Winning in sales isn’t about securing the next transaction—it’s about how to win the relationship, not the deal. In today’s crowded, fast-paced staffing and recruiting landscape, transactional mindsets are burning out teams, eroding trust, and leaving long-term opportunities on the table.

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

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It's a bonus episode this week, taken from Lunch with Haley.

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.

Struggling to scale your outreach without overwhelming your sales team? In this episode, we break down how marketing automation for staffing firms is transforming business development—if used correctly.

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