Are you killing your sales calls?

It's been over 2 months since my original blog on cold calling and it's place in todays evolving market.  The debate is still continuing and it’s fascinating to watch.  I thought I would respond to many of the emails and LinkedIn comments by summarising in my upcoming 6 part blog…

Did you think cold calling is dead?

You may recall in my last blog 'Is cold calling dead in recruitment' I asked you that very same question?  The result was that this particular blog attracted a lot of attention, with some very strong views from opposing ends.  Due to the fact that I received such a high…

Is Cold Calling Dead in Recruitment?

Perhaps an odd question coming from a sales trainer?  But I’ve been asking myself that very same question for some time now…  As a result I embarked on my own journey of research to see if I can come to some conclusions, which will ultimately shape the way we train…

Top 10 tips when approaching new clients

Referrals, organic growth and repeat business are the ideal scenario for running a recruitment desk but successful recruiters know that in reality there will always have to be time dedicated to new business acquisition.   I meet many, many recruiters that have a dislike for chasing new business and this can…

Recruiting in tough times

Firstly let’s acknowledge the market conditions that can affect our industry.  Recruitment has never really been an ‘easy’ market, there are rolling issues from one industry to the next, one skill set to the next or from one geographical area to another. Whether this be the economy,  strength of the…

Selling on value not cost

In today's highly competitive recruitment world, defending placements fees and contract/temp margins seems to be a hot topic for a lot of Recruiters that I meet. Clients are insistent on transparent rate calculations and some have the perception that the placement fee is practically pure profit.  On the other hand…