Brent Orsuga is the founder of Pinnacle Growth Advisors, an award-winning talent advisory firm specializing in supply chain and logistics recruiting across the U.S. and Canada. A seven-figure recruiter, headhunter and entrepreneur with more than two decades of recruiting experience, Brent is widely recognized for helping companies attract top-performing talent while teaching recruiters how to operate at an elite level.

• You control more than you think.
• Elite performers expect to win.
• Activity creates opportunity.
• Identity determines outcomes.
• Success is reverse-engineered, not hoped for.

• [00:25] – Stop blaming the market
• [01:00] – Inputs, outputs, and outcomes
• [02:00] – Why pipeline solves panic
• [03:24] – Planting seeds for future revenue
• [04:53] – Playing offense during slow seasons
• [06:05] – Becoming a professional shoulder tapper
• [08:14] – From recruiter to talent advisor
• [12:23] – Escaping commodity recruiting
• [15:29] – Why mindset changes everything
• [17:59] – Reverse-engineering seven-figure billing
• [23:41] – Building a personal performance center
• [30:24] – You are the problem and solution

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 250,000 downloads.

Take the Stage is presented by Haley Marketing. For a limited time, we're offer 50% off of a brand new staffing website. Just message Brad Bialy on LinkedIn and mention the Crazy Website Promo.

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.

This week we're taking a break from InSights and Take the Stage to bring you a replay of Lunch with Haley, hosted by Brad Smith (Chief Strategy Officer, Haley Marketing).

Brad reveals why the staffing firms that consistently win aren't necessarily the best firms. They're simply the ones that stay visible long enough to be there when opportunity strikes.

Brad Smith is the Chief Strategy Officer at Haley Marketing and a Certified Inbound Marketing professional who has helped hundreds of staffing and recruiting firms implement effective digital marketing strategies. He specializes in translating emerging marketing trends and technologies into practical growth strategies for staffing organizations.

• Consistency creates opportunities that luck cannot.
• The firms that stay visible win more business.
• Education builds trust faster than selling.
• Nurturing outperforms persistence alone.
• Relationships grow when value comes before the ask.

• [00:44] – Why staffing is a timing business
• [03:31] – The costly “I didn’t know you did that”
• [06:42] – The math behind winning new accounts
• [08:44] – Why sales teams need marketing air cover
• [11:06] – Building trust through systematic nurturing
• [13:32] – Why education beats hard selling
• [15:21] – The powerful 3x3 relationship matrix
• [19:23] – The multiplier effect of multi-channel marketing
• [22:14] – Branded publications that drive conversations
• [26:55] – Why print mail stands out again
• [31:41] – Automating touches without losing personalization
• [42:20] – Using Challenger insights to create demand

InSights is presented by Haley Marketing. For a limited time, we're offer 50% off of a brand new staffing website. Just message Brad Bialy on LinkedIn and mention the Crazy Website Promo.

Greg Fischer is the founder of Well Oiled Machine and former CEO of AMI Network, where he scaled the business to $4.2M in gross profit with nearly half the team based outside the U.S. After spending 18 months failing to make offshore hiring work, Greg developed a repeatable framework for building integrated global teams across recruiting, sourcing, operations, and sales. Today, he helps staffing firms avoid the costly mistakes most agencies repeat when trying to scale with international talent.

• Clarity scales faster than hustle.
• Cheap labor becomes expensive leadership.
• Trust creates performance.
• Bottlenecks don’t disappear — they relocate.
• Great teams aren’t divided by geography.

• [00:01] – Finding the real bottleneck
• [01:22] – Why hustle stops working
• [02:02] – The utility-player trap
• [04:11] – Why offshore hires fail twice
• [05:09] – Process problem or people problem?
• [07:18] – Can recruiters fund this themselves?
• [08:59] – What elite firms do differently
• [09:54] – Killing the “us vs. them” mindset
• [11:51] – Is AI replacing offshore talent?
• [17:53] – Holding everyone to the same standard
• [21:52] – Why screen monitoring backfires
• [25:17] – Hire right. Then lead right.

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 250,000 downloads.

InSights is presented by Haley Marketing. For a limited time, we’re offering 50% off a brand new staffing website. Just message Brad Bialy on LinkedIn and mention the Crazy Website Promo.

Book a 30-minute business and marketing consultation with host, Brad Bialy: https://bit.ly/Bialy30

Rachel Reed is a recruitment and sales automation expert specializing in marketing automation strategy and execution for staffing and recruiting firms of all sizes. With experience across recruitment automation and B2B sales strategy, Rachel helps firms turn complex automation tools into practical systems that drive engagement, strengthen relationships, and support long-term business growth.

• Trust compounds faster than transactional selling.
• The right message matters more than more messages.
• Automation should support sales—not replace it.
• Segmentation creates relevance, relevance creates engagement.
• Long-term consistency beats short-term urgency.

• [00:00] – Why automation is not a “slot machine” solution
• [02:13] – How consumer marketing reshaped buyer expectations
• [04:38] – Playing the long game with staffing relationships
• [07:09] – The power of pain-point driven messaging
• [08:39] – What marketing automation success actually looks like early on
• [10:28] – Turning engagement into smarter sales outreach
• [13:25] – Why lead scoring changes prospecting strategy
• [15:59] – Moving prospects through marketing automation “buckets”
• [18:22] – Why transactional selling no longer works
• [21:52] – Recognizing buying signals before prospects ask
• [24:45] – How premature sales pitches destroy trust
• [28:43] – The “slow miles” running mindset for sustainable growth

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 250,000 downloads.

InSights is presented by Haley Marketing. For a limited time, we're offer 50% off of a brand new staffing website. Just message Brad Bialy on LinkedIn and mention the Crazy Website Promo.

Book a 30-minute business and marketing consultation with host, Brad Bialy: Book with Brad Bialy

Most staffing firms spend enormous energy chasing client retention while leaving candidate retention almost entirely to chance. This episode exposes exactly what that blind spot is costing them. Carl Stecker breaks down the mechanics of a benefits model built specifically for high-turnover industries, one where the design itself keeps workers engaged, covered, and on the job longer. By the end of this conversation, you'll never think about benefits as a checkbox again. You'll see them as one of the sharpest competitive weapons a staffing firm can carry into the market.

[00:01] – Benefits: Bigger Than You Think [02:41] – Bundled Plans Are Broken [05:22] – Finding a Stable Provider [07:59] – The 40% Nobody's Serving [10:22] – Power Back to the Candidate [12:17] – AI Meets Enrollment [16:17] – Benefits as a Differentiator [18:13] – 4–5 Extra Weeks of Retention [20:03] – Candidates Are Your Inventory [23:30] – FreeRx: $12 a Week Coverage [25:38] – What Top Firms Do Differently [28:05] – Why Drug Prices Are So High [31:52] – The Pharmacy Desert Problem [33:37] – About Benefits in a Card [34:59] – Rapid Fire Round

Carl Stecker has spent more than three decades solving a problem most of the staffing industry didn't know it had: benefits designed for the wrong kind of worker, priced for the wrong kind of market, and built on a model that punishes turnover instead of surviving it. As the founder and CEO of Benefits in a Card and FreeRx, he pioneered weekly coverage cycles, two-year rate guarantees, and most recently, a prescription drug platform delivering medications to entire families for under $7 a week. His perspective is rare because it sits exactly at the intersection of insurance economics, staffing operations, and frontline worker welfare — and after 34 years in the trenches, he has the data and the scar tissue to back it up.

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 2,000 downloads.

Book a 30-minute business and marketing consultation with host, Brad Bialy: https://bit.ly/Bialy30

• Why SEO isn't being replaced by AI — it's actually powering every LLM answer your clients and candidates are getting right now, and doubling down is the only logical move
• How a single blog post about an obscure AI job role drove 3,000 website visitors in five months with zero ad spend
• What "AI knowledge gaps" really are, why a BBC reporter's absurd hot dog claim proves they're real, and how staffing firms can use them to manufacture authority almost overnight
• Why FAQs are secretly one of the most powerful ranking tools available right now 

This episode of InSights, presented by Haley Marketing, will permanently change how you think about content. You'll stop seeing blog posts as marketing obligations and start seeing them as assets that get your firm found in Google, ChatGPT, and every LLM your clients are already using every day. More importantly, you'll walk away with a concrete, actionable framework for finding the exact knowledge gaps that no one else in your niche is filling and a clear strategy for filling them first.

Timestamps and Key Moments [00:01] – Is SEO Actually Being Replaced by AI? [01:06] – LLMs Still Run on SEO [02:17] – Play the Long Game [03:45] – The Long-Game Case for Owners [05:20] – Measuring AIO Rankings [06:15] – The 6-Year Client Breakdown [08:23] – Building the Site Loop [09:00] – Why FAQs Rank Separately [12:04] – FAQs — How Simple Is It? [13:48] – What Is an AI Knowledge Gap? [16:10] – The MrBeast Content Strategy [19:37] – How to Find the Gap [21:01] – The Blog That Got 3K Visitors [23:08] – Retargeting That Traffic [24:02] – Real Gaps in Staffing Right Now [28:43] – Why SEO Needs a Partner [30:19] – Social Media Now Feeds Google [31:59] – Which Platform Actually Wins [33:54] – Fix the Foundation First [35:22] – Why Old Content Still Ranks

About the Guest Shaun Chojnacki is a Senior Marketing Strategist at Haley Marketing, actively managing 35+ client account services across the staffing and recruitment industry. He specializes in SEO, AI-driven search optimization (AIO), and LLM SEO including AEO (Answer Engine Optimization) and GEO (Generative Engine Optimization).

With more than a decade of experience spanning Staffing, SaaS and eCommerce, Shaun combines data-driven marketing with creative execution to help staffing firms turn their websites into high-performing lead generation engines. Connect with Shaun on LinkedIn: linkedin.com/in/shaunsavvy

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 Book a 30-minute business and marketing consultation with host, Brad Bialy: https://bit.ly/Bialy30

This episode is brought to you by FoxHire. If you’re looking for an Employer of Record partner that helps recruiters confidently grow contract placements and build recurring revenue without taking on extra risk, FoxHire is perfect for you. Learn more at FoxHire.com/Haley

◼ How COVID didn't just change where salespeople work — it quietly made them lazy, and why most sales leaders haven't noticed yet

◼ What the best staffing firms are doing differently right now that almost nobody else is: pulling recruiters into the sales process before the deal is even close

◼ Why your ICP is probably wrong — and how getting more specific with a smaller target list will generate more revenue than casting a wider net ever could

◼ How one simple mental shift — from account management to pre-client acquisition — could completely rewire the way your sales team operates

This episode will fundamentally challenge how you think about sales activity and what it's actually worth. You'll walk away with a sharper framework for diagnosing what's broken in your sales organization, whether it's your people, your process, or the pressure you're putting on both, and a clear-eyed view of why doing less, more deliberately, consistently beats doing more with less intention. If you lead a staffing firm or a sales team, this conversation will make you uncomfortable in exactly the right way.

[00:01] – The #1 mistake holding firms back

[01:08] – Chasing shiny objects kills revenue

[02:21] – What to do when business is down

[04:08] – How to prioritize your fix-it list

[05:28] – Did COVID break the staffing industry?

[07:02] – How COVID made staffing sales reps lazy

[08:21] – Outputs vs. outcomes in sales

[09:18] – Rewarding the wrong KPIs [10:48] – What consultative selling looks like

[12:49] – Where firms get their ICP wrong

[14:45] – Messaging by ICP level

[16:38] – The Under Armour sales analogy

[18:58] – Research has never been easier

[23:00] – What top firms do differently

[24:45] – Speed closes deals, not relationships

[27:52] – Fixing staffing's reputation problem

[31:42] – Sales reps as pre-client managers

[33:26] – Optimistic or pessimistic on 2026?

[35:41] – Coach in the moment, not end of month

[37:17] – About AFM Strategic Partners

[42:20] – Rapid fire: book that changed her life

[43:24] – Advice for new staffing professionals

Anna Frazzetto is the Founder and CEO of AFM Strategic Partners and one of the most recognized voices in staffing and sales leadership — named to Staffing Industry Analysts' Global Power 150 Women in Staffing for seven consecutive years. She built her career scaling businesses from the ground up, including growing a solutions practice from $3M to $100M, and has led global sales transformations across some of the most complex corners of the industry. Her perspective is rare because it spans both sides of the table: the strategic and the deeply human, shaped in part by her experience as a cancer survivor who chose to bet on herself and start something new. Her new book, *Sales Leadership in Action*, distills over 100 field-tested tips for sales leaders who want to stop firefighting and start building teams that close.

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 225,000 downloads.

Book a 30-minute marketing consultation with host Brad Bialy: https://bit.ly/Bialy30

Benefits in a Card helps staffing firms offer meaningful benefits to their entire workforce through flexible, unbundled plans designed for high-turnover environments—making it easier to control costs, improve retention, and stay competitive. https://www.BenefitsInACard.com

TRICOM partners with staffing firms as an asset-based lender and full-service back-office provider, helping owners scale confidently by reducing risk and easing the operational strain of payroll, cash flow, and administration. https://www.tricom.com

Steve Gipson is the Director of Sales and Operations at Recruiters Websites, where he helps staffing and recruiting firms build stronger digital ecosystems through smarter website strategy, search visibility, and long-term marketing systems.

In this conversation, Steve breaks down why most firms sabotage growth by demanding instant ROI and why the real winners are the ones willing to compound trust long before an emergency ever happens.

• If clients only remember you when you call them, you’ve already lost.
• Day trading your marketing keeps your pipeline permanently fragile.
• The first call in a crisis is earned months (or years!) before the crisis.
• Bad execution is often mistaken for bad strategy.
• The boring basics are where market leaders are built.

• [00:00] – Discipline lessons hidden inside dad life
• [04:37] – The flooded basement story every marketer needs
• [07:06] – Why clients only call names they remember
• [10:38] – The dangerous reset happening in every search
• [12:06] – The day-trading analogy that changes everything
• [17:03] – The ROI obsession quietly killing growth
• [19:00] – Why shiny tactics keep firms invisible
• [23:08] – The trust signal most firms ignore
• [24:45] – The AI search shift firms are missing
• [26:52] – The nurture sequence that wins future urgency
• [31:46] – Why P.T. Barnum still beats modern marketers
• [35:18] – The boring basics that become your moat

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.

Book a 30-minute business and marketing consultation with host, Brad Bialy: https://bit.ly/Bialy30

This episode is brought to you by FoxHire. If you’re looking for an Employer of Record partner that helps recruiters confidently grow contract placements and build recurring revenue without taking on extra risk, FoxHire is perfect for you. Learn more at FoxHire.com/Haley

Top staffing firms aren’t just selling differently — they’re selling smarter.

In this Lunch with Haley, we’ll walk through the essential tools, content, and AI workflows every staffing firm needs in 2026 to shorten sales cycles, differentiate effectively, and empower buyers to make decisions faster.

Expect to Learn:

• What’s changed in the 2026 buyer journey — and how to adapt
• The self-service and buyer-enablement assets every firm should have
• Practical examples of sales collateral that increase conversion
• How to use automation and AI to strengthen follow-up
• Tools that accelerate proposals, presentations, and positioning

Whether you’re refining your process or rebuilding it, this Lunch with Haley gives you a sharper sales toolbox for 2026.

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.

Brad is a Certified Inbound Marketing professional, and he has managed the implementation of digital marketing campaigns for hundreds of staffing firms. Brad stays on top of new marketing and technology trends, transforming them into winning strategies for staffing and recruiting firms.

Rachel is a recruitment and sales automation expert specializing in marketing automation strategy and execution for clients large and small. With experience in both recruitment automation and B2B sales strategy, she brings a unique perspective to the potential of automation tools in the industry. Rachel excels in making sophisticated platforms accessible and valuable for staffing and recruiting professionals – delivering actionable strategies to drive sales leads, qualified applications and customer retention.

Emily Burroughs is the founder of EB Connection, where she helps organizations align communication, culture, and operational clarity so strategy actually scales. With deep roots in staffing, workforce solutions, leadership communication, and brand transformation, Emily brings a rare ability to translate complexity into messaging that moves people and drives outcomes.

• Reputation outlasts branding.
• Relationships scale what algorithms cannot.
• Clarity is a translation problem, not a strategy problem.
• Storytelling turns information into trust.
• Quality of message always beats quantity of content.

• [00:03] – Why reputation survives the AI era
• [02:26] – The leadership translation problem
• [04:32] – Simplifying messaging so people buy in
• [09:24] – Why junior recruiters must build relationships first
• [13:49] – Balancing expertise with personal storytelling
• [18:36] – The real psychology behind viral LinkedIn content
• [25:09] – Why great marketing makes people feel
• [33:18] – Cultural nuance and global communication lessons
• [38:28] – Personal branding is never “finished”
• [43:38] – Why staffing firms often miss audience segmentation
• [45:25] – The candidate success story firms should tell
• [48:33] – The mindset shift that changes careers

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.

Book a 30-minute business and marketing consultation with host Brad Bialy: https://bit.ly/Bialy30

Benefits in a Card helps staffing firms offer meaningful benefits to their entire workforce through flexible, unbundled plans designed for high-turnover environments—making it easier to control costs, improve retention, and stay competitive. https://www.BenefitsInACard.com

TRICOM partners with staffing firms as an asset-based lender and full-service back-office provider, helping owners scale confidently by reducing risk and easing the operational strain of payroll, cash flow, and administration. https://www.tricom.com

Sharon Bondurant is the founder of The Finders, an Arizona-based recruiting firm she launched in 1998 that has grown into a twice-named Inc. 5000 company with over 6,000 placements across Tech, HR, and Finance. She’s known for her human-first approach to recruiting, emphasizing long-term relationships, trust, and sustainable growth.

• Clarity beats chasing everything.
• You grow when you get uncomfortable on purpose.
• Relationships compound faster than cold outreach.
• Consistency builds trust long before opportunity appears.
• Courage creates access where skill alone cannot.

• [00:00] – Is standing out harder in 2026?
• [02:10] – Why strategy determines visibility
• [03:30] – Defining your true ICP
• [05:15] – The danger of saying yes to everything
• [07:40] – Letting go of good to become great
• [09:00] – Starting with your existing network
• [10:40] – Unlocking revenue in your database
• [14:00] – Listening as a competitive advantage
• [19:30] – Rebuilding in-person relationships
• [22:00] – Becoming the authority in the room
• [25:30] – The “third door” to new opportunities
• [36:45] – Why consistency and follow-up win

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.

Book a 30-minute business and marketing consultation with host Brad Bialy: https://bit.ly/Bialy30

Benefits in a Card helps staffing firms offer meaningful benefits to their entire workforce through flexible, unbundled plans designed for high-turnover environments—making it easier to control costs, improve retention, and stay competitive. https://www.BenefitsInACard.com

TRICOM partners with staffing firms as an asset-based lender and full-service back-office provider, helping owners scale confidently by reducing risk and easing the operational strain of payroll, cash flow, and administration. https://www.tricom.com

David Searns is the Co-CEO of Haley Marketing and one of the staffing industry’s most respected marketing strategists. With more than 25 years of experience helping staffing firms differentiate, position their services, and drive demand, David brings a deep understanding of how marketing, sales, and product strategy intersect to fuel growth.

• Selling staffing hasn’t just gotten harder...the product itself may be outdated.

• Differentiation starts with defining a unique product, not louder promotion.

• The firms that control performance data will control the future of staffing.

• Value must be defined from the buyer’s perspective—not the recruiter’s.

• Specialization creates pricing power where commoditization destroys it.

[00:00] – Is staffing actually harder to sell today?

[02:41] – Why staffing penetration dropped dramatically

[05:24] – Rethinking staffing as project-based work

[07:36] – The consulting model staffing can learn from

[10:55] – Escaping the dangerous “markup conversation”

[12:57] – Using AI as a strategic thought partner

[15:21] – Why HR buyers are risk-averse

[18:01] – The call center story that changed pricing

[20:52] – Why A-players should cost dramatically more

[24:29] – The power of owning performance data

[30:41] – Stop selling to everyone: define the bullseye

[32:08] – The four P’s of marketing staffing firms ignore

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.

InSights is presented by Haley Marketing. For a limited time, we're offer 50% off of a brand new staffing website. Just message Brad Bialy on LinkedIn and mention the Crazy Website Promo.

Book a 30-minute business and marketing consultation with host, Brad Bialy: https://bit.ly/Bialy30

This episode is brought to you by FoxHire. If you’re looking for an Employer of Record partner that helps recruiters confidently grow contract placements and build recurring revenue without taking on extra risk, FoxHire is perfect for you. Learn more at FoxHire.com/Haley.

Brett Cavanagh is the President of TempWorks Software and Lone Oak Payroll. With more than a decade of experience working directly inside staffing firms before moving into technology leadership, Brett now helps agencies scale through smarter systems, operational discipline, and deeper alignment between technology and the real-world demands of recruiting and staffing.

• The old staffing playbook is breaking in a changing market.

• Talent inventory determines who wins in staffing.

• Commoditized staffing always becomes a race to the bottom.

• AI won’t replace recruiters—it will expose weak ones.

• The future belongs to consultative staffing firms.

[00:00] – Is selling staffing harder than ever?

[01:40] – Why cold calling candidates is fading

[04:05] – What winning staffing firms do differently

[05:49] – The shift from transactional to consultative selling

[08:24] – Why fear drives bad staffing decisions

[10:58] – The danger of competing on price

[16:03] – Building a true candidate-first experience

[21:43] – The “sports agent” mindset for recruiters

[24:45] – How AI will reshape staffing

[32:23] – AI will expose average recruiters

[37:14] – Where growth still exists in staffing

[46:03] – Brett’s advice for the next generation

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.

Take the Stage is presented by Haley Marketing. For a limited time, we're offering 50% off a brand new staffing website. Just message Brad Bialy on LinkedIn and mention the Crazy Website Promo.

Book a 30-minute business and marketing consultation with host Brad Bialy: https://bit.ly/Bialy30

Benefits in a Card helps staffing firms offer meaningful benefits to their entire workforce through flexible, unbundled plans designed for high-turnover environments—making it easier to control costs, improve retention, and stay competitive. https://www.BenefitsInACard.com

TRICOM partners with staffing firms as an asset-based lender and full-service back-office provider, helping owners scale confidently by reducing risk and easing the operational strain of payroll, cash flow, and administration. https://www.tricom.com

Hailey Birkner is an Account Manager at Haley Marketing, where she helps staffing firms turn strategy into sustainable momentum. With a background in automation and client experience, she lives at the intersection of service, clarity, and trust—coaching clients toward consistent, long-term success.

• Retention is earned between the wins.

• Consistency beats intensity—every time.

• Silence is not success; feedback fuels growth.

• Automation supports relationships, it doesn’t replace them.

• Authenticity is your only real competitive advantage.

• [03:25] – “Retention is built between deliverables” reframed
• [04:12] – Why service alone is just table stakes
• [05:08] – Consistency over intensity in client relationships
• [06:25] – Scaling personalization without losing authenticity
• [08:09] – Coaching vs. transactional account management
• [09:52] – Quarterly touchpoints that create momentum
• [11:00] – Using automation to nurture at scale
• [13:42] – Plan your work, work your plan
• [15:05] – Why silence is not success
• [16:54] – Creative follow-ups that re-engage clients
• [18:58] – Writing emails people actually respond to
• [21:06] – Segmenting accounts for smarter growth
•  

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.

InSights is presented by Haley Marketing. For a limited time, we're offer 50% off of a brand new staffing website. Just message Brad Bialy on LinkedIn and mention the Crazy Website Promo.

Book a 30-minute business and marketing consultation with host, Brad Bialy: https://bit.ly/Bialy30

This episode is brought to you by FoxHire. If you’re looking for an Employer of Record partner that helps recruiters confidently grow contract placements and build recurring revenue without taking on extra risk, FoxHire is perfect for you. Learn more at FoxHire.com/Haley

Nicole Krensky is Director of Product Marketing at Bullhorn, where she leads go-to-market strategy for Amplify, Automation, and Search & Match. With nearly a decade in tech marketing and deep exposure to AI adoption across staffing firms, Nicole works directly with companies navigating the shift toward AI-powered recruiting.

• AI adoption is no longer optional—it’s operational.

• The pack is already separating.

• Automation amplifies recruiters; it doesn’t replace them.

• Database depth is a competitive weapon.

• Curiosity with action beats hesitation.

• [00:39] – How AI is reshaping staffing firms

• [02:25] – The evolving role of the modern recruiter

• [05:12] – Leading AI adoption without team resistance

• [09:26] – Using AI to drive recruiting firm growth

• [12:10] – Why AI creates competitive advantage

• [13:11] – Best first step for AI in recruiting

• [16:10] – Eliminating the resume black hole with AI

• [18:30] – Improving candidate experience through automation

• [23:53] – Quick-win AI tools for recruiter productivity

• [28:35] – Increasing recruiter output with AI workflows

• [31:57] – Cleaning and leveraging your staffing database

• [35:44] – Advanced AI strategy for staffing leadership

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.

Take the Stage is presented by Haley Marketing. For a limited time, we're offering 50% off a brand new staffing website. Just message Brad Bialy on LinkedIn and mention the Crazy Website Promo.

Book a 30-minute business and marketing consultation with host Brad Bialy: https://bit.ly/Bialy30

Benefits in a Card helps staffing firms offer meaningful benefits to their entire workforce through flexible, unbundled plans designed for high-turnover environments—making it easier to control costs, improve retention, and stay competitive. https://www.BenefitsInACard.com

TRICOM partners with staffing firms as an asset-based lender and full-service back-office provider, helping owners scale confidently by reducing risk and easing the operational strain of payroll, cash flow, and administration. https://www.tricom.com

For sake of this conversation, ChatGPT was primed to be an AI strategist and staffing industry analyst specializing in the intersection of talent markets, technology, and future disruption. With a data-driven lens and objective insights, ChatGPT explores how automation, workforce trends, and evolving recruiter roles are reshaping the future of staffing.

• Transactional recruiting is dying; consultative partnership is winning.

• AI will eliminate tasks, not the need for trust.

• Specialization builds authority; dilution breeds confusion.

• Data is no longer optional—it’s your competitive edge.

• Speed matters, but humanity closes the deal.

[00:01] – Resetting the staffing narrative

[01:52] – The uncomfortable truth about talent shortages

[03:34] – Why recruiters must become career architects

[06:32] – Specialize or slowly disappear

[07:49] – Selling roles vs. solving business problems

[08:22] – Designing candidate experience that actually wins

[12:02] – When AI becomes a gatekeeper (and how to stop it)

[14:26] – The legacy mindset killing growth

[17:43] – The questions that elevate you to strategic partner

[21:53] – What AI will automate first — and fast

[25:48] – Fewer recruiters. Bigger results. Here’s why.

[29:35] – The AI blind spot redefining success

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.

InSights is presented by Haley Marketing. For a limited time, we're offer 50% off of a brand new staffing website. Just message Brad Bialy on LinkedIn and mention the Crazy Website Promo.

Book a 30-minute business and marketing consultation with host, Brad Bialy: https://bit.ly/Bialy30

This episode is brought to you by FoxHire. If you’re looking for an Employer of Record partner that helps recruiters confidently grow contract placements and build recurring revenue without taking on extra risk, FoxHire is perfect for you. Learn more at FoxHire.com/Haley

Paul Petersen is a fractional CHRO and executive workforce strategist with more than 30 years of experience helping organizations modernize talent acquisition, HR technology, and workforce strategy across global enterprises. He’s known for blending deep HR tech expertise with a relentless focus on the human experience for both talent and hiring managers.

• Speed without intention creates invisible talent.

• Screening out is easier than building trust—but far less effective.

• Communication is the real differentiator in modern recruiting.

• Technology should amplify recruiters, not replace them.

• Great recruiters act like agents, not gatekeepers.

[00:23] – Why the candidate black hole still exists

[02:54] – Screening out versus screening in explained

[05:16] – When “speed to hire” becomes the wrong metric

[06:48] – The two personas that actually matter

[08:35] – Can AI really fix the candidate experience?

[10:33] – The Domino’s pizza tracker analogy for recruiting

[14:02] – Why talent pools are massively underutilized

[16:26] – Predicting talent needs before jobs open

[20:53] – Paul’s 300-application job search story

[25:11] – Why recruiters should think like sports agents

[30:37] – The hiring manager’s missing voice in HR tech

[35:27] – Integrity as a long-term recruiting advantage

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.

Take the Stage is presented by Haley Marketing. For a limited time, we're offering 50% off a brand new staffing website. Just message Brad Bialy on LinkedIn and mention the Crazy Website Promo.

Book a 30-minute business and marketing consultation with host Brad Bialy: https://bit.ly/Bialy30

Benefits in a Card helps staffing firms offer meaningful benefits to their entire workforce through flexible, unbundled plans designed for high-turnover environments—making it easier to control costs, improve retention, and stay competitive. https://www.BenefitsInACard.com

TRICOM partners with staffing firms as an asset-based lender and full-service back-office provider, helping owners scale confidently by reducing risk and easing the operational strain of payroll, cash flow, and administration. https://www.tricom.com

David Searns is the Co-CEO of Haley Marketing and one of the most experienced voices in staffing industry marketing. With more than 25 years helping firms clarify differentiation and drive demand, David brings a deep, practical understanding of what actually fuels sustainable growth.

• Marketing is a sales advantage, not a creative expense.

• Buyers decide long before sales ever gets the call.

• Differentiation starts with customer problems, not company features.

• Nurturing beats chasing when markets tighten.

• If you don’t define your aisle, you compete on price.

• [02:20] Why staffing penetration is collapsing

• [04:55] Buyers are skeptical, busy, and informed

• [06:45] The danger of selling without buyer enablement

• [09:20] The six-layer growth engine framework

• [13:15] Why most differentiators don’t actually differentiate

• [17:10] Escaping the “staffing aisle” trap

• [19:00] How owners should pressure-test their messaging

• [23:40] Making sales drop-bys actually work

• [27:25] Why nurturing is the most ignored lever

• [31:30] Buyer enablement without giving away secrets

• [34:20] Why fewer employers are using temps

• [35:50] Learning how to learn in a changing market

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.

InSights is presented by Haley Marketing. For a limited time, we’re offering 50% off a brand new staffing website. Just message Brad Bialy on LinkedIn and mention the Crazy Website Promo.

Book a 30-minute business and marketing consultation with host, Brad Bialy: https://bit.ly/Bialy30

This episode is brought to you by FoxHire. If you’re looking for an Employer of Record partner that helps recruiters confidently grow contract placements and build recurring revenue without taking on extra risk, FoxHire is perfect for you. Learn more at https://www.FoxHire.com/Haley

Noah Yosif is Chief Economist and Head of Research at the American Staffing Association, where he leads economic and policy research supporting staffing firms nationwide. A frequent voice in major financial media, Noah helps the industry translate complex economic signals into practical insight.

• The labor market rewards preparation, not prediction.

• Uncertainty exposes who truly understands their niche.

• Staffing’s real superpower is insight, not inventory.

• AI changes tasks faster than it changes demand.

• Waiting for recovery is not a growth strategy.

• [00:59] – Why orders are harder to win today

• [03:35] – When staffing demand still exists

• [06:15] – Blue-collar work’s unexpected comeback

• [08:56] – Staffing’s real competitive advantage

• [11:38] – Immigration’s hidden labor impact

• [13:36] – Do we have enough workers long-term?

• [16:29] – The four forces shaping hiring decisions

• [18:25] – What lower rates mean for staffing

• [19:24] – Why “wait and see” is a mistake

• [22:33] – New revenue models changing staffing

• [25:54] – The smartest 2026 focus for owners

• [30:32] – Early signs of a staffing recovery

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.

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

Brad Smith is Chief Strategy Officer at Haley Marketing, bringing more than 20 years of experience helping staffing firms turn digital marketing, technology, and strategy into predictable growth. A Certified Inbound Marketing professional, Brad is a frequent industry speaker and contributor to leading staffing publications.

• Selling got harder—but avoidance won’t fix it.

• Activity beats hope when markets tighten.

• Buyer education now happens before sales conversations.

• Specialization creates leverage in crowded markets.

• AI amplifies systems—it doesn’t replace them.

• [01:10] – Why sales feels harder than ever

• [02:35] – The real reason leaders avoid quotas

• [04:45] – When inbound stopped being enough

• [05:10] – The shocking truth about 72 touches

• [07:00] – Why reps quit before momentum starts

• [09:15] – Turning marketing into sales leverage

• [10:45] – How buyers decide before calling you

• [12:40] – What buyer enablement actually includes

• [15:10] – A $1.1M lesson in control and scale

• [18:05] – Why marketing can’t fix broken sales

• [21:00] – Focus beats doing everything for everyone

• [26:20] – How AI shifts from advantage to necessity

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.

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

Ashley Andersen is the Founder & CEO of EzraSage, where she helps high-performing professionals and leadership teams build the mental strength to handle stress and pressure without burning out. With a clinical background in social work and psychology and experience as a certified executive coach and Dare to Lead™ facilitator, Ashley has worked with organizations ranging from family-owned businesses to Fortune 100 companies.

• Stress is a signal, not a failure.

• Awareness comes before intention.

• Pause creates power.

• Purpose buffers pressure.

• Progress requires showing up.

• [00:02] – Redefining stress beyond “good” and “bad”

• [02:10] – Why the brain defaults to danger mode

• [06:24] – The caveman brain at work meetings

• [08:04] – The invisible guest mindset shift

• [09:32] – Stop taking reactions personally

• [12:13] – The power of the pause

• [14:07] – Building accountability into team culture

• [17:37] – Alignment beats agreement

• [18:55] – Purpose as a stress buffer

• [23:18] – Finding purpose through lived experiences

• [28:09] – Why celebrating wins builds resilience

• [32:09] – Keep showing up when it’s hard

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.

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

Learn from the following industry experts: Cathi WIlliams  Rochelle Carrington James Abraham Joey Frampus  Barry Asin Mike Cleland  Patrick Morin Dan Fisher  Kendra Cato Avner Baruch Martin Borosko  Michael Napolitano

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.

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

Julie Ann Bittner is the President and CEO of TRICOM, a staffing-industry–specific funding and back-office partner with over 36 years of experience. Known for her high energy and deep industry insight, Julie Ann has spent decades helping staffing owners scale responsibly while navigating volatility, growth cycles, and uncertainty.

• Funding is a strategic growth tool, not a sign of weakness.

• The right partner scales with your business—not against it.

• Waiting until cash is tight limits your best options.

• Industry-specific expertise beats generalist solutions.

• Proactive communication prevents reactive decisions.

• [00:15] – Reframing funding as strength, not weakness

• [01:40] – Why banks struggle with staffing growth cycles

• [03:15] – Asset-based lending vs. factoring explained

• [05:16] – Funding realities for staffing startups

• [06:07] – Questions every owner must ask lenders

• [07:51] – The risk of client concentration

• [09:20] – Why waiting too long costs you options

• [11:14] – The danger of non-industry lenders

• [13:38] – Where staffing rebounds next year

• [16:02] – Industries quietly turning the corner

• [17:12] – AI’s real role in staffing today

• [23:53] – What true funding partnership looks like

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.

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

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 https://mja-associates.com

Brad Bialy is a senior marketing strategist at Haley Marketing and the host of both Take the Stage and InSights. With seven years of podcasting and thousands of conversations with staffing leaders, he brings a rare blend of industry expertise, curiosity, and real-world experience.

• “The storm isn’t coming — it’s already here.”

• “Systems create repeatable wins.”

• “Happiness lives in the process, not the milestone.”

• “Curiosity builds relationships; pressure breaks them.”

• “Your service must live up to your story.”

• [00:27] Warming up the room and the question that sparks reflection

• [02:14] Why 2025 was a “hell of a year” for staffing

• [05:13] Inside the threats creating a perfect storm for staffing

• [13:23] Competing with Amazon, DoorDash, and Spotify

• [18:44] The happiness trap and the marathon moment

• [24:58] Topical authority and why content density wins

• [28:41] Systems over goals: the Uber ride epiphany

• [31:37] Why you’re not reaching prospects nearly enough

• [36:29] Personalized automation and the GNC postcard lesson

• [38:31] Stop selling like the ’80s

• [41:09] Stay curious: winning the relationship, not the deal

• [55:21] The Gen Z wake-up call and the danger of declining satisfaction

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.

John Klymshyn is a renowned speaker, coach, and author who has spent more than 27 years helping staffing organizations unlock creativity, sharpen their message, and elevate leadership through authentic communication. His work blends business practicality with creative play, empowering teams to sell with curiosity and conviction. Amazon Author Page

• Authenticity is a competitive advantage.

• Curiosity moves conversations forward.

• Precision of language shapes outcomes.

• Consistency beats urgency.

• Practice makes prepared.

• [00:34] – Why AI can’t replace human connection

• [02:14] – The mindset shift sellers must make

• [04:04] – Bringing your authentic self into sales

• [07:47] – Asking better questions that invite the next step

• [09:37] – How to remove “commission breath”

• [12:36] – Leading with curiosity instead of pressure

• [13:55] – Selling through down markets without fear

• [17:33] – The real math behind modern follow-up

• [21:24] – Why personalized video still disrupts

• [24:19] – Honor your commitments and keep showing up

• [29:23] – Practice makes prepared, not perfect

• [38:16] – A five-year mindset for new sales reps

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.

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

Steve Gipson is a 15-year recruiting industry veteran and the Director of Sales and Operations at Recruiters Websites. His team has helped more than 700 recruiting and staffing firms elevate their digital presence through modern websites, SEO, and marketing strategy.

• Marketing can never exceed the quality of the service it promotes.

• Hype without delivery destroys trust faster than no marketing at all.

• Many firms avoid marketing because they’re unsure their product is strong enough.

• Sales and marketing work best as a unified system—not competing functions.

• Negative experiences travel fast in tight-knit recruiting communities.

• Strong marketing amplifies great salespeople by warming the path before contact.

• [00:42] – When hype outpaces service delivery

• [03:11] – The danger of over-marketing an average product

• [05:55] – Why firms delay marketing until assets match reality

• [07:47] – Fixing the gap between leads and delivery

• [09:58] – How one bad experience can ripple through a niche

• [11:24] – Building a signature solution that stands apart

• [13:10] – Vegas, overpricing, and customer expectations

• [14:54] – Does great marketing replace the need for sales?

• [16:23] – Why service industries still require human closers

• [21:03] – Marketing’s real job: warming the conversation

• [23:52] – The unified system: sales and marketing

• [25:30] – How strong marketing amplifies a single salesperson

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.

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 through 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.

Lia Taniguchi is the Senior Research Manager at Bullhorn, leading global market research that drives data-informed strategy for the staffing industry. With an MBA from Simmons College and a forthcoming MPH from Boston University, Lia brings a rare mix of analytical depth and human-centered insight to her work.

• Only 26% of Gen Z candidates are actively using a recruiter—showing an urgent need for better engagement and support for younger talent.

• 54% of candidates stopped working with a recruiter due to slow or unclear communication, proving that speed and transparency are now table stakes.

• 88% of candidates rated their voice agent interview as as good as or better than speaking with a person, signaling growing comfort with AI-driven screening.

• Overall candidate satisfaction declined across every stage of the recruitment process in the past year, with speed and responsiveness dropping by 20%.

• Candidates want instant acknowledgment—most expect confirmation within minutes and status updates within one week, mirroring Amazon-style service expectations.

[00:45] – Introducing the Grid 2025 Talent Trends Report [03:20] – Why Gen Z is least satisfied with recruiters [06:30] – Setting higher expectations in a digital-native world [10:25] – The power of intergenerational mentorship in recruiting [13:40] – Can AI fix the application black hole? [17:10] – What candidates really mean by “speed and communication” [20:15] – Remembering the human impact behind every resume [24:00] – Using AI to give feedback to the “silver medalists” [28:15] – 88% of candidates rate voice agents as good as people [33:20] – Why candidate satisfaction is declining—and how to fix it [37:45] – Secret shopping your own candidate experience [46:20] – Specialization as the new superpower for staffing firms

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.

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

Shaun Chojnacki is a Senior Marketing Strategist at Haley Marketing, specializing in SEO, paid media, and content strategy. With more than a decade of experience spanning SaaS and eCommerce, Shaun combines data-driven marketing with creative execution to help staffing firms turn their websites into high-performing lead generation engines.

• Your website isn’t outdated—it’s underperforming.
• If your homepage talks to everyone, it converts no one.
• Fresh, relevant content is your new SEO currency.
• Trust signals aren’t vanity—they’re validation.
• Small website fixes can create massive marketing wins.

• [00:35] – Why 50 staffing websites revealed the same hidden issues

• [02:34] – Outdated messaging: confusing visitors and search engines

• [05:11] – Creating clear client journeys for your ideal audience

• [07:34] – The power of service pages for SEO and conversions

• [09:21] – Location pages: how to win local search (and clients)

• [12:11] – Segmenting your blog for stronger topical authority

• [16:07] – Building trust through Google Business and external reviews

• [20:19] – Why weak calls-to-action kill great marketing

• [22:46] – Footers that actually convert: making the last scroll count

• [25:42] – Bonus #1: The secret structure behind great headers (H1–H3)

• [28:47] – Bonus #2: Internal linking—the forgotten SEO goldmine

• [29:58] – Rapid-fire recap: eight fixes to implement this week

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.

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.

Dr. Gustavo is a leading expert and keynote speaker on organizational culture, helping companies of all sizes engineer behavior change that lifts performance and profits. With 2,500+ presentations and two decades of consulting, he brings research-backed, practical frameworks in both English and Spanish.

• Culture controls behavior more reliably than personality.

• Accountability means transparency, not punishment.

• Separate the problem from the person.

• Flexibility is earned through performance.

• Feedback is a gift—thank you or tell me more.

• [00:01] – Defining culture as context that drives behavior

• [00:35] – Reframing accountability as transparency, not punishment

• [01:04] – Building momentum with “good → mediocre → bad” sharing

• [04:53] – Four pillars: beliefs, rules, traditions, rituals

• [06:12] – Leaders as chief gardeners of culture

• [07:22] – Coaching assertive communication across teams

• [08:19] – “Attack the problem, not the person” in practice

• [10:22] – Naming silos as culture’s biggest threat

• [12:53] – Creating “temporary Zoom rooms” for organic collaboration

• [16:24] – Future of work: flexibility over hybrid

• [18:58] – Using team KPIs to unlock autonomy

• [22:01] – Making feedback safe: “Thank you” or “Tell me more”

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.

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 Take the Stage, Brad Bialy sits down with Keely Flood to uncover how staffing leaders can replace random acts of selling with systems that drive predictable, repeatable growth.

About the Guest

Keely Flood is the founder of The Systematic Recruiter and author of The Honest Salesperson newsletter. He helps boutique recruiting agencies build scalable revenue engines by installing repeatable sales systems, sharpening positioning, and coaching teams to execute with clarity and consistency.

Key Takeaways

Systems create repeatable success where goals alone cannot.

• Success is hidden in the boring basics.
• Relevance beats personalization in modern sales.
• Always be conversing, not just closing.
• Great firms win with playbooks, not luck.

Timestamps

[00:56] – Systems vs. goals: why James Clear was right

[02:13] – Nick Saban and trusting the process

[05:09] – Why most sales teams resist building systems

[07:36] – What top staffing firms are doing differently

[09:11] – The trap of shiny new tools vs. core processes

[12:44] – Always be conversing: redefining ABC in sales

[14:41] – Outworking 90% of competitors with persistence

[16:45] – Shifting focus from closing to understanding

[19:46] – Relevance over personalization in prospecting

[21:21] – Can cold calling still win in 2025?

[23:26] – Lessons staffing leaders can steal from sports

[25:50] – Why success lives in the boring basics

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 . #salesadvice #salestips #sales

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.

• Overinvesting often starts with underutilizing what you already have.

• Bad execution—not the channel itself—kills results.

• Adaptation sometimes means staying still and doubling down.

• Find trusted counsel, not just trendy advice.

• Courage comes from honest evaluation, not shiny objects.

[01:09] – Why Q4 brings pressure and opportunity

[02:36] – The problem with chasing shiny objects

[04:27] – Getting more from the tools you already own

[05:20] – The screwdriver vs. hammer analogy for tech stacks

[06:59] – When adapting means standing firm

[08:02] – The AI echo chamber and decision-making traps

[10:41] – Why every great firm finds a coach

[12:27] – Cutting contracts vs. cutting people

[17:18] – AI, outsourcing, and the future of staffing roles

[18:02] – Is email dead—or just bad email?

[25:58] – Sales as a series of small agreements

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.

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 https://mja-associates.com

Joanie Bily is CEO of Dress for Success Worldwide, a board member and past Chair of the American Staffing Association, and a widely recognized thought leader in staffing, labor market insights, and women’s leadership. With three decades of executive experience at firms like Employbridge, Monster, Randstad, and Adecco, Joanie is also the author of Dive In D.E.E.P. and a sought-after speaker on workforce trends and transformation.

• Ruthless prioritization drives balance and clarity.

• Protected time out is non-negotiable for growth.

• Progress matters more than perfection.

• Strategy without execution is just hope.

• The future belongs to firms that innovate fast.

[00:14] – Mastering ruthless prioritization for true balance

[02:44] – How to start deploying "Protected Time Out"

[05:02] – How movement and mindset fuel professional success

[07:27] – Shifting from victimhood to accountability in leadership

[09:24] – Restarting after failure without losing momentum

[13:10] – Stop waiting—how to act powerfully in tough markets

[16:35] – Why innovation, not tradition, defines the future of staffing

[19:25] – How smaller firms can outpace industry giants

[21:54] – Where old-school leaders should begin with tech

[24:59] – The marathon mindset every staffing leader needs

[31:45] – Preparing for automation, reskilling, and workforce gaps

[35:42] – Joanie’s best advice for building a lasting staffing career

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.

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.

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.

• 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.

• [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

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.

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.

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.

• 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.

• [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

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.

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.

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.

• 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.

[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

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.

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 is the host of The Resilient Recruiter podcast and one of the most respected business coaches in the recruitment industry. Since 2001, he has trained over 10,000 recruiters in 34 countries, helping many double or triple their billings and guiding firms to scale from small teams to hundreds of employees. He specializes in helping recruiting firm owners create consistent, predictable growth.

• Stop selling recruitment—start selling solutions.

• Focus is a superpower in business development.

• Differentiation without value is meaningless.

• You never outgrow the need for marketing.

• Success comes from constant, deliberate improvement.

[00:13] – Why recruiters must stop selling recruitment. [02:40] – The three tests of a signature solution. [05:23] – Why many firms struggle with differentiation. [08:56] – How top recruiters keep innovating in 2025. [15:31] – Defining your market niche and dream 100. [19:04] – The power of segmentation over personalization. [22:27] – Building a multi-channel outreach strategy. [26:13] – Why multi-channel is essential in 2025. [32:23] – Breaking free from feast-or-famine cycles. [36:58] – Why you should never stop marketing.

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.

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: bit.ly/Bialy20

Book a 30-minute business and marketing consultation with host, Brad Bialy: 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 BenefitsInACard.com.

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. 

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.

In this episode of Insights, Brad Bialy sits down with Shaun Chojnacki, Senior Marketing Strategist at Haley Marketing, to reveal why topical authority is the #1 SEO strategy staffing firms can’t ignore—and how to implement it for long-term success.

Expect to Learn:

- Why topical authority matters for Google, AI, and staffing firms

- How to structure your website like a well-organized bookstore

- The critical role of FAQs and location pages in SEO rankings

- Why every page needs a clear purpose for better user experience

- Quick wins to build authority and boost your site’s visibility

This episode should inspire you to research staffing SEO strategies and website structure for SEO, so you can start dominating your local and niche markets.

Why This Matters Now: Search algorithms—and AI—are evolving fast. Leading staffing firms that master topical authority are already ranking higher and attracting more qualified leads.

Timestamps:

00:00 – Intro: Why topical authority matters

01:21 – What is topical authority?

02:00 – The bookstore analogy: Making websites easy to navigate

06:46 – Why user experience matters for staffing sites

07:56 – How Google and AI interpret your website

10:30 – Building topical authority for a staffing firm in Buffalo

12:30 – Do FAQs still matter for SEO?

15:27 – Why this matters for staffing owners

16:06 – Quick wins: Optimize your About Us page

19:12 – Real-world example: How Haley Marketing ranks #1

22:00 – How to spin this for your staffing firm

25:18 – Every page needs a purpose

26:57 – Quick SEO wins: Reviews and Yelp

27:47 – The danger of low-quality content

29:10 – Where to start if you want to rank

30:15 – Big news: Instagram posts now indexed

32:21 – Closing thoughts

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.

Shaun Chojnacki is a Senior Marketing Strategist at Haley Marketing, specializing in digital marketing, SEO, paid media, and content strategy. Previously, he served as Marketing Director for iPost, where he doubled organic traffic and drove higher lead conversions, and as Operations Manager for Decible Trading Company, overseeing marketing for a suite of six eight-figure eCommerce stores. A lifelong marketer, Shaun has spent over a decade running side-hustle marketing for wedding venues and farms, blending data-driven strategy with creative execution to deliver measurable results. 

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

In this candid and insight-packed conversation, sales leadership coach Casey Jacox joins host Brad Bialy to break down what it truly means to win people—not just pipeline. Drawing from 20+ years of sales and leadership experience, Casey shares the uncommon habits that create lasting client relationships, build real trust, and turn rejection into reputation.

This episode should inspire you to rethink your approach to sales performance, and encourage you to explore topics like relationship-based selling and modern staffing strategies.

Expect to Learn:

• Why curiosity, vulnerability, and humility drive elite sales outcomes
• How to confidently say “no” and still win long-term
• The dangers of automation-first sales and how to stand out in a crowded market
• A proven framework to build authentic, human-first relationships
• How staffing professionals can pivot from order-takers to strategic partners

Tactical Takeaways for Staffing & Sales Pros:

• Ditch your call script and learn to call an “audible” in real time
• How to identify (and avoid) transactional burnout in your team
• Tips for creating follow-up moments that build long-term rapport
• Learn why hiring for adversity beats hiring for skill alone

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 over 25 years of business experience, Casey's leadership helps companies emphasize building relationships, not just transactional business deals. He's a father, a husband, a coach, a podcaster, a speaker, and a business leader who is the same person in and out of work. Over his entire career, adversity has always made him stronger. In March of 2019, Casey left Kforce as the firm's all-time leading salesperson in the nearly 60-year company history to begin writing his debut non-fiction book, "WIN the RELATIONSHIP – Not the DEAL." His book has over 100 organic reviews on Amazon and is helping shape how teams build relationships with their customers and improve cultures internally for teams. Casey is now the founder of Winning The Relationship, LLC, a consulting firm providing fractional executive sales leadership and coaching. Casey is also brought in for sales kickoffs and leadership retreats to help inspire habits of success that help win more relationships. Additionally, Casey hosts The Quarterback DadCast, a podcast that offers stories, advice, and wisdom for fathers looking to improve their leadership skills and emotional intelligence.

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.

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.

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.

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 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 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.

On this episode of InSights, presented by Haley Marketing, Brad Bialy and Rachel Reed tackle one of the biggest misconceptions in staffing today: that automation just means blasting emails. Instead, discover how the best firms are building intent-based journeys that track buyer behavior, signal readiness, and trigger hyper-personalized follow-ups that drive actual conversions.

Expect to Learn:

1. Why more emails ≠ better results

2. How to segment and nurture clients at scale

3. When automation empowers sales reps vs. replaces them

4. Real-world examples of marketing automation in staffing

5. The #1 mistake staffing firms make with automation

This episode should inspire you to explore strategies like lead scoring in Bullhorn Automation and candidate re-engagement to maximize your tech stack. Rachel breaks down a smart funnel strategy that mirrors the same approach taken by top-ranked staffing marketers like ClearlyRated and Staffing Referrals, offering insights you can implement right away—even with a messy database.

Chapters and Key Moments:

00:00 – Introduction: Misconceptions of marketing automation

01:00 – Myth-busting: Automation isn’t just sending emails

03:00 – What leading staffing firms do differently

04:20 – Determining trigger points (2 vs 80 touches)

08:46 – Getting started: Mapping customer journeys

11:40 – Importance of clean data and how to start scrubbing

14:20 – Reactivating former customers with targeted messages

16:40 – How often to monitor automation data triggers

20:30 – Automation as a sales enablement tool, not replacement

28:00 – Integrating PPC, email, direct mail: surround sound marketing

33:30 – Extending automation to the candidate experience

Ready to implement marketing automation the right way? Start here: https://www.haleymarketing.com/services/marketing-automation/

About the Speakers

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.

Rachel Reed is a recruitment and sales automation expert specializing in marketing automation strategy and execution for clients large and small. With experience in both recruitment automation and B2B sales strategy, she brings a unique perspective to the potential of automation tools in the industry. Rachel excels in making sophisticated platforms accessible and valuable for staffing and recruiting professionals – delivering actionable strategies to drive sales leads, qualified applications and customer retention.

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

In this episode of Take the Stage, presented by Haley Marketing, Brad Bialy, Tom Kosnik and David Searns dive deep into the staffing industry trends that are reshaping recruiting in 2025. From AI disruption and automation to nearshoring, changing buyer behavior, and economic decoupling, this isn’t a slump—it's the perfect storm.

Inside the episode:

✔️ External market forces crushing old staffing models

✔️ How independent contractors and platforms like Upwork are shifting client preferences

✔️ Why staffing firms must transition from job-fillers to strategic human capital advisors

✔️ Action steps for small-to-mid-sized firms to survive—and lead—through transformation

✔️ If you’re still waiting for things to “go back to normal,” this episode is your wake-up call.

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.

David Searns is co-CEO of Haley Marketing, a digital and recruitment marketing, branded content, and web design firm that works with more than 1,200 staffing and search firms throughout the world. For nearly 30 years, the team at Haley Marketing has helped staffing firms to stand out from the competition, improve recruiting response, increase sales productivity, and stay top-of-mind with employers and job seekers.

Tom Kosnik, founder and president of the Visus Group is one of the staffing industry’s leading experts in organizational design, profitability improvement and work culture transformation. With a commitment to empowering staffing firms with the knowledge and tools to help business owners increase the value of their enterprise asset by helping them grow their business. Tom has coached and consulted hundreds of staffing executives throughout North America using his empirical based “Organizational Development Business Model” (ODBM). Most notably, Tom is the founder of the Presidents RoundTable, a nationwide leadership forum program strategically aimed at helping staffing professionals collaborate and solve industry challenges. With over 25 years of consulting experience in the staffing industry, Tom’s diverse array of services have helped numerous staffing firms across the country improve their operations and bottom lines.

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.

If you’ve ever said, “I’ll be happy when…”—you’re on the hedonic treadmill, a psychological loop where success never quite leads to satisfaction. This episode reveals how to step off the treadmill and build happiness from within.

On this episode of Take the Stage, presented by Haley Marketing, Brad Bialy sits down with happiness researcher Declan Edwards to challenge the centuries-old belief that happiness follows achievement. From positive psychology to emotional intelligence, they explore how cultivating human skills—like gratitude, boundary-setting, and awareness—creates a more sustainable, fulfilling life and career.

This video should inspire you to explore gratitude practice and mindfulness techniques, especially in high-performance, tech-disrupted sectors like staffing and recruiting.

Expect to Learn:

• What the hedonic treadmill is—and how to escape it
• Why most people chase success but never feel happy
• The power of human skills in an AI-driven economy
• How to practice presence and self-awareness
• The ripple effect of happiness at work and home

Noteable Moments:

00:00 The Pursuit of Happiness: A Misunderstanding

02:50 Decoupling Happiness from Success

05:37 The Role of Human Skills in the Workforce

08:32 The Ripple Effect of Happiness

11:29 Navigating Workplace Emotions

14:24 Savoring Success and Happiness

19:15 The Practice of Happiness

27:00 Connection in a Remote World

31:14 The Future of Happiness

33:30 Declan's Journey and Insights

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.

Declan Edwards is widely known as that happiness guy and as a thought leader in the space of positive psychology, employee experience, and personal development. As the founder of BU Happiness College, a social enterprise dedicated to helping individuals and organisations build the skills of happiness, Declan has built a strong personal brand by standing at the intersection of science, storytelling, and social impact.

His work has shown that happiness is not a fluffy ideal, but a measurable and learnable skill that drives meaningful results in both life and leadership. Through intentional personal branding, Declan has not only elevated his own voice but used it to amplify a movement that is changing the way we think about success, leadership, and happiness in the modern world.

Staffing firm leaders are facing structural shifts: AI, automation, and budget pressure are no longer future threats—they’re current realities. In this episode, Brad Bialy sits down with Marty Borosko and Michael Napolitano to break down how firms can get ahead by leveraging data, strengthening leadership infrastructure, and avoiding the reactive cycle that defines most staffing operations.

This discussion unpacks urgent priorities for firms that want to scale, sell, or simply survive in today’s economy:

• Why the current downturn may be structural, not just cyclical—and how to respond

• How data analytics (not just intuition) can guide smarter decisions

• Why founder-led firms must evolve: from founder-dominant to founder-inspired leadership

• What separates commoditized staffing vendors from trusted advisors

• How AI is impacting the staffing landscape—and why it's still the human conversation that closes deals

• The role of strategic partnerships in creating real value (beyond cutting costs)

• Whether now is the right time to sell your staffing firm—and what makes a firm market-ready

This video should inspire you to explore:

• Staffing data optimization

• Founder evolution and exit strategies

Positioned for staffing leaders, recruiting firm owners, and executive teams, this episode features insights that rival those shared by Staffing Industry Analysts and The SIA Podcast, highlighting how high-performing firms are adapting faster—and smarter.

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.

Martin L. Borosko has been the Managing Member of the firm since 2006. Under his leadership, the firm has grown into one of the premier boutique firms with offices in New York, California, New Jersey and Pennsylvania.

Marty leads the Staffing team within the firm dedicated to studying the best legal practices within the Staffing Industry. His philosophy is to direct clients toward legal strategies that facilitate growth and increase enterprise value in the long term.  He often works as part of a team with leading investment bankers, accountants and risk managers to implement comprehensive growth strategies for clients.

Marty is a frequent contributor to legal & business publications and lectures across the country on emerging issues impacting the Staffing Industry.  He is the Chairman of the Becker Buy-Side M&A Summit, one of the Founders of the Launch Staffing Conference and sits on the TechServe Alliance M&A Marketplace as their designated law firm.

Michael Napolitano is a partner with over 25 years of experience providing counsel and services in areas of profit enhancement, budgeting, planning, and compensation restructuring, helping clients to operate more efficiently. As a practice co-leader of Citrin Cooperman’s Staffing Services Practice, Mike has a specialized focus in the staffing industry. He also has deep expertise in the construction industry, advising contractors, developers, and construction products manufacturers. Additionally, he advises clients in technology, health care, food services, manufacturing and distribution, and various professional services firms.

Michael provides a balance of deep industry knowledge and insight, extending his services beyond financial statements and tax returns to help clients understand the impact of their decisions, as well as plan for their future success.

As a partner in valuation advisory services practice, Michael provides fraud and forensic accounting counsel in the areas of business partner disputes, marital dispute resolutions, damage calculations, uncovering hidden revenue, and litigation support. Clients benefit from his extensive experience and knowledge, as well as his strategic approach, which combines identifying clear, concise objectives with efficient follow-through.

Michael frequently speaks and writes on issues related to the construction and staffing industries. He has presented at annual industry conferences held by the New Jersey Staffing Association.

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. TRICOM doesn't just support you, they set you up to soar. Visit https://www.TRICOM.com to learn more. 

In This Episode:

• What Sales Enablement in Staffing really means today
• How to build a go-to-market strategy aligned with sales motion
• The hidden cost of relying solely on content (and what to do instead)
• Why role practice and feedback loops are critical for sales acceleration
• How elite teams reinforce skills—without blowing their budget
• The enablement tech stack that makes it all possible
• Avner’s Project Moneyball methodology for enabling outcomes across the customer lifecycle

Whether you're launching a new GTM motion or trying to reverse stagnant revenue, the insights here are built to drive impact across your customer lifecycle.

Timestamps:

00:43 - What is sales enablement? A Moneyball analogy

02:57 - Sales enablement in startups vs. enterprises

03:45 - Why the best companies go beyond content

04:55 - The economic pressure fueling enablement evolution

06:43 - Common pitfalls: Content without context

08:51 - Why content is only half the battle

10:53 - The power of role practice and daily sales routines

12:55 - Real-world staffing challenges and playbook creation

16:29 - Why leaders avoid role practice—and how to fix it

20:52 - Leveraging AI for sales coaching

22:30 - Shifting outdated staffing habits

25:12 - Consistency beats intensity in sales enablement

27:26 - Misalignment of seller skills and roles

31:59 - Coachability and cultural fit in hiring

34:17 - The ideal sales enablement hire

37:01 - Content graveyards vs. actionable insights

41:36 - Meet Avner Baruch and Project Moneyball

44:26 - Moneyball methodology for enablement ROI

46:30 - Avner's favorite book: Crossing the Chasm

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.

As an executive GTM and Enablement leader, Avner Baruch has built and led GTM, Sales Enablement and RevOps functions from the ground up for leading Startups such as Walkme, Imperva-Incapsula, Rapyd and more notable SaaS businesses. As a consultant, member of Advisory Boards and Design Partners, he has helped entrepreneurs and scaling startups implement and reinforce their sales methodologies, fine-tune their Product-Market Fit, design, build and scale their selling motion. In 2020 he founded Project Moneyball (a GTM consulting firm) to help early-stage startups and scaling businesses overcome growth challenges. He is a certified sales trainer holding a B.Eng with Honors in Electrical Engineering & Physics from Coventry University (UK) and the Max Planck Institute (France).

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. TRICOM doesn't just support you, they set you up to soar. Visit https://www.TRICOM.com to learn more. 

Learn why consistent effort, data-driven tactics, and a strong “why” can help you overcome sales slumps and economic uncertainty. Plus, discover practical tips to optimize your recruitment marketing and measure what really works.

Chapters and Key Moments

00:00 – Welcome and Catching Up

02:45 – The Buffalo Marathon: Lessons in preparation and perseverance

05:00 – The emotional weight of running with family support

07:00 – Reflecting on legacy and the impact on kids

08:30 – Main takeaway: The goal remains, tactics evolve

10:45 – Drawing parallels between running and recruiting

13:50 – Avoiding shiny object syndrome in staffing tech

16:00 – Knowing when to pivot and redefine goals

18:40 – Budget constraints vs. strategic investments

21:00 – Are you really known in your market?

24:00 – Importance of outreach and continuous brand visibility

27:00 – Measuring marketing and sales success

28:30 – Why consistency beats short bursts

29:50 – Wrap-up and what to expect at NAPS Vegas

About the Speakers

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.

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

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:

1. Why strategic partnerships must start from day one
2. How to find true alignment with vendors and industry collaborators
3. The pitfalls of not checking in regularly with your partners
4. When to reassess your partnerships—and how to know you’ve outgrown them
5. 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

Expect to Learn:

1. Why curiosity is the No. 1 trait driving elite recruiters

2. How top producers maintain growth in a slow market

3. The hidden SEO and reputation value of Google reviews

4. Why the industry's best are doubling down on continuous learning and reputation management

This episode should inspire you to rethink your recruiting strategies and explore how reputation marketing for staffing firms can become your next competitive edge. Drawing insights from elite groups like the Pinnacle Society and industry events like NAPS, Brad and Steve explain how the smartest recruiters are leaning into professional development, peer networks, and digital credibility.

About the Speakers

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.

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

Can you create demand for temporary staffing?

Today, around 2% of non-farm employment are temporary jobs. With 25,000 staffing companies competing for that business, winning clients has become exceptionally hard.

But what if you could create demand for staffing? What if you could help employers to fill a larger percentage of job openings with contingent workers? Some studies have projected that as much as 10% of non-farm jobs could be temporary jobs. That’s 5x more staffing. Think about the impact that would have for your business!

In this Lunch with Haley webinar, we’re bringing together some of the top sales minds in the industry to talk about demand generation. We’re going to look at the ways staffing can be used strategically to help companies to control labor costs, improve productivity, manage risk, and capitalize on new business opportunities. And we’ll discuss how staffing sales professionals can use topics like these to sell more strategically and differentiate their sales process and messaging from their competitors. About the Speakers

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.

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 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 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.

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

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.

• [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

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.

In this episode of Insights, presented by Haley Marketing, Brad Bialy is joined by Chief Strategy Officer Brad Smith to break down the most effective strategies to supplement—or even reduce—your job board spend. From leveraging Facebook and community groups to building powerful referral networks and reactivating your ATS, this episode offers a comprehensive playbook for sourcing talent in tough labor markets.

Expect to Learn:

1. How to build hyper-local Facebook campaigns that actually convert
2. The real ROI of employee referral programs (and why most firms ignore them)
3. Why your ATS is a goldmine—and how to activate it with segmentation
4. Creative grassroots strategies like churches, trade schools, and local partnerships
5. How top firms are rethinking their application flow to increase conversions
6. The secret to follow-up that drives results: 70 touches, data-backed

Whether you’re scaling your recruiting operations or just trying to reduce dependency on major platforms, this episode gives you a tactical roadmap to find better candidates, faster. 

About the Speakers

Brad Bialy is host of Take the Stage and InSights, two of the leading podcast for the staffing industry. 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.

Brad Smith is a Certified Inbound Marketing professional who has managed the implementation of digital marketing campaigns for hundreds of staffing firms. Brad has over 20 years of industry experience and stays on top of new marketing and technology trends, transforming them into winning strategies for staffing and recruiting firms.

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

Drawing on insights from Bill Taylor (Fast Company) and firsthand experience in M&A and organizational leadership, Patrick breaks down:

• Why culture defines your brand more than your strategy doc ever will

• How top-performing firms build cultures of accountability, learning, and responsibility

• The role of leadership in embedding values into operations, not just words

• How cultural fit—even for a 12-week assignment—can drastically improve outcomes

• Why the most disruptive companies hold everyone, even executives, accountable

• The golden framework for owning, competing, and reaching for business in uncertain times

If you’ve ever felt like your staffing firm lacks a true differentiator—this is the conversation you can’t afford to miss.

Chapters and Key Moments:

• 00:01 – Culture is the strategy: unpacking Bill Taylor’s insight

• 02:15 – Innovation as differentiation in a commoditized staffing world

• 03:47 – Top-down and grassroots culture development

• 05:12 – Hiring for cultural fit vs. skills

• 06:41 – Embedding temps into client culture

• 08:00 – Necessary evil to trusted advisor

• 11:28 – Culture of accountability, responsibility & learning

• 14:57 – A story of accountability—from the maintenance guy up

• 16:30 – Humility and “I’m sorry” as leadership superpowers

• 19:28 – Empathy and handwritten notes: the human advantage

• 24:32 – Own, compete, and reach: a framework for market strategy

• 28:31 – How to pivot in uncertain markets

• 30:58 – Optimism for the future of staffing

• 32:32 – About Transact Capital Partners

• 36:12 – Advice for new staffing professionals

About the Speakers

Brad Bialy is host of Take the Stage and InSights, two of the leading podcast for the staffing industry. 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.

Patrick Morin is a partner with Transact Capital Securities, a Richmond, Virginia- based investment banking firm that specializes in mergers and acquisitions of privately-owned companies with enterprise values up to $250MM. Transact specializes in the staffing industry, serving clients in technology, light industrial, marine/stevedoring, skilled labor, hospitality, logistics, financial & administrative, legal, and medical staffing specialties.

He was also one of the founding partners of BrightHammer, LLC., a global consultancy engaged by private equity groups, boards of directors, and CEOs to improve the performance of their invested companies. BrightHammer works with select start-ups, growth companies, and turnarounds to stabilize operations and ramp up revenue and employee performance.

Prior to his current engagement, he was seven years as Senior Vice President with Cornerstone Realty Income Trust, Inc., a New York Stock Exchange-traded company that owned and operated apartments throughout the US.

Before joining Cornerstone, Mr. Morin was with Dale Carnegie Training for five years and was an instructor for almost two decades. He was ranked among the top instructors globally and was a member of the elite Global Delivery Team.

While a member of the National Speakers Association, he personally conducted thousands of keynotes and training meetings for businesses, associations, government agencies and community groups. Notable groups he's addressed include: the National Independent Staffing Association, McDonalds, National Association of Women In Construction, NASA, the National Ground Intelligence Center, the DEA, National Apartment Association, and the staffing associations of NY, Wisconsin, New Jersey.

Mr. Morin appears on television, radio, and in print (Forbes, CNBC, Crain’s) as an authority in his field and wrote a weekly column on sales for the Central Pennsylvania Business Journal and www.lendio.com.

He serves on the boards of several local charities including the YMCA and the Franks Foundation.

Patrick makes his home in Richmond, Virginia and in chairlifts of ski resorts around the country.

5 Key Takeaways from This Episode:

✅ Who is accountable for the staffing industry’s underperformance?  

✅ Become a sales team, not order takers

✅ How should you address toxic high-performers?

✅ Common traits of a company poised for growth

✅ Can small firms compete with the Goliaths in the room?

Chapters & Key Moments

00:00 – Why the staffing industry is underperforming 01:25 – The accountability gap in staffing 03:56 – From order takers to proactive sales teams 06:31 – Sales rejection, resiliency, and realignment 08:05 – Leadership's role in resetting accountability 09:53 – Coaching high-performers and learning from them 11:28 – Top-down and peer-to-peer accountability 13:41 – Culture and the power of peer influence 15:13 – Addressing toxic high-performers 18:17 – Red flags in staffing firm culture 20:45 – Traits of a company poised for growth 26:32 – Can small firms compete with Goliaths? 28:21 – About Charted Path and Mike’s work 29:29 – The book that changed Mike’s business mindset 34:06 – Advice for those starting in staffing 

About the Speakers

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.

With over 30 years of experience in the staffing industry, Mike Cleland helps executives achieve their growth goals through leadership development and organization design.  As the founder of Charted Path, Mike has worked with owners and executives on optimizing organizational structure, company governance, business planning, sales strategy, process improvement, performance management, and compensation plan development.   Mike has worked with over 140 companies ranging from start-up to $600 million in every major staffing vertical.

As a former president of a $60 million IT staffing company, Mike understands the practical challenges of execution and helps clients develop focused and feasible solutions that management teams can implement. When not working with his clients, Mike shares his knowledge through various articles and speaking engagements.  His latest book Breaking Through: Leadership Disciplines from Top Performing Staffing Firms,  was co-authored with Barry Asin, President of SIA, as a follow-up to Behind the Wheel: Driving Excellence in Staffing Operations. Mike was named to the Staffing Industry Analysts Top 100 in Staffing for many years. He is also an Everything DiSC and Five Behaviors of a Cohesive Team Partner as well as a Certified Contingent Workforce Professional through Staffing Industry Analysts.

With staffing industry revenues down and competition fiercer than ever, many firms are realizing they don’t have a structured sales system. Recruiters are great at sourcing talent, but selling? That’s where many struggle.

In this episode of InSights, Brad Bialy and Steve Gipson break down the proven sales strategies for recruiters that drive results in today’s market. You’ll learn why top-performing firms have predictable sales processes, how to balance recruiting and selling, and why it takes 17–20 touches for prospects to engage.

If you’re a recruiter, sales professional, or staffing leader, this episode is packed with actionable insights to help you close more deals and stabilize your business in 2025.

5 Key Takeaways from This Episode:

• Why recruiters struggle with selling—and how to fix it
• How to transition from order-taker to true sales professional
• The AIDA model: Awareness, Interest, Desire, Action
• Why it takes 17–20 touches to engage staffing clients
• The biggest mistakes firms make when chasing new business

If you’ve seen content from Tedx Talks, Recruiter Preston, or Haley Marketing, you’ll love this episode. The best staffing and recruiting firms follow a structured sales process—learn how you can, too!

Episode Chapters & Timestamps:

[00:01] – Introduction & Catching Up from the Massachusetts Staffing Association Conference

[02:14] – The Challenge: "We Don't Know How to Sell"

[03:00] – The Shift from Order-Takers to Sales Professionals

[06:03] – Why 17–20 Touches Matter in Sales

[07:33] – The AIDA Model: Awareness, Interest, Desire, Action

09:06] – Three Times the Work for Half the Results?

[12:07] – Stabilizing Your Business: The Key to 2025

[14:10] – The Danger of Chasing Any Order vs. Staying in Your Niche

[17:52] – Learning from Top Recruiters: Find Your Mentor

[20:32] – Predictability & Process: The Key to Closing Deals

[21:41] – Final Thoughts & Takeaways

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.

Barry Asin, President & Chief Analyst of Staffing Industry Analysts (SIA), joins Brad Bialy to break down key trends, challenges, and opportunities shaping the industry.

SIA is the leading authority in staffing research, and Barry’s insights help top firms navigate uncertainty and stay ahead of the competition.

This is a big episode—we’re covering SIA’s latest research, why "Flat is the New Up," and how leadership separates thriving firms from struggling ones.

Plus, we discuss SIA’s upcoming Executive Forum on March 10, the must-attend event for staffing leaders.

Whether you’re a staffing firm owner, recruiter, or industry executive, this episode is a must-watch to stay ahead in 2025.

If you've seen content from Staffing Monthly or Haley Marketing, you’ll love this episode. Barry Asin has advised the world’s top staffing firms and brings exclusive insights on how to lead and grow in today’s industry.

5 Key Takeaways from This Episode:

✅ Why "Flat is the New Up"

✅ The impact of AI on recruiting?

✅ How top staffing firms are staying ahead.

✅ The leadership mindset shifts that separate thriving firms from struggling ones

✅ Why small and mid-sized staffing firms can still compete with billion-dollar tech giants

Chapters & Key Moments

00:01 - Introduction: Barry Asin on the staffing industry's outlook for 2025

00:10 - Why the industry is stabilizing and SIA’s 5% growth projection

01:14 - Sector breakdown: Healthcare staffing struggles, IT and AI’s impact

03:07 - "Flat is the new up": How firms should view growth in 2025

06:34 - Election years and their impact on staffing demand

07:28 - AI in staffing: A threat or an opportunity?

11:01 - What top staffing firms do differently: Embracing change

14:18 - Growth mindset: How leadership shapes long-term success

18:07 - Biggest threats to the staffing industry in 2025 and beyond

23:56 - Competing with tech-driven platforms like Amazon and Upwork

27:41 - How small firms can stay competitive despite massive tech budgets

28:41 - Preview of SIA’s upcoming Executive Forum

30:25 - What is Staffing Industry Analysts (SIA)?

32:57 - Rapid fire: Barry’s top book, best career advice, and Bills' Super Bowl hopes

About the Speakers

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.

A leading authority on workforce solutions worldwide, Barry Asin is renowned for his expertise on staffing and contingent labor. He served as Staffing Industry Analysts (SIA) president from 2010 through 2024 with overall responsibility for the company’s global strategy, operations and growth. Asin has been with the company since 2003, where he previously led the team responsible for SIA’s award-winning research and content. As chief analyst he continues to focus on developing SIA’s thought leadership, conference content, long-term strategy and product development.

[00:00] – Intro: Florida Trip, Cold Weather, and Catching Up [03:00] – The Psychology of Attention: Why People Ignore Your Marketing [07:00] – Repetition, Consistency, and Branding: Lessons from Major Companies [10:30] – The Hidden Cost of Doing Nothing: How Stagnation Kills Growth [15:30] – Finding Your Business’s True North: What Are You Really After? [21:45] – The Compounding Impact of Neglecting Marketing [26:00] – Answering a Listener Question: Social Media Strategy for Healthcare Staffing [32:00] – The Power of Niche Content: Creating One-of-One Marketing [37:00] – Final Takeaways: Why Standing Still Means Falling Behind

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.

This information will result in immediate revenue—it's worth the listen. Joey Frampus, Managing Director at Butler Street, shares proven strategies that high-performing sales organizations use to dominate their industries.

Learn how top staffing firms surpass $100M in revenue, why AI is a game-changer in sales, and how endurance sports shaped Joey’s approach to sales success.

This episode should inspire you to look up high-performing sales teams and implement winning strategies for 2025.

Some of the biggest takeaways include:

✅ Who drives sales strategy—leadership or reps?

✅ How to build a high-performing sales culture

✅ The biggest mistakes sales teams make in 2025

✅ What elite staffing firms do differently to break $100M in revenue

✅ The AI revolution in sales—will AI replace recruiters?

✅ The mental game of sales—overcoming self-limiting beliefs Whether you're a sales leader, recruiter, or rep looking to sharpen your skills, this conversation with Joey Frampus will change the way you think about sales performance.

Episode Chapters & Timestamps

[00:01] - What separates top-performing sales teams?

[00:38] - Who drives sales strategy—leadership or sales reps?

[01:26] - How to create a high-performing sales culture

[02:07] - Biggest mistakes staffing firms make in 2025

[04:32] - The $100M revenue threshold—what elite firms do differently

[06:40] - How to capture more market share from existing customers

[09:55] - How AI is transforming the sales process

[15:21] - Could AI replace recruiters?

[18:51] - Why AI frees up sales reps to do what they do best

[20:37] - Lessons from endurance sports that apply to sales

[27:31] - The mental game: overcoming self-limiting beliefs in sales

[30:18] - The power of identity shifts in sales & athletics

[32:14] - Joey’s background & Butler Street’s mission

[34:06] - Rapid fire: Books, advice, and sales wisdom

About the Speakers

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.

Joey Frampus, Managing Director at Butler Street, brings 12+ years of experience in the staffing industry, covering a broad spectrum from recruiting and operations to sales and leadership. He has led sales offices across the country, but his true passion lies in personal and professional leadership development. Prior to joining Butler Street, Joey carved out a significant career path that took him from one of the largest staffing firms in the United States to pivotal roles in a dynamic startup environment. This journey has endowed him with a unique blend of insights into both the operational complexities of large-scale organizations and the agile, innovative strategies essential for startup success. His experience spans across diverse markets, from St. Louis, Detroit, and Dallas to Atlanta and Chicago, offering him a well-rounded perspective on the staffing industry's varied landscapes. Originally from Washington D.C., Joey is a Graduate of Saint Louis University where he was a Division I Athlete. Now a full time Chicago resident Joey is an aspiring Chicago Marathoner, a devotee of Chicago's vibrant food scene, and a proud new dog dad. 

Episode Chapters & Key Moments: [00:12] – How to redefine what’s possible in sales and life [00:43] – Sales is a rejection game: Why mindset matters [02:12] – Choose your pain: The pain of discipline vs. the pain of regret [03:06] – The Sandler BAT Triangle: Behavior, Attitude, and Technique [04:35] – Why measuring inputs (not just outputs) is the key to sales success [07:19] – The #1 mindset shift that successful salespeople make [09:30] – How to turn around a sales slump and reframe your perspective [12:07] – The power of conviction: Why belief drives sales success [17:38] – The contagious nature of attitude in sales teams [25:09] – Running marathons & sales success: Lessons from endurance sports [30:23] – Why top sales reps work out daily: The sales-fitness connection [36:46] – How exercise fuels better decision-making and performance [41:24] – The best advice for new sales reps

About the Speakers

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.

James Abraham is a dynamic sales performance trainer and leadership excellence coach, and the driving force behind Sandler® in Israel. James empowers business leaders and sales professionals to unlock their full potential, master their craft, and achieve unparalleled success. With over three decades of experience, he has revolutionized sales performance, enablement and leadership development, helping organizations and top performing individual contributors thrive in today’s competitive landscape. An award-winning speaker, marathon runner, and fitness enthusiast, James embodies the principles of discipline, resilience, and growth that he instills in his clients. Whether transforming sales teams or coaching C-suite executives, James is on a mission to leave a legacy of empowered individuals who dare to achieve beyond their wildest dreams. Tune in as he shares his passion, insights, and actionable strategies for success.

Chapters and Timestamps

[00:01] – Kicking Off: Can we stop chasing prospects?

[00:23] – Building the Ideal Sales Mindset

[01:07] – Equal Business Stature: Treating prospects as peers

[03:10] – Guiding Prospects to Decisions Without Pressure

[05:58] – Marrying Marketing and Sales: A unified strategy

[09:24] – Starting Fresh in 2025: Mindset shifts for a new year

[13:03] – Essential Sales Techniques: Questions and process design

[17:21] – Focusing on Prospect Pain Points: Why it matters

[22:29] – Sales as Strategy: Questions, testing, and preparation

[28:44] – Navigating New Roles: Balancing manager expectations

[32:32] – About Bulletproof Management: Rochelle’s approach to coaching

[34:30] – Rapid-Fire Round

About the Speakers

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.

As the CEO of Emotional Intelligence Blueprinting, Rochelle Carrington coaches successful businesspeople around the world and retrains their subconscious minds to enable them to reach peak performance. Her coaching creates transformational results for her clients. She is a world reknown speaker on topics relating to mindset, sales and success. In addition, she has advised and trained thousands of business executives on best practices to develop stronger sales teams, create better hiring practices and lead organizations more effectively. Rochelle possesses over 30 years of experience in coaching, sales and leadership.

The conversation also addresses the unique challenges staffing firms face when adopting marketing strategies, including the belief that “our industry is different.” Brad and Steve provide a compelling case for embracing marketing as an investment rather than an expense, emphasizing the importance of authenticity and trust. 

[00:00] Welcome and Holiday Recap Brad and Steve share personal holiday stories, including surprises for the kids and reflections on the value of downtime.

[02:16] Why 91% of Marketing Fails Brad introduces the startling statistic and draws a parallel between marketing failures and New Year’s resolutions.

[04:45] The Importance of Consistency Steve emphasizes setting realistic goals and building sustainable habits for long-term marketing success.

[07:20] Habits Over Hype: A Marketing Mindset The hosts discuss why consistency, accountability, and measurable goals are crucial for any marketing plan.

[11:00] The Trust Factor in Marketing Steve examines why many staffing firms don’t believe in marketing and how consultants can bridge the gap.

[14:40] Marketing as an Investment, Not an Expense Brad and Steve break down the misconceptions about marketing’s ROI and the need for consistent branding.

[19:30] Overcoming Industry Excuses Steve debunks the myth that “our industry is different” and explains why marketing is universally effective.

[22:55] Authenticity in the Age of AI The conversation shifts to the importance of creating authentic, human-centered content amidst a flood of AI-generated opinions.

[27:00] Final Takeaways for 2025 Success Brad and Steve share closing thoughts on setting intentions, staying the course, and making the most of the new year.

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.

Chapters and Timestamps

[00:01] Introduction to Workplace Stress

[00:43] Is Stress Leadership’s Fault?

[01:25] The First Step to Managing Stress

[03:29] How to Self-Audit Stress Levels

[04:33] Setting Boundaries at Work

[07:52] Managing Stress in Remote Work Settings

[14:14] How Personal Stress Impacts Work

[19:04] The Role of Physical Activity

[24:23] Communicating Effectively with Leadership

[26:00] Final Thoughts on Stress Management

ABOUT THE SPEAKERS

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.

As a life and wellness coach, motivational speaker, and workshop facilitator, Cathi Williams helps people unlock the best version of themselves. With over 20 years in the wellness space and 10 years of mindset coaching, she has had the privilege of empowering countless individuals and business increase their confidence, and mental strength to achieve their goals.

[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

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.

[00:01] - Welcome Back, Matt Lozar Brad and Matt reunite, discuss their past work on Insights, and share updates on Matt’s new role.

[03:40] - Is LinkedIn Unbearably Cringe? Debating Elon Musk’s comments on LinkedIn content and finding the balance between personal branding and professional value.

[08:30] - Reflecting on 2024 Trends Discussing the noisy year, the impact of video marketing, and the challenges faced by the staffing industry.

[11:20] - Marketing and Sales Alignment Why combining sales systems and marketing efforts drives results, with actionable examples.

[17:00] - The Role of AI in Recruitment Marketing How AI-driven content and tools are reshaping recruitment strategies and the importance of authenticity.

[20:50] - Predictions for 2025 Brad and Matt share their optimistic outlooks for the staffing industry in the upcoming year.

[25:01] - Closing Remarks Brad thanks Matt for joining and reflects on the importance of adaptability and innovation in recruitment.

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,

[00:01] – Welcome Back: Catching Up with Steve Gipson [03:21] – Refining Recruitment Marketing Tactics for 2025 [04:57] – The Importance of Hyper-Focused Audience Targeting [08:07] – Marketing Efficiency: Lessons from Swimming and Running [10:17] – Reducing Friction: Direct Booking Links for Lead Generation [12:20] – Strategic Planning for Recruitment: Why Urgency Matters [17:12] – Building for the Future: Balancing Short and Long-Term Goals [18:53] – Hunters vs. Gatherers: A Mindset Shift in Staffing [20:57] – The Best Staffing Firms: What They Do Differently [28:28] – Wrapping Up: Gratitude for the Listeners

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.

Discover how staffing firms can prepare for increased enforcement of worksite audits, navigate expiring tax provisions like the Section 199A deduction, and capitalize on job growth opportunities in energy and infrastructure. Toby also delves into the evolving role of artificial intelligence in hiring and what regulatory challenges firms should expect. 

• [00:47] - Introduction: How Trump's "America First" Policy Impacts Staffing

• [02:09] - Challenges of Workforce Reentry Post-COVID

• [05:50] - The Growing Value of Staffing Firms Amid Talent Shortages

• [06:46] - Immigration Policies and Staffing Industry Impacts

• [10:57] - Preparing for Increased I-9 Audits and E-Verify Legislation

• [12:49] - Tax Policy Updates: Key Expiring Provisions for Staffing Firms

• [17:31] - Opportunities in Energy and Infrastructure Staffing

• [20:36] - AI in Hiring: Emerging Challenges and Regulatory Uncertainty

• [23:21] - Liability in AI-Driven Recruitment Practices

• [28:48] - How ASA Supports Staffing Firms in Policy Navigation

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. 

Toby Malara

(LinkedIn)

Toby Malara is Vice President of Government Affairs for the American Staffing Association. In his role, Malara directs ASA’s government relations, lobbying, and political activities, including the operations of the associations’ political action committee, StaffingPAC. He also advises members on immigration/I-9, paid sick leave, sales tax, and per diem issues. Malara graduated from Georgetown University and earned a J.D. from the Columbus School of Law at Catholic University

The American Staffing Association is the voice of the U.S. staffing, recruiting, and workforce solutions industry. ASA and its state affiliates advance the interests of the industry across all sectors through advocacy, research, education, and the promotion of high standards of legal, ethical, and professional practices.

• [00:01] – Introduction: Brad welcomes Kyle Denhoff and explores his journey in content marketing.
• [00:18] – Content marketing then vs. now: What’s changed in execution over the last decade.
• [02:27] – Diversifying content strategies: Why a single-channel approach no longer works.
• [04:13] – Finding your audience: The role of research, surveys, and direct conversations.
• [06:56] – Building a content playbook: Examples of effective multi-channel distribution.
• [10:35] – Overcoming fear: How small business owners can start creating content.
• [15:48] – Leveraging AI and low-cost tools: Tips for efficient content creation.
• [18:48] – Creating one-of-a-kind content: The value of unique expertise.
• [22:46] – 2025 content outlook: What staffing firms should prioritize.
• [25:44] – Long-term content strategy: Building brand equity with newsletters and LinkedIn.
• [29:59] – Aligning marketing and sales: How content drives better leads.
• [33:11] – Closing thoughts and rapid-fire questions with Kyle.
•  

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. 

Kyle Denhoff

(LinkedIn)

Kyle is a marketing leader who specializes in content strategies that drive revenue. As Senior Director of Marketing at HubSpot, he heads up organic and paid demand generation across the company's Media Network, which includes one of tech's largest blogs, a fast-growing podcast network, a thriving YouTube presence, and an engaged newsletter community. With over a decade of experience spanning roles at HubSpot, Fresenius Medical Care, Haley Marketing, and Xerox, Kyle has built marketing engines from scratch for small and enterprise businesses.

HubSpot (NYSE: HUBS) is the customer platform that helps businesses grow better. HubSpot delivers seamless connection for customer-facing teams with an AI-powered platform that includes engagement hubs, a Smart CRM, and a connected ecosystem with over 1,700 App Marketplace integrations, a community network, and educational content. Learn more at www.hubspot.com.

• [00:39] – Is the Modern Work Environment Broken?
• [01:27] – Why Employee Disengagement Has Increased Since COVID-19
• [03:08] – How to Re-engage Internal Teams and Increase Retention
• [05:30] – Remote Teams vs. In-office Teams: Which is More Disengaged?
• [07:23] – Building Intentional Connections in a Remote Environment
• [10:45] – Engaging Temp Employees in Short-term Assignments
• [13:30] – Driving Orders and Strengthening Client Relationships
• [17:32] – "Control What You Can Control" and Shifting Perspectives
• [20:44] – Faking it Till You Become it: A New Perspective on Leadership Growth
• [22:25] – How CS Recruiting Stands Out in the Staffing Industry
• [24:41] – The Dangers of Relying on AI in Human-focused Industries
• [27:50] – Charlie’s Leadership Insights and TED Talk on Employee Engagement
• [29:11] – Rapid Fire: Books and Advice for New Recruiters
•  

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. 

Charlie Saffro

(LinkedIn)

Charlie is a recruiting expert with a passion for human leadership, talent acquisition, employee engagement, company culture and retention. She founded CS Recruiting to connect individuals to opportunities and as CEO, she manages a thriving organization and a talented team. Charlie's clientele includes businesses with Transportation, Logistics and Supply Chain talent needs. Her goal is to make meaningful connections that lead to long-lasting relationships. Beyond work, she promotes personal development, mindfulness and personal growth, both in the workplace and in life.

[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

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.

• [00:01] - Introduction: Developing an "Anything is Possible" Mindset
• [01:53] - The Tap on the Shoulder: What Happens When You’re Called to a Challenge
• [03:57] - Brad’s Marathon Challenge: Responding to Life's Calls
• [05:24] - Embrace the Suck: Pushing Through Tough Training and Business Challenges
• [07:43] - Breaking Through Mental Clutter: Tips for Overcoming Self-Doubt
• [10:18] - The Power of Posture: How Physicality Impacts Your Mindset and Performance
• [21:53] - What Got You Here Won’t Get You There: Adapting for Future Success
• [24:34] - The Trifecta for Success: Mindset, Skillset, and Execution
• [26:28] - Breaking Old Rules: Creating New Paths for Growth
• [27:55] - Closing: Will’s Work as a Coach and Keynote Speaker
•  

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. 

Will Matthews

(LinkedIn)

Will Matthews is a Board Certified Executive Coach who helps professionals, in companies large and small, maximize their results by thinking bigger and executing faster showing up stronger. He has held executive roles leading teams in Marketing, Sales and Operations in both the energy and telecommunications industries. Will is a keynote speaker, and author of the bestselling book, You've Got This! The 5 Self-Coaching Keys You Need to Live Boldly and Accomplish Anything. He is a 5-time Ironman competitor and is the 2023 Colorado State Olympic Distance Triathlon Champion in his age group.

• [02:18] Identifying the Ideal Client Profile Kim outlines the importance of targeting the right clients and avoiding the trap of taking on business that doesn't align with your firm's strengths.
• [05:07] The Courage to Say No Kim shares strategies for assessing client fit and having the courage to turn down business when it doesn't meet your criteria.
• [07:58] The Power of Specialization Kim and Brad Bialy discuss the value of niche specialization and the pitfalls of being a generalist in the staffing industry.
• [11:29] Turning Client Meetings into Action Kim explains the importance of asking the right questions and following up effectively to convert meetings into real opportunities.
• [16:23] Looking Beyond the Immediate Order The conversation shifts to strategic planning and the value of thinking long-term with potential clients, rather than focusing solely on immediate needs.
• [22:16] Building Loyalty Through Feedback Kim emphasizes the role of collecting and acting on client feedback to build stronger relationships and create long-term loyalty.
• [25:26] Moving from Transactional to Strategic Partnerships Brad and Kim explore how to become indispensable to clients by providing value beyond job placements.
• [29:42] The Importance of Leveraging Marketing and LinkedIn
• Kim Henderson reflects on mistakes she made by not utilizing marketing resources and LinkedIn effectively early in her career and shares how others can avoid the same pitfalls.
• [32:18] Advice for Newcomers to Staffing Kim’s advice for those starting out: Focus on perseverance, a long-term mindset, and building a resilient attitude.
•  

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. 

Kim Henderson

(LinkedIn)

Kim leads Cobalt Compass Solutions, which provides training and consulting services for the staffing industry. Training programs encompass the full life cycle of sales and recruiting and teach the skills to create lasting customer relationships. Consulting services give leaders the methodology to operate business units while managing teams for performance.

Prior to Cobalt Compass, Kim had 28 years in the industry and served as a member of executive leadership for a global workforce solutions provider. As SVP of Client Services and Global Accounts, she was responsible for the development of international and strategic accounts and also established the Government Solutions business. Kim began her career working for a national staffing firm where she served on the executive team and was responsible for the national sales strategy with execution across product lines as well as multiple business units.

Kim has a MBA from the University of Miami and a BS in Journalism from the University of Florida. Additionally, she has Project Management (PMP) and Six Sigma Lean certifications and contributes articles for The Staffing Stream, Staffing Hub, and HRM Outlook. Further, she has appeared on the following podcasts: Staffing Hub, Staffing Monthly, The Elite Recruiter, Digital Recruiter, CareerTALKS, Recruiters With No Limits, Fidelis Leadership, Ask a Recruiter, and Ivy Podcast. Kim has also presented at the World Staffing Summit, Recruiter Growth Summit, American Staffing Association, Illinois Staffing Association, and the Staffing Sales Summit.

• Investing time in networking leads to success.
• Consistent visibility is crucial for recruiters.
• SEO is a long-term investment for visibility.
• Former clients are a valuable resource for new business.
• Dunbar's number limits our connections to 150.
• Unique content creation is essential in marketing.
• Marketing should benefit both clients and candidates.
• Building a brand requires ongoing effort and strategy.
• Personal experiences can inform unique content.
• Trust is built through consistent and valuable content.

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. 

• Technology has made recruiters lazy and caused them to rely too heavily on job boards and technology for candidate sourcing.
• Recruiters need to balance using technology as a tool and maintaining the human element of recruiting.
• The fundamentals of a great recruiter include building relationships, effective communication, curiosity, and a focus on delivering what candidates and clients want.
• Recruiters should plan their work and work their plan, setting goals and metrics to track their progress.
• The hunt and target recruiting are still essential skills for recruiters.
• Technology can be used to automate administrative tasks and enhance communication, but the human touch is still crucial in engaging with candidates.
• Recruiters should be authentic and focus on building relationships rather than just making transactions.
• Planning, time management, and self-discipline are key to success in recruiting.
• The industry has become too reliant on technology and needs to get back to the art of the hunt.

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. 

John Ruffini

(LinkedIn)

John Ruffini is the Vice President of Professional Development for HealthTrust Workforce Solutions – an industry leader in the Healthcare Staffing space. He and his team focus on training and development for the entire organization in an effort to help employees be the best they can be at whatever role they are playing within the company. John’s passion is recruiting and every recruiter hired at HealthTrust goes through a two-week boot camp training he developed that has improved new hire ramp-up time by 30%. John started on a perm desk and developed a knack (or sickness!) for starting branches from scratch in new markets or rebuilding struggling ones. While he has been in the recruiting and staffing industry for 30 years, he has spent the last 10-15 years in roles that have focused on training, mentoring, and developing individual contributors and managers. He is the current Chair of American Staffing Association’s Healthcare Section Council and Education Council, and a past chair for the Search and Placement Section Council. He has had the honor of being a presenter at ASA’s Staffing World multiple times. John is the author of “Money Makers – Proven Ways to Increase Sales and Productivity in the World of Professional Recruiting” which has been an Amazon Best Seller and is used by staffing firms across the country to train their recruiters and instill recruiting fundamentals. In 2023 he published his first non-fiction work, “A Quest for Alex” which rose to #1 on the Amazon best seller list in two categories. John is also the Co-host of the “Recruiters With No Limits” live stream podcast. John lives in South Florida with his wife, Lisa.

• Define what greatness means to you and set clear goals
• Regularly evaluate your marketing strategies and adjust as needed
• Personal and engaging content tends to perform well on LinkedIn
• Tagging relevant accounts in posts can increase impressions and engagement

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. 

The most pressing issue impacting the labor market is the shortage of skilled workers, with a projected deficit of 85 million skilled workers globally by 2030. This shortage is causing challenges for businesses, including staffing and recruiting agencies, in finding talent for open positions. One solution is to tap into the labor market, particularly women who are currently underrepresented in the workforce. The cost of childcare is a significant barrier for women returning to work. Retention is also a critical issue, as the cost of replacing employees can be up to 400% of their annual salary. Developing transformational leaders is key to retaining employees and preparing for the retirement of upper-level management. The staffing and recruiting industry has a huge opportunity to address the talent shortage and differentiate themselves by focusing on leadership development and creating a culture of learning. Internal training should include mentorship programs and targeted, accessible micro-learning opportunities. The industry should see the talent shortage as an opportunity for growth and invest in developing their own talent.

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. 

Dr. Kylie Bragdon

(LinkedIn)

Dr. Kylie Bragdon is not just a leadership consultant, public speaker, and author; she’s a game-changer in the world of team empowerment. Drawing on her extensive experience in education and personal development, Dr. Bragdon offers innovative solutions to tackle the skilled worker shortage, transforming teams into high-performing powerhouses. Her work focuses on providing teams actionable strategies to overcome daily workplace challenges and building a brighter, more stable future. With her infectious energy and natural ability to captivate an audience, Dr. Bragdon will use her unique storytelling approach to help you improve your leadership skills and drive your team to success.

• Storytelling is crucial in recruitment marketing to differentiate and sell the story of the organization.
• Recruiters should focus on consistency and the fundamentals of their sales process, while using technology to enhance their efforts.
• Joining local associations and chapters of national organizations can help build relationships and increase visibility.
• Recruiters should segment their prospects into current customers, former customers, and new leads, and tailor their marketing efforts accordingly.
• IP tracking can be a valuable tool for identifying website visitors and following up with potential leads.
• The best recruiters are those who are consistent, seek continuous education, and use coaching to stay on track.
• MPC (Most Placeable Candidate) marketing is an effective strategy for introducing candidates to potential clients and starting conversations.

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. 

This episode of Take the Stage with Brad Bialy and Brad Smith is PACKED with takeaways.

• The best staffing firms differentiate themselves by focusing on a specific niche and specializing in a particular area.
• They know who they are and who they aren't.
• They compete on value, not price, and are able to prove why they are the best in their space.
• They leverage data, case studies, and referrals to showcase their expertise.
• These firms understand the importance of reputation management and actively seek online reviews.
• They set SMART goals and have a clear plan to achieve them.
• In terms of marketing, the best approach depends on the niche, market, and goals of the staffing firm. It should be integrated with the sales process, differentiate the firm, and address the problems of the target audience.
• The conversation focuses on the importance of multi-channel marketing for staffing firms and how to get started with it. It emphasizes the need to understand clients' needs, create signature content, and break it down into bite-sized pieces for different marketing channels.
• The use of AI tools is also discussed, highlighting the need to find the right tool for the job and not force-fit AI solutions.
• The conversation also touches on the importance of evaluating and optimizing tech stack, investing in marketing automation and search engine optimization, and optimizing website conversion rates.
• Brad Bialy and Brad Smith emphasize the long game of building relationships and providing value throughout the buyer's journey.

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. 

Brad Smith

(LinkedIn)

Brad is a Certified Inbound Marketing professional who has managed the implementation of digital marketing campaigns for hundreds of staffing firms. Brad has over 20 years of industry experience and stays on top of new marketing and technology trends, transforming them into winning strategies for staffing and recruiting firms.

Hosts

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.

Matt Lozar works as the Director of Recruitment Marketing at the Haley Marketing Group, the nation’s largest marketing firm dedicated to servicing the staffing and recruiting industry.

As the Director of Recruitment Marketing, Matt focuses on the four pillars of recruitment marketing – career sites, job advertising, social recruiting and employer branding. Matt launched the job spend management division at the Haley Marketing Group, leading the company’s partnership with Appcast. Through the usage of programmatic software, the division grew more than 100 percent in 2022 after growing more than 200 percent in 2021! The department works with dozens of staffing agencies, managing millions of dollars of recruitment spend.

Matt has eight-plus years of working directly with staffing agencies and recruiters by helping them meet business goals and overcome marketing challenges. During that time, Matt has worked with more than 100 organizations to find the right content and digital marketing solutions. He also concentrates on online advertising while helping staffing agencies with social media planning, content strategy, search engine optimization, and email marketing.

Matt has appeared on more than 25 webinars across the industry while also talking at several industry conferences. He is a co-host on the Secrets of Staffing Success podcast, appearing on more than 120 episodes. Matt also holds a biweekly LinkedIn Live broadcast on Tuesdays at 11 am Eastern where he talks about recruitment marketing, content marketing, and job advertising.

This episode of Take the Stage with Brad Bialy and Kelly Merbler is PACKED with takeaways.

• Focusing on strengths leads to better performance, engagement, and overall success.
• Leaders should focus on their own strengths and values in order to effectively lead others.
• Understanding and developing our strengths can lead to a more fulfilling and purpose-driven life.
• Leaders should create a culture that values and leverages individual strengths.
• Taking time for self-care and setting boundaries is essential to avoid burnout

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. 

Kelly Merbler

(LinkedIn)

Kelly spent twenty-one years as a regional executive with a global staffng organization where she was responsible for leading, hiring, developing and building successful sales and operations teams. She knows that the secret of success is hiring good talent, which begins with identifying what people do best and aligning them in the right role for maximum impact. She discovered her passion in life several years ago while attending a leadership conference where her soon-to-be mentor, Dr. John C. Maxwell, was the keynote speaker. It was there she became keenly aware of her interest and passion in helping other leaders discover their purpose in life.

Since then, she became a Gallup-Certifed Strengths Coach and faculty member of Maxwell Leadership, providing a wide variety of leadership and coaching programs to senior leaders and corporate clients, such as Louis Vuitton, HR Florida State Council, Ritz-Carlton Yacht Collection, UKG, Lennar Homes, and Carnival Corporation.

Kelly Merbler is the founding Principal of The Kelly Merbler Company, LLC, which is a leadership consulting frm based in South Florida specializing in Strengths-Based employee engagement and retention programs, culture building, keynote speaking and leadership development programs.

Hosts

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.

Matt Lozar works as the Director of Recruitment Marketing at the Haley Marketing Group, the nation’s largest marketing firm dedicated to servicing the staffing and recruiting industry.

As the Director of Recruitment Marketing, Matt focuses on the four pillars of recruitment marketing – career sites, job advertising, social recruiting and employer branding. Matt launched the job spend management division at the Haley Marketing Group, leading the company’s partnership with Appcast. Through the usage of programmatic software, the division grew more than 100 percent in 2022 after growing more than 200 percent in 2021! The department works with dozens of staffing agencies, managing millions of dollars of recruitment spend.

Matt has eight-plus years of working directly with staffing agencies and recruiters by helping them meet business goals and overcome marketing challenges. During that time, Matt has worked with more than 100 organizations to find the right content and digital marketing solutions. He also concentrates on online advertising while helping staffing agencies with social media planning, content strategy, search engine optimization, and email marketing.

Matt has appeared on more than 25 webinars across the industry while also talking at several industry conferences. He is a co-host on the Secrets of Staffing Success podcast, appearing on more than 120 episodes. Matt also holds a biweekly LinkedIn Live broadcast on Tuesdays at 11 am Eastern where he talks about recruitment marketing, content marketing, and job advertising.

In this episode of Take the Stage, Jay Ramos discusses the benefits of outsourcing functions in a staffing business and when to consider it. He highlights areas such as appointment setting, timekeeping, and collections that can be easily outsourced. Jay also shares his personal journey into the outsourcing mindset and the impact it has had on his business. He emphasizes the importance of maintaining company culture when working with outsourced teams and suggests including them in team meetings and events. Jay also discusses the California Staffing Professionals (CSP)  and their role in building a community and advocating for the staffing industry in California.

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. 

Jay Ramos

(LinkedIn)

Jay Ramos began his staffing career in 2000 as an intern at Amtec, quickly establishing himself with a blend of humor and a genuine affinity for connecting with people. His dedication saw him rise through the ranks, transitioning from a full-time recruiter to President and part owner of Amtec. Jay’s commitment to fostering long-term client relationships and his innate drive to assist others have been instrumental in his success. 

In 2008, Jay played a pivotal role in launching Amtec Global Solutions Inc., an offshore firm based in the Philippines. This initiative has significantly contributed to delivering cost-effective, high-quality recruiting, virtual assistant, marketing, and accounting services to U.S. companies. 

Jay's achievements were recently highlighted when he was honored with the Staffing Professional of the Year award by the California Staffing Professionals Association. Additionally, he received the prestigious Essey Award, recognizing his significant impact and leadership in the industry. Jay also serves as the State President of California Staffing Professionals, further demonstrating his leadership and influence in the field. 

Outside of work, Jay finds immense fulfillment in nurturing organizational growth and mentoring aspiring leaders. Jay has been happily married to Christine for 23 years, and together they cherish their time with their 22-year-old daughter. In his leisure moments, Jay enjoys surfing, boating, swimming, SCUBA diving, and exploring new destinations around the globe. 

In this episode, Brad and Matt discuss various recruitment and digital marketing topics. They start by discussing personal updates and frustrations, then discuss a Monster advertisement that caught their attention. They highlight the importance of making it easy for candidates to take action and apply for jobs. They also discuss the sales process and the need for persistence, sharing data that shows most salespeople give up after 4 attempts. They provide tips on how to create a plan and stay in front of prospects to increase sales success. 

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.

Matt Lozar works as the Director of Recruitment Marketing at the Haley Marketing Group, the nation’s largest marketing firm dedicated to servicing the staffing and recruiting industry. As the Director of Recruitment Marketing, Matt focuses on the four pillars of recruitment marketing – career sites, job advertising, social recruiting and employer branding. Matt launched the job spend management division at the Haley Marketing Group, leading the company’s partnership with Appcast. Through the usage of programmatic software, the division grew more than 100 percent in 2022 after growing more than 200 percent in 2021! The department works with dozens of staffing agencies, managing millions of dollars of recruitment spend. Matt has eight-plus years of working directly with staffing agencies and recruiters by helping them meet business goals and overcome marketing challenges. During that time, Matt has worked with more than 100 organizations to find the right content and digital marketing solutions. He also concentrates on online advertising while helping staffing agencies with social media planning, content strategy, search engine optimization, and email marketing. Matt has appeared on more than 25 webinars across the industry while also talking at several industry conferences. He is a co-host on the Secrets of Staffing Success podcast, appearing on more than 145 episodes. Matt also holds a biweekly LinkedIn Live broadcast on Tuesdays at 11 am Eastern where he talks about recruitment marketing, content marketing, and job advertising.

Smart Ideas 4: Smart ideas from the smartest minds in staffing. 7 hours. 14 speed talks. Save Your Seat: https://www.haleymarketing.com/smartideas/

Need more job orders? Struggling to find qualified candidates? Book 30 minutes of FREE strategic marketing consultation with Brad Bialy: https://bit.ly/stageoffer

In this episode of Insights, Brad and Matt discuss the importance of slowing down and enjoying the journey, the essential software tools for startup firms, the power of speed in business (Obviously Brad was impressed by Amazon again), and the misconception that it's too late to adopt AI. They emphasize the need to focus on solving specific problems and not getting overwhelmed by the abundance of tools and technology available. They also highlight the value of partnerships and the potential of AI to improve efficiency and decision-making.

Hosts

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.

Matt Lozar works as the Director of Recruitment Marketing at the Haley Marketing Group, the nation’s largest marketing firm dedicated to servicing the staffing and recruiting industry.

As the Director of Recruitment Marketing, Matt focuses on the four pillars of recruitment marketing – career sites, job advertising, social recruiting and employer branding. Matt launched the job spend management division at the Haley Marketing Group, leading the company’s partnership with Appcast. Through the usage of programmatic software, the division grew more than 100 percent in 2022 after growing more than 200 percent in 2021! The department works with dozens of staffing agencies, managing millions of dollars of recruitment spend.

Matt has eight-plus years of working directly with staffing agencies and recruiters by helping them meet business goals and overcome marketing challenges. During that time, Matt has worked with more than 100 organizations to find the right content and digital marketing solutions. He also concentrates on online advertising while helping staffing agencies with social media planning, content strategy, search engine optimization, and email marketing.

Matt has appeared on more than 25 webinars across the industry while also talking at several industry conferences. He is a co-host on the Secrets of Staffing Success podcast, appearing on more than 120 episodes. Matt also holds a biweekly LinkedIn Live broadcast on Tuesdays at 11 am Eastern where he talks about recruitment marketing, content marketing, and job advertising.

In this episode of Take the Stage, Brad Bialy is joined by Kortney Harmon, Director of Industry Relations at Crelate. They discuss the importance of focusing on current clients to drive revenue growth in the staffing and recruiting industry. Kortney emphasizes the value of building relationships, understanding client needs, and providing ongoing support and value. They also touch on the role of automation and the need for personalized engagement. Tune in to learn how to nurture existing client relationships and maximize revenue potential.

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. 

Kortney Harmon

(LinkedIn)

Kortney Harmon is a staffing and recruiting expert with over 15 years’ experience who serves as Director of Industry Relations at Crelate. She has worked with hundreds of owners, executives, and operations leaders as a consultant, including leading a services network of over 260 offices. Kortney has trained over 1,000 recruiters and sales managers, developing training programs and streamlining operations and technology implementation to drive overall growth. She has a track record of success running a desk herself and leading owners and managers, as well as serving as a Director of Learning & Development.

Her expertise lies in identifying and resolving growth blockers related to people, processes, and technologies to help businesses thrive. At Crelate, she leverages her extensive experience as a strategic consultant and podcast host to provide insights to clients and listeners seeking to overcome challenges and succeed in staffing/recruiting. Known for delivering results and building high-performing teams, Kortney is a dynamic and experienced industry leader.

Going Beyond the Small Talk eBook

Brad Bialy   (LinkedIn / Twitter) 

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.

Matt Lozar  

(LinkedIn / Twitter) 

Matt Lozar works as the Director of Recruitment Marketing at the Haley Marketing Group, the nation’s largest marketing firm dedicated to servicing the staffing and recruiting industry.

As the Director of Recruitment Marketing, Matt focuses on the four pillars of recruitment marketing – career sites, job advertising, social recruiting and employer branding. Matt launched the job spend management division at the Haley Marketing Group, leading the company’s partnership with Appcast. Through the usage of programmatic software, the division grew more than 100 percent in 2022 after growing more than 200 percent in 2021! The department works with dozens of staffing agencies, managing millions of dollars of recruitment spend.

Matt has eight-plus years of working directly with staffing agencies and recruiters by helping them meet business goals and overcome marketing challenges. During that time, Matt has worked with more than 100 organizations to find the right content and digital marketing solutions. He also concentrates on online advertising while helping staffing agencies with social media planning, content strategy, search engine optimization, and email marketing.

Matt has appeared on more than 25 webinars across the industry while also talking at several industry conferences. He is a co-host on the Secrets of Staffing Success podcast, appearing on more than 120 episodes. Matt also holds a biweekly LinkedIn Live broadcast on Tuesdays at 11 am Eastern where he talks about recruitment marketing, content marketing, and job advertising.

Selling a staffing agency is a deeply personal decision that can be influenced by various factors such as retirement, the need for additional investment, burnout, or being approached by potential buyers. To attract attention from potential buyers, staffing firms should have a clear vision, strong value proposition, and a good reputation. The market for selling staffing agencies has been down, but there are still transactions happening, especially in the lower middle market. Preparation is key when considering a sale, and it's important to understand the valuation process, potential buyers, and how to maximize the value of the business. Customer concentration and the strength of the internal team are important factors that buyers consider. It's also crucial to maintain customer relationships and prepare the team for the transition. 

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. 

Akash Taneja

(LinkedIn)

Akash is a leading M&A specialist, focused exclusively on helping founders in all segments of the staffing industry in a successful exit of their business. From the professional staffing segments such as IT, Healthcare, Engineering, Life Sciences, Accounting & Finance, to Light Industrial, Admin/Clerical and Skilled Trades, Akash's focus for over 15 years has been on achieving the best outcome for his clients. 

In addition to his work with clients, Akash has spoken at numerous staffing industry conferences on the topics of mergers and acquisitions, valuations & related topics. 

If you're considering a potential exit now or at some time in the future, contact Akash at Momentum Advisory Partners to discuss how to position your business to maximize value! 

Brad Bialy   (LinkedIn / Twitter) 

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.

Matt Lozar  

(LinkedIn / Twitter) 

Matt Lozar works as the Director of Recruitment Marketing at the Haley Marketing Group, the nation’s largest marketing firm dedicated to servicing the staffing and recruiting industry.

As the Director of Recruitment Marketing, Matt focuses on the four pillars of recruitment marketing – career sites, job advertising, social recruiting and employer branding. Matt launched the job spend management division at the Haley Marketing Group, leading the company’s partnership with Appcast. Through the usage of programmatic software, the division grew more than 100 percent in 2022 after growing more than 200 percent in 2021! The department works with dozens of staffing agencies, managing millions of dollars of recruitment spend.

Matt has eight-plus years of working directly with staffing agencies and recruiters by helping them meet business goals and overcome marketing challenges. During that time, Matt has worked with more than 100 organizations to find the right content and digital marketing solutions. He also concentrates on online advertising while helping staffing agencies with social media planning, content strategy, search engine optimization, and email marketing.

Matt has appeared on more than 25 webinars across the industry while also talking at several industry conferences. He is a co-host on the Secrets of Staffing Success podcast, appearing on more than 120 episodes. Matt also holds a biweekly LinkedIn Live broadcast on Tuesdays at 11 am Eastern where he talks about recruitment marketing, content marketing, and job advertising.

On this episode of Take the Stage, Brad Bialy is joined by Joan Graci, Brain-Based Coach and Owner & President of APA Solutions, on this epsiode we talk about how to get the most out of yourself and your employees 

• Self-awareness is the foundation of effective leadership, as it helps leaders understand their strengths and areas for growth.
• Understanding body language is crucial for effective communication and building relationships.
• Coaching empathy is possible and important for creating a positive work environment.
• Recognizing and accommodating the differences between introverts and extroverts can lead to better collaboration and productivity. Breaking habits is difficult, but progress is more important than perfection.
• Emotional intelligence is crucial for effective leadership and creating a positive work environment.
• Leaders should strive to understand and manage the emotions of their team members.
• Getting to know temporary workers more deeply can lead to lasting relationships and better placements.
• The staffing and recruiting industry should prioritize understanding the goals and needs of temporary workers.

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. 

Joan Graci

(LinkedIn)

As one of the only brain-based-certified Talent Coaches in the country, Joan has made it her mission to discover the secret of transforming organizational effectiveness as well as helping leaders grow through self-awareness. She incorporates hard data and science and uses it to bridge the communication gap between leadership and the people they employ by disrupting human capital norms. Leveraging three decades of analyzing data in the coaching and recruiting space, Joan defies traditional beliefs as it relates to the mindset of the workforce. Her passion is people, and she strives to coach leaders to work within the confines of the human brain’s natural abilities, rather than against it. Joan has spent the past decade pursuing education in the field of neuroscience, including a focus on the advances that validate everyone has access to developing new ways of thinking. She studies at the NeuroLeadership Institute as well as other institutions that focus on this methodology. Her expertise includes team formation, organizational development, productivity, and people improvement, change management and corporate culture, conflict resolution and team building, empowerment, and motivation. She has used her knowledge to unpack how this innovative brain-based methodology helps thinkers, teams, and organizations benefit from self-awareness, promoting growth and transparency.

On this episode, Brad Bialy and Matt Lozar discuss their frustrations with shipping delays and spammy sales tactics. They emphasize the importance of relationship building in sales and the need for a strategic approach to driving applications in recruitment marketing. They also discuss the need to evaluate the effectiveness of job boards and consider alternative tactics for attracting quality candidates.

Brad Bialy   (LinkedIn / Twitter) 

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.

Matt Lozar  

(LinkedIn / Twitter) 

Matt Lozar works as the Director of Recruitment Marketing at the Haley Marketing Group, the nation’s largest marketing firm dedicated to servicing the staffing and recruiting industry.

As the Director of Recruitment Marketing, Matt focuses on the four pillars of recruitment marketing – career sites, job advertising, social recruiting and employer branding. Matt launched the job spend management division at the Haley Marketing Group, leading the company’s partnership with Appcast. Through the usage of programmatic software, the division grew more than 100 percent in 2022 after growing more than 200 percent in 2021! The department works with dozens of staffing agencies, managing millions of dollars of recruitment spend.

Matt has eight-plus years of working directly with staffing agencies and recruiters by helping them meet business goals and overcome marketing challenges. During that time, Matt has worked with more than 100 organizations to find the right content and digital marketing solutions. He also concentrates on online advertising while helping staffing agencies with social media planning, content strategy, search engine optimization, and email marketing.

Matt has appeared on more than 25 webinars across the industry while also talking at several industry conferences. He is a co-host on the Secrets of Staffing Success podcast, appearing on more than 120 episodes. Matt also holds a biweekly LinkedIn Live broadcast on Tuesdays at 11 am Eastern where he talks about recruitment marketing, content marketing, and job advertising.

On this episode of Take the Stage, Brad Bialy is joined by Justin Uselton, Director of Sales at Avionte. On this epsiode we talk ALL things sales.

• How to strengthen and grow your internal sales team
• What makes selling staffing services so challenging?
• What are the four factors of a winning sales environment?
• Why do we need to establish a proper sales cadence?
• How might we overcome relationship hurdles early in the sales process?
• How do we drive sales leads from candidates?

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. 

Justin Uselton

(LinkedIn)

As the Director of Sales at Avionte, Justin leads multiple teams that are directly responsible for adding to Avionte’s roster of more than 1,000 clients. With over 15 years of experience leading teams in the staffing industry and two years at Avionte, he is passionate about leadership and partnering with customers to create a cohesive strategy as they lean into to digital transformation. Justin is a graduate of Middle Tennessee State University, and currently resides in Orlando, Florida.

On this episode, Brad and Matt discuss the importance of not eliminating recruitment marketing spend during tough times. They emphasize the need to be mindful of where resources are allocated and to focus on the ROI and value of EVERY marketing dollar spent. They also discuss the concept of cost per quality application and the importance of tracking and evaluating the effectiveness of different recruitment platforms. Additionally, they highlight the value of building a bench of candidates even when there are no open orders, as well as the need to shift the messaging from selling services to building relationships. They end the conversation by addressing the challenge of motivating sales teams when companies are not hiring.

Brad Bialy   (LinkedIn / Twitter) 

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.

Matt Lozar  

(LinkedIn / Twitter) 

Matt Lozar works as the Director of Recruitment Marketing at the Haley Marketing Group, the nation’s largest marketing firm dedicated to servicing the staffing and recruiting industry.

As the Director of Recruitment Marketing, Matt focuses on the four pillars of recruitment marketing – career sites, job advertising, social recruiting and employer branding. Matt launched the job spend management division at the Haley Marketing Group, leading the company’s partnership with Appcast. Through the usage of programmatic software, the division grew more than 100 percent in 2022 after growing more than 200 percent in 2021! The department works with dozens of staffing agencies, managing millions of dollars of recruitment spend.

Matt has eight-plus years of working directly with staffing agencies and recruiters by helping them meet business goals and overcome marketing challenges. During that time, Matt has worked with more than 100 organizations to find the right content and digital marketing solutions. He also concentrates on online advertising while helping staffing agencies with social media planning, content strategy, search engine optimization, and email marketing.

Matt has appeared on more than 25 webinars across the industry while also talking at several industry conferences. He is a co-host on the Secrets of Staffing Success podcast, appearing on more than 120 episodes. Matt also holds a biweekly LinkedIn Live broadcast on Tuesdays at 11 am Eastern where he talks about recruitment marketing, content marketing, and job advertising.

On this episode, Brad Bialy interviews DeLibra Wesley, founder of National Recruiting Consultants and Women of Color in Staffing. They discuss the importance of incorporating DEI principles into the hiring process and how recruiters can effectively address unconscious bias. DeLibra shares practical advice for staffing firms just starting their DEI journey and highlights the role of technology in enhancing or hindering diversity in recruitment. To address unconscious bias in the hiring process, recruiters can be cautious about the language used in job postings, consider removing non-pertinent information from candidate profiles, and create skill sheets that omit names and gender. They also discuss the biggest challenge for DEI in staffing over the next five to ten years.

Key Takeaways: Staffing firms should be committed to implementing DEI practices and making it a part of their long-term goals and strategies.  Job descriptions should be clear, and gender-biased or masculine language should be avoided. Preferred qualifications should be removed from job descriptions to encourage more diverse candidates to apply. Technology can both enhance and hinder diversity in recruitment. While some software can help remove bias from job descriptions, AI can also perpetuate biases if not properly trained. Small staffing firms can start their DEI journey by implementing simple changes such as creating a gender-neutral dress code, building out a parental leave plan, and promoting cultural awareness days. Pay transparency is a crucial aspect of DEI, and organizations should strive to make compensation information visible and equitable.

ABOUT THE SPEAKERS

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.

DeLibra Wesley leads National Recruiting Consultants with over 20 years of staffing experience under her belt. She founded NRC in the midst of the COVID-19 pandemic and quickly grew it into a successful agency serving hundreds of school districts in need of special educators. DeLibra currently sits on the American Staffing Association board of directors. She is passionate about tackling the challenges facing women in leadership, and she is an outspoken advocate for diversity, equity and inclusion in the workplace. She is the founder of Women of Color in Staffing, an online network that connects and empowers women in the industry. DeLibra was named ASA’s Volunteer of the Year in 2022. She has been named to Staffing Industry Analysts DE&I Influencers list multiple times. She was also named to the SIA Global Power 150 – Women in Staffing list multiple times. Prior to founding NRC, DeLibra oversaw all aspects of operations at a major healthcare staffing company, where she worked her way up from a coordinator position to COO. Her vast expertise ranges from employee training and compliance to project management and human resources. DeLibra is a single mother of two boys – Tristen and Trace. She loves travel and the arts. She runs her blog Goals With DeLibra in her spare time.

On today's episode, we break from our regular 3-segment show to talk about one hot topic: application quality. Matt and Brad continue to hear that the quantity of applications is UP, but the quality of applications is DOWN. So what can we do about it? 

Brad Bialy   (LinkedIn / Twitter) 

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.

Matt Lozar  

(LinkedIn / Twitter) 

Matt Lozar works as the Director of Recruitment Marketing at the Haley Marketing Group, the nation’s largest marketing firm dedicated to servicing the staffing and recruiting industry.

As the Director of Recruitment Marketing, Matt focuses on the four pillars of recruitment marketing – career sites, job advertising, social recruiting and employer branding. Matt launched the job spend management division at the Haley Marketing Group, leading the company’s partnership with Appcast. Through the usage of programmatic software, the division grew more than 100 percent in 2022 after growing more than 200 percent in 2021! The department works with dozens of staffing agencies, managing millions of dollars of recruitment spend.

Matt has eight-plus years of working directly with staffing agencies and recruiters by helping them meet business goals and overcome marketing challenges. During that time, Matt has worked with more than 100 organizations to find the right content and digital marketing solutions. He also concentrates on online advertising while helping staffing agencies with social media planning, content strategy, search engine optimization, and email marketing.

Matt has appeared on more than 25 webinars across the industry while also talking at several industry conferences. He is a co-host on the Secrets of Staffing Success podcast, appearing on more than 120 episodes. Matt also holds a biweekly LinkedIn Live broadcast on Tuesdays at 11 am Eastern where he talks about recruitment marketing, content marketing, and job advertising.

In this episode of Take the Stage, Brad Bialy is joined by Mark Winter, CEO of WinSource Group. Mark shares his expertise in driving sales performance and simplifying the sales process. They discuss the importance of having a sales strategy, identifying ideal customers, and being proactive in sales efforts. Mark emphasizes the need to focus on the customer's needs and goals, rather than just selling people. He also provides valuable insights on tackling the market and measuring sales success. Tune in to gain valuable tips for improving your sales strategy and achieving better results.

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. 

Mark Winter

(LinkedIn)

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 $2.5 B 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.

1. A Blueprint Marketing Plan for Anyone Opening a New Office
2. Rock Star Marketing: A Lesson from FuboTV
3. How do we close the loop? A conversation about analyzing better marketing data 

Brad Bialy   (LinkedIn / Twitter) 

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.

Matt Lozar  

(LinkedIn / Twitter) 

Matt Lozar works as the Director of Recruitment Marketing at the Haley Marketing Group, the nation’s largest marketing firm dedicated to servicing the staffing and recruiting industry.

As the Director of Recruitment Marketing, Matt focuses on the four pillars of recruitment marketing – career sites, job advertising, social recruiting and employer branding. Matt launched the job spend management division at the Haley Marketing Group, leading the company’s partnership with Appcast. Through the usage of programmatic software, the division grew more than 100 percent in 2022 after growing more than 200 percent in 2021! The department works with dozens of staffing agencies, managing millions of dollars of recruitment spend.

Matt has eight-plus years of working directly with staffing agencies and recruiters by helping them meet business goals and overcome marketing challenges. During that time, Matt has worked with more than 100 organizations to find the right content and digital marketing solutions. He also concentrates on online advertising while helping staffing agencies with social media planning, content strategy, search engine optimization, and email marketing.

Matt has appeared on more than 25 webinars across the industry while also talking at several industry conferences. He is a co-host on the Secrets of Staffing Success podcast, appearing on more than 120 episodes. Matt also holds a biweekly LinkedIn Live broadcast on Tuesdays at 11 am Eastern where he talks about recruitment marketing, content marketing, and job advertising.

On this episode of Take the Stage, Brad Bialy is joined by Robin Mee (CEO and Founder, MeeDerby) and Kim Whiteley (President, MeeDerby). On this episode we discuss trends impacting the talent acquisition industry.

• Why you need flexibility among your workforce.
• How is tech impacting your staffing agency in 202?
• Why does leadership need to be empathetic?
• How will DE&I, Ageism, and Women in Workforce continue to impact the staffing industry?

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. 

Robin Mee

(LinkedIn)

Robin Mee is the Founder and CEO of MeeDerby, the leading search firm for the Workforce Solutions ecosystem. She is a passionate advocate of staffing, a volunteer industry leader and a regular speaker at staffing events nationally. Staffing Industry Analysts (SIA) has honored Robin many times on the Staffing 100 and the Global Women’s Power 150 lists and in 2016 the American Staffing Association (ASA) recognized Robin with their first-ever Volunteer of The Year award. In late 2023, Robin was named to the American Staffing Association Board of Directors for 2024. Robin is a vocal supporter of Women in Leadership and issues of Diversity and Inclusion, and MeeDerby a sponsor of the ASA’s Women in Leadership Interest Group and Women of Color in Staffing. Staffing companies have voted MeeDerby a Best of Staffing firm 13 times for Client satisfaction in the annual ClearlyRated survey. Robin is a co-author with 14 other women staffing leaders of Together We Rise, whose initial proceeds are funding ASA scholarships in support of rising females. Most importantly, Robin and her team at MeeDerby are highly regarded members of the staffing community whose company is a conduit for change, as MeeDerby has helped hundreds of staffing companies grow by hiring top talent, and thousands of staffing professionals elevate their careers.

Kim Whiteley

(LinkedIn)

Kim brings more than 20 years of staffing industry and search experience to MeeDerby.   She leads the day to day operations of MeeDerby supporting the team in placing managers and executives in the staffing industry.  Kim is active with the American Staffing Association (ASA), participating in the Women in Leadership Council, The Mentor/Mentee Program, former Chair of the Direct Hire Council and a 2023 advisor to the Women’s Business Colloraberative’s (WBC) Staffing Workstream.  Kim is active in her community as a board member with SHIP (Student Homeless Initiative Partnership), is a volunteer dive coach for her son’s highschool and a committee member of BoyScout Troop 278. Prior to joining MeeDerby, Kim spent 15 years with Spherion in  leadership and revenue driving roles across multiple staffing verticals.

About Mee Derby

MeeDerby is the leading executive search firm specializing in Staffing and Workforce Solutions. Since 1988 we have completed over 3,000 Executive and Management searches for hundreds of companies from start-ups to the largest global players across every staffing discipline. MeeDerby is deeply embedded into the Workforce Solutions Ecosystem and is a 14 times winner of the prestigious ClearlyRated Best of Staffing Client Award.

After years of uncertainty, the labor market balanced slightly in 2023. Data shows a stabilization of key recruitment metrics, and an overall decrease in recruitment marketing costs. Despite this stability, it remains imperative to stay up to date with recruitment marketing benchmarks to track your performance and adjust your strategy.

On this episode of InSights we're joined by Alicia Little to review Appcast’s 8th annual Recruitment Marketing Benchmark Report.

Brad Bialy   (LinkedIn / Twitter) 

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 social media, content marketing, and comprehensive marketing execution 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. 

Matt Lozar  

(LinkedIn / Twitter) 

Matt Lozar works as the Director of Recruitment Marketing at the Haley Marketing Group, the nation’s largest marketing firm dedicated to servicing the staffing and recruiting industry.

As the Director of Recruitment Marketing, Matt focuses on the four pillars of recruitment marketing – career sites, job advertising, social recruiting and employer branding. Matt launched the job spend management division at the Haley Marketing Group, leading the company’s partnership with Appcast. Through the usage of programmatic software, the division grew more than 100 percent in 2022 after growing more than 200 percent in 2021! The department works with dozens of staffing agencies, managing millions of dollars of recruitment spend.

Matt has eight-plus years of working directly with staffing agencies and recruiters by helping them meet business goals and overcome marketing challenges. During that time, Matt has worked with more than 100 organizations to find the right content and digital marketing solutions. He also concentrates on online advertising while helping staffing agencies with social media planning, content strategy, search engine optimization, and email marketing.

Matt has appeared on more than 25 webinars across the industry while also talking at several industry conferences. He is a co-host on the Secrets of Staffing Success podcast, appearing on more than 120 episodes. Matt also holds a biweekly LinkedIn Live broadcast on Tuesdays at 11 am Eastern where he talks about recruitment marketing, content marketing, and job advertising.

Alicia Little

(LinkedIn)

Alicia Little is the Director of Brand & Content Marketing at Appcast and has spent the last seven years of her career there, building awareness of the brand and recruitment marketing best practices through industry-leading content like Appcast’s annual Recruitment Marketing Benchmark Report. A marketer and storyteller for almost twenty years, Alicia has spent the vast majority of that time in B2B HR tech companies such as Skillsoft, RedHot Learning and Stellar Learning Strategies.

On this episode of Take the Stage, Brad Bialy is joined by Tom Kosnik, the staffing industry’s leading expert offering a unique combination of business consulting acumen and experience to independent staffing firms. They discuss the importance of developing a true pricing strategy and how to analyze markups. Tom emphasizes the need to collect and analyze data on pay rates, bill rates, and burdens. He also explains how to create a financial model and run a financial analysis on every account to ensure profitability. They touch on the challenge of differentiating the staffing industry and the value it provides. Tune in to gain valuable insights and strategies for running a successful staffing firm.

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. 

Tom Kosnik

(LinkedIn)

Tom Kosnik is the staffing industry’s leading expert offering a unique combination of business consulting acumen and experience to independent staffing firms. Tom advises on all aspects of running a staffing firm including organizational performance; change management; strategic planning; financial analysis; compensation plan design; process and profit improvements and business value enhancement to help staffing firms across the country improve operations and the bottom line.

In 1995, Tom started the Presidents’ RoundTable program to improve leadership capabilities of independent staffing firms’ management through creative idea generation, sharing, collaborating and addressing industry challenges. The RoundTables have expanded to include CFOs, COOs, and CMOs.

Tom is the only consultant for independent staffing firms with a degree in Organizational Development (M.A. from Bowling Green State University) and a B.A. in psychology from Seattle University. He has a Masters of Divinity degree from Catholic Theological Union and is also certified with the Center for Creative Leadership. This specialized educational and professional background equips him with a unique skill set for guiding independent staffing firms.