Secrets of Staffing Success

Avner Baruch, an Executive GTM and Enablement leader, shares his expertise on transforming staffing firms' sales enablement strategies. He discusses the shift from static content management to impactful coaching and feedback loops. Avner highlights the importance of role practice, ongoing training, and adapting sales processes in response to economic challenges. He also introduces his Project Moneyball methodology, emphasizing the significance of tech stacks in enhancing sales performance while stressing the need for continuous skill reinforcement and effective team dynamics.

Discover the parallels between marathon running and staffing success as endurance and mindset take center stage. Learn how top firms are adapting strategies to maintain growth in a shifting market. Consistency and a strong purpose are key to overcoming sales slumps. Explore the emotional journey behind personal achievements and the importance of community support. Gain practical advice on optimizing recruitment marketing and the necessity of tracking success. Flexibility in tactics is vital to reach long-term goals, even amidst economic challenges.

Strategic partnerships in staffing aren’t just a support tool—they’re a vital growth engine for firms looking to scale in today’s competitive landscape. In this episode, Brad Bialy sits down with Kendra Cato, Director of Strategic Partnerships at Advance Partners, to discuss the mindset shift required for staffing firms to treat collaboration not as a luxury, but as a strategic necessity. With economic uncertainty, candidate shortages, and cautious clients, many staffing owners default to operating in silos. Kendra challenges this approach with real-world examples, outlining how early and intentional collaboration unlocks faster scaling, stronger client outcomes, and a competitive edge. Expect to Learn: Why strategic partnerships must start from day one How to find true alignment with vendors and industry collaborators The pitfalls of not checking in regularly with your partners When to reassess your partnerships—and how to know you’ve outgrown them Why data storytelling matters in executive-level communications Chapters and Key Moments: [00:22] The Mindset Shift: From Scarcity to Abundance [02:17] Why Collaboration Should Start on Day One [03:52] Finding a Growth Engine Through Partnerships [05:03] What Makes a “True” Strategic Partner [06:43] The Balance of Responsibility in Partnerships [09:08] The Ideal Kickoff Call [13:10] How Often to Check In with Strategic Partners [16:18] Knowing When to Change Partners [20:04] Overcoming the “First Service” Label [22:33] How to Find the Right Partner Without Attending Conferences [24:47] Investment vs. Expense in Strategic Partnerships [26:10] Should Your Partner Be Local or National? [29:18] The Importance of Community and Networking   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. Kendra Cato is a dynamic staffing industry thought leader and business influencer known for her ability to build meaningful connections between people and organizations. With nearly 20 years of experience in strategic planning, sales, marketing, and research, her experiences in staffing technology have made her keenly aware of the importance of people and technology in driving business development. Kendra is currently the Director of Strategic Partnerships at Advance Partners where she works closely with the company's leadership and sales team to build holistic relationships across the industry and help staffing firms grow. Kendra is also a thought leader, speaker, and co-author of "Together We Rise." She is one of the founding members of Women of Color in Staffing, an organization committed to making the staffing industry more accessible, fulfilling, and lucrative for female leaders.   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  

Discover how curiosity is the secret sauce for elite recruiters, driving success even in tough markets. Learn about the untapped power of Google reviews and their impact on staffing firms' reputations. Hear insights from industry conferences and the importance of community and networking. Continuous learning and self-assessment emerge as crucial for growth, while fostering candidate engagement can enhance reputation management. This conversation redefines recruitment strategies and highlights collaboration as a key to thriving in challenging times.

In this insightful discussion, guests Tom Erb, President of Tallann Resources, Dan Mori, Founder of Staffing Mastery, and Mark Winter, CEO of WinSource Group, explore the creation of demand for temporary staffing services. They delve into strategies for navigating economic challenges and discussing the importance of client segmentation. The conversation highlights the need for staffing firms to differentiate themselves by providing value over mere pricing. Effective communication and building long-term relationships are emphasized as key factors in driving growth in this competitive landscape.

Is your staffing firm's digital lead generation falling flat? In this episode of Take the Stage, Brad Bialy talks with David Searns, Co-CEO of Haley Marketing, about the pitfalls of relying solely on digital automation for sales success. David explains why your prospect pool isn't large enough to make digital-only work and offers a smarter, integrated approach that blends human connection with digital tactics. Discover how to increase your conversion rates, win attention, and become the go-to expert your clients trust.   Expect to Learn: 1. The value of integrated direct marketing 2. Why the "spray and pray" approach is failing staffing firms 3. How to personalize your outreach and boost lead engagement   Key Moments: [00:00] Personal intros and pickleball frustrations [02:06] The Smart Ideas newsletter: history and purpose [03:10] "Stop the Digital-Only Madness"—The core issue [06:49] Why digital-only strategies fail in staffing [09:11] Winning the battle for attention first [11:49] Changing the sales conversation: Short game vs. long game [14:09] Incentivizing smarter sales approaches [17:34] Becoming a trusted advisor, not a necessary evil [19:27] Establishing credibility from first contact [23:01] Leveraging data and AI for better targeting [24:35] Building integrated campaigns that actually work [27:00] Aligning sales and marketing for success [28:59] Final thoughts and AI as a game-changer for sales productivity   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. 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.   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

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.

In this insightful discussion, Brad Smith, Chief Strategy Officer at Haley Marketing, shares two decades’ worth of expertise in the staffing world. He reveals strategies for recruiting beyond job boards, such as leveraging local Facebook campaigns that convert and the surprising ROI of employee referral programs. Brad also highlights the untapped potential of your ATS through segmentation and stresses grassroots methods like engaging with community organizations. Get ready to rethink your recruiting approach and unlock new talent channels!

In this insightful discussion, Patrick Morin, a Partner at Transact Capital with expertise in mergers and acquisitions, emphasizes that culture is key to competitive advantage in staffing. He explores how culture shapes branding, enhances accountability, and improves client relationships. Morin argues that hiring for cultural fit leads to better outcomes, even in short assignments. He shares strategies for fostering a learning culture and the importance of leadership in embedding values, positioning firms as trusted advisors in a commoditized industry.

Mike Cleland, founder of Charted Path, shares his 30 years of staffing industry wisdom. He discusses the accountability gap causing underperformance and the shift from order-taking to proactive selling. The conversation dives into the crucial role of leadership in fostering resilience and sales culture, emphasizing the characteristics of thriving firms. Mike also addresses the challenge of toxic high-performers and provides insights on building high-performing teams, making this a vital listen for industry leaders and newcomers alike.