] – Giving junior reps permission to experiment [27:17] – How AI is disrupting sales conversations [30:22] – Where staffing leaders should begin with AI About the Host Brad Bialy is a trusted voice and highly sought-after speaker in the staffing and recruiting industry, known for helping firms grow through integrated marketing, sales, and recruiting strategies. With over 13 years at Haley Marketing and a proven track record guiding hundreds of firms, Brad brings deep expertise and a fresh, actionable perspective to every engagement. He’s the host of Take the Stage and InSights, two of the staffing industry’s leading podcasts with more than 200,000 downloads. Sponsors and Offers Heard Take the Stage is presented by Haley Marketing. The old way of selling staffing is dead. Let’s fix it – with smarter strategies and HUGE DISCOUNTS on modern lead gen tools: https://bit.ly/Bialy20 Book a 30-minute business and marketing consultation with host, Brad Bialy: https://bit.ly/Bialy30 For 30 years, Benefits in a Card has delivered benefit plans designed specifically for the staffing industry—over 140 unique options with immediate coverage, unique perks like FreeRx, and solutions that reduce turnover while improving ACA compliance. Give your workforce benefits they’ll actually use and give your staffing firm a competitive edge. Learn more at https://www.BenefitsInACard.com.

In this episode of InSights, Brad Bialy sits down with David Searns to unpack practical marketing tactics staffing firms can use to win back former clients, deepen existing relationships, and stay top of mind in a volatile hiring market. About the Guest David Searns is Co-CEO of Haley Marketing and a trusted leader in staffing industry marketing. With more than 25 years of experience helping firms build innovative strategies and award-winning websites, David brings deep insight into how staffing companies can grow in any market condition. Key Takeaways Relationships drive revenue more than automation alone. Segmentation creates clarity in outreach. Consult, don’t just sell. Differentiate through service, not slogans. Nurture consistently to stay top of mind. Timestamps [02:05] – Why staffing struggles feel different this time [04:47] – Winning back former customers with real conversations [07:42] – Using segmentation to tailor your outreach [10:14] – Becoming a consultant, not just an order taker [13:40] – Spotting future staffing needs before clients do [15:29] – Building client org charts to uncover hidden buyers [17:48] – Leveraging LinkedIn for warm introductions [20:45] – Differentiating your sales playbook from competitors [22:37] – New service models that break the staffing mold [26:28] – Can marketing replace a sales rep? [32:16] – Staying top of mind during hiring freezes [39:16] – Rethinking websites: employer entryways that convert About the Host Brad Bialy is a trusted voice and highly sought-after speaker in the staffing and recruiting industry, known for helping firms grow through integrated marketing, sales, and recruiting strategies. With over 13 years at Haley Marketing and a proven track record guiding hundreds of firms, Brad brings deep expertise and a fresh, actionable perspective to every engagement. He’s the host of Take the Stage and InSights, two of the staffing industry’s leading podcasts with more than 200,000 downloads. Sponsors and Offers Heard InSights is presented by Haley Marketing. The old way of selling staffing is dead. Let’s fix it – with smarter strategies and HUGE DISCOUNTS on  modern lead gen tools: https://bit.ly/Bialy20 Book a 30-minute business and marketing consultation with host, Brad Bialy: https://bit.ly/Bialy30 This episode is brought to you by MJA & Associates. For over 20 years, they’ve helped staffing firms save money by securing federal and state tax credits like the Work Opportunity Tax Credit (WOTC). With performance-based pricing, you only pay when you save—no setup costs, just real results. Learn more at mja-associates.com

Mark Whitby, a renowned business coach and host of The Resilient Recruiter podcast, discusses how recruiters can break free from the feast-or-famine cycle. He emphasizes the importance of selling solutions instead of recruitment and the power of market focus in business development. Whitby also highlights effective strategies like building a signature solution and developing a 'dream 100' client list. Continuous innovation and a multi-channel marketing approach are vital for success in 2025, alongside never-ending growth in marketing efforts.

In 2025’s hyper-competitive staffing landscape, staffing firm branding is no longer optional—it’s the deciding factor between being ignored and being the go-to choice for clients and candidates. In this in-depth conversation, Brad Bialy and Becca Searns from Haley Marketing reveal how staffing companies can differentiate themselves in a commoditized market by building a brand that is authentic, consistent, and memorable across every touchpoint.   If your staffing firm still thinks “brand” means a logo and some colors, this episode will change your perspective.   Expect to Learn: 1. Why branding in staffing is more important now than ever before 2. How to move beyond visual identity into voice, tone, and value proposition 3. What the best staffing firms do differently to create trust and loyalty 4. How to integrate brand into every medium—from your website to sales collateral 5. The role AI can play in personalization, content creation, and CRO (without losing your brand voice) 6. Proven website strategies that improve conversions while reinforcing your brand identity   This episode should inspire you to explore staffing marketing strategies and recruiting firm differentiation so you can rise above generic, AI-generated content and stand out from competitors. You’ll also hear why companies like top-ranking Haley Marketing clients consistently show up on page 1 for staffing firm branding searches—and how you can adopt similar strategies. 

Are you overlooking the fastest way to grow your staffing firm? Loss aversion is the most underused yet powerful psychological principle in sales—and this video reveals exactly how to use it to close more deals, upsell existing accounts, and build client loyalty. In this expert-level conversation, presented by Haley Marketing, Brad Bialy sits down with sales strategist Jeff Mariola to dissect how loss aversion psychology and contrast techniques can radically shift your sales approach. If your team is overly focused on chasing new business and missing growth opportunities right in front of them, this episode will recalibrate your strategy. Expect to Learn: How human behavior, decision-making psychology, and relationship dynamics all collide in staffing sales. Why loss aversion should be your go-to strategy with both new and existing clients How to reposition your firm from “just another vendor” to “irreplaceable partner” What elite sales performers do differently in account management How to build and execute a repeatable, psychology-driven sales playbook Chapters & Timestamps 00:15 – The #1 Flaw in Staffing Sales Teams 02:06 – How to Sell More to Existing Clients 03:45 – Loss Aversion in Sales Explained 04:45 – How to Use Loss Aversion with Existing Clients 05:50 – Selling When Your Client Has Multiple Vendors 10:15 – Why Staffing Firms Underinvest in Account Growth 11:00 – Stop Chasing Logos: Start Deepening Client Relationships 12:15 – Creating a Sales Strategy for Existing Clients 13:10 – Identifying Hidden Revenue in Low-Yield Accounts 17:00 – Why Social Proof Works: Science of Influence 19:00 – Nobel Prize Research Behind Loss Aversion 20:15 – Using Contrast to Close More Deals 23:00 – Breaking Out of Outdated Staffing Sales Tactics 24:15 – The Referral Gap: What Most Salespeople Miss 26:45 – Asking for Referrals Without Feeling “Salesy” 28:45 – What Staffing Is Getting Wrong About Sales Today 31:30 – Building a Repeatable Sales System 32:45 – Creating Your Staffing Sales Playbook 38:00 – Key Traits of Top Staffing Sales Professionals 41:00 – Viktor Frankl, Mindset, and Finding Meaning in Sales 45:00 – Closing Thoughts + Connect with Jeff Mariola   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. Brad has helped guide the comprehensive marketing strategy of more than 300 staffing and recruiting firms, making him a sought-after expert and speaker in the industry.   With more than 25 years of successful CEO leadership experience across two multi-national businesses (Rentokil Pest Control and Ambius) plus two entrepreneurial start-ups, Jeff Mariola has a reputation for creating cultures which consistently outscore other high-performing companies in engagement, growth, empowerment, and leadership. Having recently finished leading the recapitalization of a Brilliant Staffing, LLC to private equity in 2018, Jeff has now changed gears and united with his wife, Michelle, to create Mariola Unlimited – a leadership development advisory service business focused on executive coaching, leadership, management workshops, brand marketing, and keynote speaking. Jeff is certified by Multi-Health Systems in the use of the EQi 2.0 Assessment & EQ 360 Leadership Assessment tools, as well as Stephen R. Covey’s, The Five Choices to achieving extraordinary productivity. He has also successfully completed the Mindfulness-Based Stress Reduction (MBSR) course and is a certified practitioner for Talent Optimization by The Predictive Index.   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 What if your back office fueled your growth instead of holding it back? TRICOM makes it happen! From payroll and billing to accounting and asset based lending, they clear the roadblocks and power your path forward. Your team gets paid, your cash flow stays steady and your business scales like never before. Visit https://www.TRICOM.com to learn more.

Shaun Chojnacki, Senior Marketing Strategist at Haley Marketing, dives into the world of SEO for staffing firms. He emphasizes the importance of building topical authority to gain visibility on Google. By using a bookstore analogy, he discusses how to structure websites for better user experience and highlights the significance of FAQs and location pages. Shaun shares quick wins for boosting online presence, crucial for attracting qualified leads, and explains why clear communication of services is vital for success in this competitive landscape.

In this enlightening discussion, Casey Jacox—sales leadership coach and author of "WIN the RELATIONSHIP – Not the DEAL"—shares insights from over 20 years in sales. He emphasizes the transformative power of building genuine relationships, advocating for curiosity, humility, and patience. Casey explains how saying "no" can preserve integrity and prevent burnout in teams. He debunks the dangers of automation-first sales, and offers tactical advice on creating authentic connections that drive long-term success in staffing and recruitment.

It's a bonus episode this week, taken from Lunch with Haley.   Our April webinar on demand generation sparked so much discussion, we couldn’t get to all the questions—and the feedback was clear: we needed a part two. So we’re bringing the panel back for a follow-up discussion, focused on practical answers to your biggest sales challenges. In this session, you’ll get: Expanded insights on how to create demand for staffing services Answers to audience-submitted questions we didn’t have time for in April Straightforward advice on prospecting, strategic selling, and demand creation New strategies for overcoming “we’re not hiring” and standing out from competitors If you’re looking for smarter ways to create more opportunities and differentiate your firm in today’s market, don’t miss this special session.   About the Speakers David Searns, Co-CEO, Haley Marketing 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. Tom Erb, President, Tallann Resources With a career spanning nearly 20 years, Tom Erb has established himself as one of the staffing and recruiting industry’s top subject matter experts. As an executive for two of the largest staffing and recruiting companies in the world, Tom worked with some of the most recognizable and well-respected companies in the United States to help optimize their workforce strategy. As a consultant, trainer, and speaker to the staffing and recruiting industry, Tom has helped hundreds of firms create and execute sales and recruiting strategies to grow their business. In 2010 Tom formed Tallann Resources, a consulting firm specializing in the Staffing and Recruiting Industry. Tom has helped staffing and recruiting companies of all sizes and verticals transform their sales structure, create and implement their strategic plans, and optimize their recruiting process. Mark Winter, CEO, WinSource Group Mark is an expert at driving sales performance, keeping focus on customers, and keeping things simple. For 20 years, Mark has held every sales role out there- from Branch Manager to Vice President of Sales and Enablement for a $2.5B publicly traded staffing company. During that time, he has spent countless hours figuring out what works and of course, what doesn’t. This enables Mark to sniff out things that are blocking performance, remove the barrier, and get people to act. He is a Six Sigma Black Belt and holds master certifications from some of the top sales training organizations in the world. Whether its strategic planning, sales process development, sales training, customer acquisition & engagement, sales team performance, or system and tool adoption- Mark can help get your team on track. Mark is the CEO of WinSource Group, a consulting company that specializes in the staffing industry. By providing training, coaching, and solid process WinSource help staffing companies get the best possible performance from their sales team. Dan Mori, Founder of Staffing Mastery & President of Employment Solutions Dan Mori is a seasoned staffing industry executive, sales strategist, and leadership coach with over two decades of experience driving business transformation in the employment space. As President of Employment Solutions, he helped engineer one of the most successful regional staffing expansions in the country, growing the firm from a single location in upstate New York to a multi-state powerhouse operating in 28 states. As founder as well of Staffing Mastery, Dan brings a no-nonsense, high-impact approach to helping staffing firm leaders grow their teams, scale revenue, and systematize success. His passion lies in training salespeople to think strategically, lead with insight, and win market share—even in the most competitive or frozen economies. Dan also created the Staffing Dashboard, a powerful tool that provides staffing leaders with real-time business performance insights to make informed, data-driven decisions that drive growth and success. A recognized voice in the industry, Dan has coached hundreds of staffing professionals through workshops, playbooks, and performance coaching rooted in real-world results. He’s known for breaking down complex sales challenges into repeatable, scalable strategies—empowering firms to shift from reactive selling to proactive demand creation.