Recruiting.com

As an entrepreneur or a sales person, you will often find yourself in situations where you will need to convince a difficult customer for buying your product or service. These situations really put yo

Sometimes all of our convenient technologies make life not quite so convenient, like when making phone calls to leads...

Michael Homula gives some tips on how to get around the Gatekeeper when cold-calling for candidates.

I thought this was well done and a quick read. Passed it on to our sales teams. Must read for anyone trying to sell hr.

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Let’s face it: cold calling is useless. The reason big companies still even employ this practice is because they’ve got the brand behind each cold call - without that reputation (”warmth”) the

A strategy or system works the same for everyone. Here is a strategy or simple system to hear the word yes more often.

Would you like to hear the word yes more often....

A recruiting newbie discussed finding her "cold call" voice.

Every week I receive 3-5 emails about companies that can do my sourcing for pennies on the dollar or you will see a pay per click ad that says hire a recruiter for $1000.00 per month and it got me thinking from our customers perspective why they hire us and not someone else.

If you don't find these parkour videos amazing there is something wrong with you.

Going for an interview as a staffing salesperson?  Here's a surefire way to get hired.

In 1997, having spent four years with General Electric, I went to work as a sales representative for a firm that specialized in IT training and education. The company was a regional franchise for what was, at that time, the largest software training company in the world. By the time I came on board they had already been in business 5+ years and had developed a strong client base consisting of some of the largest companies in Louisville including BlueCross BlueShield, Humana, Ford, GE, and UPS. As one of three business-to-business sales reps, I was responsible for identifying opportunities within our existing clients and developing new accounts.

I asked a simple question to a handful of friends last night: “When dining out, what percentage of time do you order from the 'daily specials' read aloud by your server?”

The consensus among the group? Practically never.

I recently received this email:

Thad,
I got your email through recruiting.com and was drawn to how you don't need to cold call to effectively market to customers. I am in the IT field and have been selling services for the past 5 years in the financial arena. Recruiting is new to me and so it the field of IT. Nonetheless, I am more than confident when I cold call that I will eventually be able to reach someone and pitch the service my company provides. However, I am interested in what other methodology is available. Please advise if I should read your blog in regards to how else I can improve finding new business. I appreciate your time.

A Top Salesman shares his secrets for maximizing revenue and squeezing every last dime out of your compensation package.  If you are a staffing account manager, learn new ways to create work/life bal

We've invested a lot of time and other resources over the past few years into building our brand and relationships with our clients...

If you're tired of taking requirements that ask for 10 years of Java development for a bill rate of $50, it's time to start asking better questions.

There are sometimes complaints about not having enough recruiting information here at Recruiting.com.  Problem solved!

The staffing industry is facing some of the same challenges that the retail industry faced during the last dot com boom.

For example, Netflix took business from Blockbuster Video by providing an easy less expensive way to rent movies. Blockbuster Video is fighting back now, but they will never make up for the money they lost.

TechCrunch covers identity theft today, and Jigsaw gets a not-too-friendly mention.  We covered this when I interviewed Jim Fowler, but the question still remains, does data truly yearn to be free, and can we complain about privacy in an era of Google?

Now! ...Let me bring this back to
recruiting and sourcing. Tell me…
when you’re on the phone or sending a
first contact email or otherwise

It's not the truth you should be afraid of - it's the stuff you make up that can come back to haunt you when you're blogging -

I've been reading several of Seth Godin's books lately and his marketing insight has really opened my eyes (view his blog at www.sethgodin.com). Seth is the former VP/Marketing for Yahoo! and has written a number of books on internet marketing. The one that I have taken the most from is "Permission Marketing", a book he wrote way, way back in 1999. Having read this book around the same time I purchased an e-book called "Never Cold Call Again" by Frank Rumbauskas, www.nevercoldcall.com. I realized how little I actually knew about e-marketing and that the strategies our company was using were becoming more and more obsolete by the day. In my mind, marketing was expensive and cumbersome: it was billboards, television ads, radio ads, 4-color flyers, pop-up ads, t-shirt giveaways. It represented all those things I have been learning to tune out over the years (by the way, I just read they are going to start putting ads in the plastic bins used with the metal detectors at the airport--adding a little more enjoyment to that process).

My career has been comprised of sales, sales management and recruiting. I've worked for some of the largest companies in the world: Wal-Mart, General Electric, Gannett, as well as a couple small ones and start-ups (including my current firm--no longer a start-up after 5 years in business). With the exception of one (the giant retailer) each company relied heavily on cold-calling to generate new business. My definition of cold-calling is when a sales rep targets a company and/or individual that he or she thinks meets the demographics of a potential buyer and then without invitation (this is key, hence the italics) either picks up the phone or walks into their office in an attempt to initiate a sale. Cold-calling is marketing, pure and simple, albeit a caveman-like strategy in an electronic age. I've been giving a lot of thought to this lately because until a year or so ago, our company relied heavily on cold-calling to generate new business. Our cold-calling efforts have delivered a decent chunk of revenue for us over the last few years, however last year I decided to abandon the strategy completely and I haven't looked back.

It's not that I'm too lazy to write up something erudite and important - it's that there are just so many good videos, and I've already established a Monty Python theme for this blog.