Secrets of Staffing Success

[Stage] James Abraham - The Winning Sales Mindset for Staffing Firms

In this episode of Take the Stage, presented by Haley Marketing, James Abraham, CEO of Sandler Israel, joins Brad Bialy to discuss the mindset and techniques that separate elite sales professionals from the rest. Discover why conviction is key in sales, how to develop mental resilience, and why tracking behaviors is more critical than tracking results. James also shares insights from his marathon training and how it parallels success in sales. If you're looking to overcome rejection, set better sales goals, and build a winning mindset, this episode is for you!

 

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.

[Stage] Rochelle Carrington - Stop Chasing Prospects: Mastering Staffing Sales

How can staffing professionals stop chasing prospects and start closing more job orders? In this episode of Take the Stage, presented by Haley Marketing, Brad Bialy and Rochelle Carrington tackle this critical question, sharing strategies for adopting the right sales mindset, guiding prospects to decisive actions, and focusing on high-impact techniques. Rochelle outlines the importance of understanding your audience, structuring sales conversations, and pre-call preparation to build trust and efficiency. Learn how to balance technique, mindset, and action to set yourself apart in the competitive staffing industry.

 

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.

[InSights] Why Modern Marketing Campaigns Fail

Is it safe to assume 91% of marketing efforts fail? In this episode, Brad Bialy and Steve Gipson uncover the striking parallels between New Year’s resolutions and marketing strategies. They explore how lack of consistency, unclear goals, and unrealistic expectations contribute to the high failure rate in both areas. Steve, Director of Sales and Operations with Recruiters Websites, shares actionable insights on how businesses can move past the "resolution mindset" and build sustainable marketing habits that lead to long-term success.

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. 

Chapters & Timestamps:

[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.

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.

 

 

[Stage] Cathi Williams - Practical Stress Relief Tips for Busy Staffing Professionals

In this episode, Brad Bialy sits down with Cathi Williams, a dynamic speaker, executive coach, and founder of Happy, Healthy Leadership. Cathi shares practical insights into managing workplace stress, fostering open communication, and setting boundaries in both in-office and remote settings. She also discusses the interplay between personal and professional stress and offers actionable advice for creating balance and resilience in our busy lives.

 

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.

[Stage] David Searns - No One Needs a Temp! The Truth About Staffing Sales

In this episode of Take the Stage, David Searns, Co-CEO of Haley Marketing, shares what the best staffing firms did to thrive in 2024 despite a challenging year. Discover why a 20+ step sales process matters, how to leverage AI tools like ChatGPT to boost productivity, and why personalization remains a game-changer. David provides actionable insights to help staffing professionals create winning strategies for 2025. Whether it’s focusing on niche industries, creating authentic client connections, or redefining your sales process, this episode delivers practical takeaways for staffing leaders.

 

KEY MOMENTS

[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

 

ABOUT THE SPEAKERS

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.

[InSights] Reflecting on 2024 and Preparing for 2025

Brad Bialy reunites with former co-host Matt Lozar for a 2024 staffing industry recap on the Insights podcast. They discuss key trends like the rise of video marketing, LinkedIn strategies, and sales-marketing alignment for recruitment success. Matt also shares his experience transitioning to executive recruiting and insights on how firms can adapt to an ever-evolving landscape. Tune in for actionable advice to set your staffing and recruitment strategies for success in 2025.

Chapters & Timestamps:

[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.

 

InSights is Hosted by Brad Bialy 

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,

[InSights] Why The Staffing Industry Fails to Think Long-Term

Join Brad Bialy and Steve Gipson of Recruiters Websites as they unpack the secrets to effective recruitment marketing for 2025. This episode explores how staffing firms can strategically focus their messaging, reduce marketing drag, and target specific audiences for better ROI. Steve shares his expertise on creating efficient campaigns, emphasizing the importance of long-term planning in a short-term-focused industry, and actionable steps to drive both leads and client relationships. Whether you're in recruitment, staffing, or HR, this episode will equip you with the tools to optimize your marketing efforts.

Chapters & Timestamps:

[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

 

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.

[Stage] Toby Malara - How Will Trump’s Re-Election Shape Staffing in 2025?

In this episode of Take the Stage, presented by Haley Marketing, Brad Bialy sits down with Toby Malara, Vice President of Government Affairs at the American Staffing Association (ASA), to break down the critical policy shifts shaping the future of staffing and recruiting. Toby provides a detailed analysis of the Trump administration’s renewed focus on immigration reform, including visa programs and I-9 compliance, and its potential economic impact.

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. 

 

KEY MOMENTS

• [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
  
  

ABOUT THE SPEAKERS

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.

[Stage] Kyle Denhoff - Practical Ideas to Improve Your Content Strategy

In this episode of Take the Stage, Brad Bialy sits down with Kyle Denhoff, Sr. Director of Marketing at HubSpot, to explore the evolving landscape of content marketing. Kyle shares insights on how brands can adapt to shifting consumer habits, the importance of diversifying content strategies, and why founder-led and personality-driven content is key to building long-term audience trust. They discuss actionable strategies for small to mid-sized staffing firms, including leveraging newsletters, LinkedIn, and the power of storytelling to engage niche audiences.

KEY MOMENTS

• [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.
•  

ABOUT THE SPEAKERS

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.

[Stage] Charlie Saffro - Is the Modern Work Environment Broken?

In this episode, Brad Bialy talks with Charlie Saffro, CEO of CS Recruiting, about the alarming rise in employee disengagement and what leaders can do to address it. Charlie shares practical solutions to create a culture where employees feel valued, especially in remote settings. She also discusses how companies can retain top talent, the role of empathy in leadership, and why focusing on long-term relationships with clients is crucial in today’s staffing industry. Don’t miss out on Charlie’s strategies for driving business success by putting people first.

KEY MOMENTS

• [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
•  

ABOUT THE SPEAKERS

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.