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David Searns | Co-CEO
Thank you, Dan Mori! I just got back from the 2025 Staffing Sales Summit.
What is the Staffing Sales Summit, you ask?
It’s the first...and only...staffing industry conference that’s 100% focused on helping upskill sales professionals in our industry.
The Summit was created by Dan Mori, Founder of Staffing Mastery. This was my first time attending…and it was an INCREDIBLE event. (Mark your calendars for 2026 because it WILL sell out!)
The lineup of speakers was simply amazing. How can you not learn something when you have these people in the room?
Tom Erb, Mark Winter, Robert Reid, Rochelle Carrington, Kim Henderson, Alexis Meschi, Shannon Kahn, Mike Bradbury, Scott Littrell, Joey Frampus, and our host, Dan Mori.
Oh yeah, I got to speak too!
And if you are a regular reader of SMART IDEAS Weekly, I did a teaser for my talk two weeks ago (
To sell more, sell different).
And for those who attended, I hope you enjoyed the Gideon’s cookies. Given that there were only crumbs leftover, I think they were a hit!
So, what did I learn?
Sadly, way too much to fully recap here.
But I do want to highlight one specific lesson that stood out.
During Rochelle Carrington’s breakout talk, she discussed strategies for controlling the sales pipeline.
Here’s a (very) consolidated recap of her advice:
1) Define the sales pipeline for different types of deals.
Rochelle referred to three types of prospects:
Squirrels (small prospect) Deer (mid-sized prospect) Elephants (large prospect)
Her advice: Different size companies require different approaches to selling. Step one is to map out the sales process for these types of buyers.
2) How many meetings does it take to close each type of sale?
A squirrel should only require a meeting or two to close.
But an elephant, well, that might be lots of different meetings—with lots of different types of decision-makers.
For step two, you are simply mapping out the typical meeting and communication process (i.e., the pipeline) for various size deals.
3) How can you make getting through the pipeline fast and easy for the client?
Put yourself in the buyer’s shoes.
Buying staffing is hard!
As you look at all the steps in each type of sales process, ask yourself:
Are there any steps you could help the buyer to eliminate? What could you do to make the buying process easier? What would help them save time and get to a decision faster? 4) For every meeting in each of your pipelines, define the agenda and the outcome you want to achieve.
For example:
Meeting 1: Agenda review, find pain, determine scope/scale of need. Outcome: clear specs for the proposal.
Meeting 2: Agenda review, present solution and pricing, address likely objections, review pricing. Outcome: agreement that proposal is what they want and need.
Meeting 3: Agenda review, address questions and concerns, close/kill. Outcome: resolution to purchase decision.
Know the process. Control the process.
By really thinking through the steps in the staffing buying process, you can create a better buying experience for your clients…differentiate your company…and keep yourself more in control of the sale.
See you at the next Staffing Sales Summit?
I’m not sure when Dan will be announcing the date, but keep an eye on
www.staffingmastery.com. This is truly a one-of-a-kind event that you won’t want to miss in 2026! |
